Sales Programs
Advanced Professional Selling Skills
Duration: 2 Days
In a tough competitive environment the well equipped and
successful sales professional should be able to display the
necessary technical sales competencies to win business. This
fascinating programme takes those skills and adds a new
perspective, exploring advanced communication and interpersonal
skills into the mix. This is a must for those wishing to advance
their sales skills and examine the psychology of sales.
Content includes:
- The psychology of sales
- Neurological levels of sales
- Analysis of customer perceptions - Metamodel
- Finding out what they think – Eye Accessing Cues
- Expect the unexpected ~ Buying power of the client
- Decision makers and time wasters
- Visualization skills
- Advanced communication skills
- Conscious and subconscious thinking
- Understanding powerful body language
- Build Instant Rapport
V.A.K. communication channels
- Developing a sixth sense
- Personal persuasiveness / enthusiasm
- Influencing and assertiveness in sales
Professional Selling Skills
Duration: 2 Days
This course will provide delegates with an overview of the
essential sales skills needed to be successful. They will learn how
to be prepared for any sale, deal effectively with incoming business
and help the customer identify and clarify their needs opening up
new opportunities. Highly practical in its approach the main focus
will be on core skill development covering all aspects of sales and
giving each delegate the opportunity to practise those skills.
Content includes:
- Role of the sales person
- The sales process
- Pre-Call process
- Opening the sale
- Probe / Match / Confirm / Close
- Selling features and benefits
- Preparing for the sale ~ preparation & research
- Establishing decision makers quickly
- Constructing powerful sales stories
- Selling features & benefits
- Objections or buying signal? ~ Closing the sale
- Recognising buying signals ~ asking for the order
- Powerful communication skills
Managing Key Accounts
Duration: 2 Days
Selling profitably to key accounts is the next stage in every
ambitious sales persons development. It requires certain skills that
take the salesperson further than simply ‘selling’ to customers.
This programme explores how to build the relationship and
through excellent service and good account management
consistently yield more.
Content includes:
- What is a key account?
- Identifying the key players
- Analysis of business environment
- Buying motives
- Company culture
- Understanding buyer types
- Personality profiles
- Developing relationships
- How to G.R.O.W. key accounts
- Selling & consultative selling
- Forecasting an account growth
- Negotiating outcomes
- Ensuring profitability
- Keeping the goodwill
- NLP techniques
Using NLP in Sales – A Taster
Duration: 1 Day
This programme focuses on using the tools and formulas of neuro
linquistic programming (NLP) to improve personal sales
perfomance. By using practical techniques designed to achieve
results delegates will be able to greatly influence their results and
see improvements in closing, handling objections, communication,
presentaion and personal impact.
Content includes:
- Understanding NLP, what it does and commonly held beliefs
- Developing powerful communication
- Communication channels
- Your preferred style V’s others
- Sensory acuity
- Building rapport
- Mirroring, pacing and matching
- Face to face or over the telephone
- How decisions are made ~ the 5 point guide
- Recognising the power if language and suggestive phrases
- The ‘Art’ of persuasion
- Dealing with buying signals and objections
- Creative thinking & keeping an open mind
- Closing, gaining agreement and commitment
Pharmaceutical Sales Managers Induction and Training
Duration: 7-10 Days
This programme is designed for new employees who have had no formal training on basics of Pharmaceutical Sales. The course will explore in detail the roles and responsibilities of a Pharmaceutical sales representative, complete training in Anatomy, Physiology, Microbiology, Communication skills,
Content Includes:
- Roles and responsibilities of Pharmaceutical Sales Rep
- Anatomy, Physiology, Microbiology,
- Communication skills
-
- Basic Selling Skills
· - This program is only for Pharmaceutical/Medical Industry
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