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1- How to Manage the Sales Team
2- The Psychology of Sales Success
3- Sales Habits of Highly Successful Salespeople
4- Selling With Emotional Intelligence
5- Pricing for profit
6- The Art of Closing a Deal
1- How to Manage the Sales Team
Sales management involves sales planning (the process of establishing a broad set of goals, policies and procedures for achieving objectives), organizing the sales function (by establishing sales organizations structured geographically, by product types, by market or customer classes, or by function), staffing the sales function (including recruiting salespeople and interviewing, testing and hiring them), directing the sales force (via training and motivating) and evaluating and controlling sales force performance and satisfaction.
Regardless of the size of your sales team, it's important that it is managed properly and given direction to allow each salesperson to fulfill their potential.
Subjects covered in this guide:
• Development and role of selling in marketing
• Sales strategies
• Consumer and organizational buyer behavior
• Sales responsibilities and preparation
• Personal selling skills
• Key account management
• Relationship selling
• Sales settings
• Recruitment and selection
• Motivation and training
• Compensation
• Sales forecasting and budgeting
• Sales force evaluation.
2- The Psychology of Sales Success
The Psychology of Sales Success explains the three psychological dynamics that drive the sales process:
Understanding success, understanding your customer, and understanding yourself
Featuring wisdom from leading psychologists, psychiatrists, business school professors, successful authors, and talented sales professionals, this descriptive guide gives you action steps for getting inside the heads of your customers and balancing that knowledge with your own behavior to achieve increased sales.
You'll discover how to:
• Master the thinking habits of successful sales professionals and adopt their powers of concentration
• Handle customer anger, postponement, and rejection
• Make confrontations work to your advantage
• Double your listening abilities in just minutes-and become a better sales person as a result
• Lower your anxieties, reduce stress, and boost your confidence
• You'll innovate, get fired up to sell, and win more sales
• You'll also see how to manage negative feelings, deal with disappointment, and turn things around to get back on track.
3- Sales Habits of Highly Successful Salespeople
Expert selling involves more than working hard to understand customer needs; it also requires a sophisticated combination of having empathy for the customer's business challenges and staying alert for opportunities to move relationships forward in the sales process.
This seminar is an essential tool for sharpening one's sales approach and becoming more focused on results.
This program will discuss how to:
• Develop and maintain a sales plan
• Understand the value of a strong first impression
• Pursue continuous learning and training
• Become an effective communicator
• Use time wisely
• Become highly productive
• Realize that technology is a tool, not a crutch
• Genuinely care about others.
4- Selling with Emotional Intelligence
This program has been developed specifically for sales people who need to be proficient at communicating with their customers in the way that is best suited to their behavioral style.
Sales people who understand and use “sales psychology” will always close more business than people who take a “blanket” approach to selling
Once you’ve completed this powerful seminar, you’ll have the knowledge and insights to deal with new and future business opportunities with greater confidence, composure and control
In this seminar:
• The new vs. old selling models and methods
• Understanding what influences each buying motive and decision
• Developing a professional sales performance plan
• Strategic selling: Key account development strategies
• Finding, qualifying and approaching prospects
• Powerful telephone prospecting and qualifying techniques
• Consulting vs. Selling
• Understanding the sales process using consultative selling methods
• Handling objections, price resistance and obstacles
• Professional negotiation strategies
• Identifying buying signals and new closing strategies.
5- Pricing for Profit
Are you leaving money on the table by not charging enough?
Or, are you overpricing so you do not have the ideal amount of business?
There is a success formula to ensure you know how to properly price
your business. You'll be shown how to consider hidden costs you might not have taken into account in the past
Learn how to use competitive pricing as a strategic weapon to increase your business profitability.
Managers who are engaged in developing pricing systems and approaches in consumer markets and in industrial markets would find this program useful.
We will team up in this seminar to:
• Explain current pricing concepts and trends
• Cover the mathematical foundations and relationships of price, cost, and profit
• Discuss international, product pricing and customization and bundling
• Consider the role of organizational and managerial structures on price setting
• Employ sophisticated pricing techniques to build your key account relationships
• Effectively price new products & services.
6- The Art of Closing a Deal
This seminar will take you into the channels of the psychological war called selling-and will support you with facts and information for every type of customer out there
Participants will learn to control buyers using simulated conversations which will arm them with winning and positive comebacks for every negative customer reply
You will ultimately learn how to conquer buyers and we will show you the techniques of how to win all your deals.
Closing secrets seminar include:
• Deadly closing tips to make people buy
• Unbeatable faster responses to the most common objectives
• How to read the customer's emotions
• How to use perfect timing to take hold of the final close
• How to create strategies for turning client relationships into powerful “partnership” relationships
• Banish fear of failure, fear of rejection, fear of loss fear of negotiation and self doubt to release your inner potential
• And much, much more…
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