The Strategic and Breakthrough Selling Workshop
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The Strategic and Breakthrough Selling Workshop Course
Introduction:
This sales course aims to enhance core competencies in both functional and interpersonal areas, going beyond the mere transfer of information. Its primary goal is to significantly improve salesforce performance by developing selling skills, communication practices, and the ability to adapt selling styles to meet customers' needs. It also empowers salespeople to shift from transaction-focused selling to consultative selling, transforming the sales relationship into a collaborative business partnership that generates lasting and measurable sales outcomes.
Course Objectives:
At the end of this training course, you will learn to:
- Identify the changing strategic and operational demands on the sales function and enhance the required knowledge and skills
- Devise sales strategies based on the understanding of the different selling modes to manage and suit the customers’ buying process
- Follow various forecasting models to better handle internal and external customers’ expectations
- Apply the top thirteen negotiation tactics after mastering them to handle difficult sales negotiations
- Use Key Performance Indicators (KPIs) and balanced scorecards to monitor sales growth and performance
- Manage and control the customer’s life cycle for better retention and loyalty purposes
Who Should Attend?
Sales reps, sales supervisors and managers, and account managers who would like to master tactics, selling modes, and sales performance issues that are the foundation of successful modern selling. The course is also beneficial for people who are involved in commercial activities at all levels of the organization.
Target Competencies
- Assessing salesforce
- strengths and weaknesses
- Selling
- Forecasting
- Sales planning
- Handling difficult sales negotiations
- Writing business proposals
Course Outlines:
Selling in the New Millennium
- The new selling landscape
- Evolution of personal selling
- The new sales competencies
- The new sales rep profiles
- The root causes of sales problems
- Future trends in selling
- Personal selling profile
Emerging Selling Modes
- It is not what you sell, it is how you sell
- Mastering the selling process (a value based approach)
- The anatomy of different emerging selling modes:
- Transactional selling
- Consultative selling
- Enterprise selling
- Solution selling
- Cross-selling and up-selling techniques
- Workshop: consolidating selling best practices
Sales Planning and Forecasting
- The importance of setting a sales plan
- The components of a sales plan
- Sales forecasting guiding principles
- The importance of qualitative and quantitative data
- Sales forecasting techniques:
- The extreme points method
- The least square method
- The moving average method
- Workshop: writing an effective sales plan
Breakthrough Sales Negotiation
- Negotiation versus persuasion
- The critical rules of negotiation
- Preparing the 'negotiation envelope' and mastering the 'rule of halves'
- Concession management
- Negotiation tactics
- Workshop: preparing a full negotiation planning template
Monitoring Sales Performance and Growth
- Setting sales metrics and KPIs
- Aligning the sales plan with KPIs
- Using a balanced scorecard to monitor performance
- Workshop: preparing your own balanced scorecard
Managing the Customer Life Cycle and Retention
- Understanding the customer life cycle and calculating its value
- The importance of learning different buyer behaviors
- How to deal with buyer behavior styles
- A roadmap for building customer loyalty and retention
- Workshop: setting a customer loyalty plan