(Available also for Customised Training by Duration, Venue & Fee)
Programme Description
• How the salespersons’ mental agility can increase so as to perform at the very best
• How to bring high energy to bear for top performance
• How salespersons can identify their individual personal strengths and weaknesses and plan for self-development
• How to analyse the motivations and priorities of key buying influences
• How to Create Value - Revenue Growth
o Volume
o Pricing
o Margin.
Course Contents
DAY ONE
Prospecting for Business
• Prioritize prospects
• Select targets
Cross Selling and Up-selling
• Need sales
• Solution sales
• Selling add-on
• Rules for up-selling and cross selling
Targeting Results
• Sales planning
• Agree performance standards
• Formulate control system
• Forecast sales
DAY TWO
Customer Retention
• Customer service
• Financial bonding
• Structural bonding
• Customisation bonding
Winning Strategies
• Identify who is terminating
• Consider life time customer value
• Establish why customer terminates
• Re-contact lapsed customers
• Provide a reactivation offer
The Negotiation Process
• Planning and Preparing for a Negotiation
• Negotiating Strategies and Tactics
• Negotiating Styles Analysis
• How to Set Negotiation Targets for Positive Outcome
• Types of Negotiating Powers and their Uses
• How to Give Concessions Without Losing Out
• One-on-One negotiating styles
• Group and multi-party negotiating techniques.
