Introduction
The most effective sales people no longer rely upon a ‘hard sell’ to win orders. Customers are becoming increasingly sophisticated in their buying habits. A bigger choice of suppliers has resulted in more discerning buyers with higher expectations.

Therefore, in order to excel in your market, your sales people need to be adept at relationship selling. They need to be perceived as genuine and consultative, generating high levels of trust with their customers, who will therefore be happy to spend money on your products/service.

Typical Objectives:

	Understanding the duties and responsibilities of the sales manager
	Identifying current sales skills, both strengths and development opportunities
	Gaining a practical understanding of best practice selling
	Improving personal productivity, effectiveness and time management
	Creating a personal toolkit that can be used in a number of sales situations
	Maximising your chances of achieving your sales objectives

Sample Programme
Elements of sales psychology will help you to understand why your customers react and how to deal with them. By understanding the individual using in-depth questioning and influencing techniques to uncover specific needs, you will actively contribute to enhancing long-lasting client relationships built on trust and credibility.

Outline

	Welcome and introduction
	Gain an understanding of all the key elements of best practice selling in face-to-face situations
	Territory planning and research techniques
	Preparing and researching appropriately, in order to accelerate your progress in prospect meetings
	Using rapport and influencing skills throughout the meetings to impress and make an impact
	Understanding prospects’ needs and effectively capturing vital information to use later in the sales cycle
	Promoting your solutions in a memorable way to raise and keep the prospect’s interest
	Gaining commitment from the prospect and ensuring that you keep the momentum going
	Action planning

Activities to consider:

	Influencing Skills
	Modelling Top Performers
	Negotiation
	Performance Coaching

Satisfaction
Rating
2007

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