Course: On-Site Coaching To Improve Your Selling Skills
Strategic selling is about how to be successful when the opportunity has a high ticket value, involves a solution not just a product, when multiple customer contacts need to be convinced and sales cycles can be lengthy. By following the techniques in this coaching session your sales team will work on fully qualified opportunities and apply the best strategies resulting in more business. Your company will have an accurate forecasting system and sales force management will become less time consuming but highly effective. The coaching is delivered at your company on either a half day or full day agenda and is practical based where the delegates give specific situations.Who should attend?
Sales executives, account managers, internal sales staff and sales managers that have a good grasp of the sales fundamentals.
Objectives:
1) To provide a common sales language that enables everyone to understand the exact position in a sales situation. This will avoid misinterpretation and hold individuals accountable to a process, not just a meeting or sending out a quote.
2) To provide a proven process to qualify opportunities, set the best sales strategies and close more deals with the same resource.
3) To provide an individually tailored and accurate forecasting system and provide specific answers to specific objections and situations encountered by the delegates.
Agenda ½ day (Objectives will be tailored to your requirements)
- Introduction and confirmation of individual expectations.
Objectives of the course
What is a strategic sale?
What are the challenges
- Setting the Single Sales Objective.
Importance of understanding specific objectives for each account
Introduction/revision of “SMART” objectives
- Business Qualification
Ideal customer fit (how realistic is the sale?)
Compelling event (does the business demand/need your proposal?)
Budgets (can they afford it, has money been put aside, how much?)
- Analysing The Sales Situation
Identification of all relevant end user individuals
Their role, their mode and their supportiveness in the sale
Their true perception of the situation
The personal benefits
The business benefits
- Case study/objection handling workshop
Each sales person to present a current sales situation
Identify common objections
Apply strategic selling methodology
Identify strengths and weaknesses
Agree actions for coming week
- Construction of account action plan
- Actions for next week
- Close
½ Day Cost: £500 plus VAT (for 1 to 4 delegates onsite)
Agenda full day (Objectives will be tailored to your requirements)
The full day will include the above with feedback from the morning session and the following:
- Strategies for gaining access to the Financial Decision Maker
Why is this important?
What are the typical challenges?
When should the approach be made?
What are the best tactics?
- Account plan review
Identify activities undertaken
Summarise key learning from previous session
- Testing of Action Plan
Identify company weakness and strengths in sales situation
Define all possible actions that strengthen the proposition
Prioritise best actions
Allocate actions to individuals
- Sales Funnel
The four stages of qualification
Map processes against each stage
- Forecasting tools
Agree metrics to measure chances of winning business
Formalise forecasting system
New forecast with new tools
- Formal presentations
Sales persons selected to present to management
lose
Full Day Cost: £895 plus VAT for upto 4 delegates on-site
A bespoke Course for upto 12 people on-site would cost £1,500 plus VAT
| How to Book: | |
| Online: |
Click here to book online |
| By email to: | info@ripleytraining.co.uk |
| By mail to: | The Events Management Team, Ripley Training Limited PO Box 130, Knaresborough, HG5 0WG |
| By Phone: | 01423 861122 |
| By Fax: | 01423 861122 |