Description
The aim of this course is to provide Sales-people, Account Directors, Account Managers and Account Executives with the skills, techniques and confidence that will transform their approach and help them enjoy embedding a professional, pro-active business development approach into their contact with existing clients. This comprehensive programme will include the fundamental skills of a professional sales-person as well as demonstrating how implementing a continuous, carefully delivered series of cross-selling and up-selling opportunities into their lines of communication with customers can have a dramatic and sustained long term impact on the success of the business.
What you will learn
Contents: Day One
By the end of Day One of this course, each delegate will be able to:
- Understand the importance of relationship selling face to face and on the phone
- Behavioural Skills
- Self awareness
- Assertiveness
- Attitudes & Behaviours
- Transactional Analysis
- Use simple communication skills to gather information and gain commitment
- Recognising and responding to buying signals
- Communicating your 'wider business' product and service offering
- Painting verbal pictures and gaining commitment
- Written communication skills
- Developing your individual action plan from Day One
Contents: Day Two
By the end of Day Two of this course, each delegate will be able to:
- Build business profiles
- Create Account development plans
- Set short and long term objectives
- Understand Portfolio management
- Implement Matrix management
- Understand the importance of call frameworks
- Conduct formal and informal business interviews
- Understand the difference between Selling and Negotiating
- Lay the foundations for Individual and Team Business Development Strategies
- Painting verbal pictures and gaining commitment
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