This programme can run as an online or classroom training

(Available also for Customised Training by Duration, Venue & Fee)

Programme Description                                

A four-day programme to address how the organisation’s senior sales persons can:

• Battle successfully for greater share of the customer spend
• Attract premium customers who trust and remain emotionally attached to the organisation’s products/services
• Maximise volume and achieve organisation’s objectives fast.

Goals the Training Will Attain

• Retain top-of-the-mind visibility with customers and prospects
• Push feverishly to maximise volume sales and achieve organisation’s objectives immediately after the training event
• Visibly grow market share
• Raise awareness for the new products among new prospects.

Course Contents

DAY ONE

• Sales Planning

- Set Objectives

- Identify Customers and Prospects

- Manage Customers and Prospects

- Manage Time

- Evaluate Performance

• Sales Enemies to Defeat
• Power of Enthusiasm.

DAY TWO

• Customer Pyramid of Wants
• Listening and Questioning Skills
• Objections Handling
• Sales Negotiation Tactics
• Sales Territory Delineation

- Geographic area

- List of nominated accounts

• Sales Productivity Planning

- Call planning

- Call Plan Sheet

- Territory coverage

- Deal planning.

DAY THREE

• Maintenance and use of records

- Prospect and Customer Records

- Weekly Activity Record

- Determine areas of opportunity

- To ensure realistic targets are set

- To evaluate the potential of each territory on facts

- To identify the size and types of establishments where the greatest

opportunities exist

• Financial Responsibility of the Salesperson

- 3 Pillars – Sales, Stocks and Debtors

- Areas of cost efficiency in Sales

- Sales Meeting: Touch Points

DAY FOUR

• Sales Promotions
• Advancing in a Sales Career.