Course objective

• The sales cycle
• Characteristics of successful salespeople
• How and where to find new clients
• How, where and when to network
• Planning and setting targets
• How to use the phone effectively to set up appointments
• Dressing for success
• Developing rapport and easing tension levels
• Powerful questioning and listening skills
• How to close sales and overcome objections
• Customer service and the impact on sales
• How to deal with different personality types
• Neuro Linguistic Programming and the impact on sales
• Overcoming fears and limiting beliefs
• Understanding body language
• Time and focus management
• Communication and negotiation skills
• The power of goal setting
• How to develop a winning attitude
• Habits of highly successful people
• Maximizing your marketing program
• Brochures, print ads, radio and TV
• Marketing mistakes to avoid
• Working with the media
• Branding
• Internet marketing strategies
• Search engine optimization

Who Should Attend?

• Sales & sales support personnel
• Who needs to promote products or services internally in the organization
• Who has to market to external clients
• Sales managers and VPs responsible for improving the overall productivity of their employees while maximizing the potential of their sales organization
• Anyone interested in enhancing their management skills

Course Outline

• The sales cycle and finding new clients

•  understanding the sales cycle
• characteristics of successful salespeople
• effective networking strategies
• how to work a room
• creating the right impression
• developing your elevator speech
•  how to get referrals
• swap meetings
•  clubs and social networking
• centers of influence
• how to approach and sell to top executives

• Planning, qualifying and the discovery process

•  strategic planning and setting objectives
• qualifying buyers
•  customer based selling
• dressing for success
• easing tension levels
• effective questioning techniques
• the power of listening
• developing a winning attitude

• The psychological factors of selling

•  dealing with different personalities
•   body language
•   closing and overcoming objections
• Neuro Linguistic Programming
•  developing the habits of successful salespeople

• Advanced sales skills

• time and focus management
•  councilor selling
•  attitudes, beliefs and outcomes
•  how to present to groups
•  customer services and the effects on sales
•  advanced negotiation skills
•  goal setting
•  walking with tigers – secrets of the worlds best
•  action planning

• Marketing, branding and internet technology

•  designing a marketing program
• understanding the various forms of marketing
•  brochures, print ads and newsletters
• working with the media
•  sound bites
•  4d branding
•  website development and design
• website optimization
• marketing on the internet

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