| The Best in Sales & Marketing (CC-002) |
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2 day course It’s no secret that selling has changed in recent years. This is an exciting and dynamic profession, yet it is one of the most underrated and misunderstood, at least in recent years. The back-slapping sleazy, joke-telling huckster has disappeared and in his place is a new generation of sales professionals—highly trained and groomed, with the characteristics of honesty, trustworthiness, and competence. Broadly defined, today’s top salespeople are in the business of identifying needs and persuading potential customers to respond favourably to an idea that will result in mutual satisfaction for both the buyer and the seller. This workshop will help you develop those skills, enabling you to sell smarter. The workshop covers the following: MODULE 1: MARKETING SECTION 1 – DEFINING MARKETING 1. The Best Marketing 2. Glossary of Terms SECTION 2 – RECOGNISING TRENDS SECTION 3 – MARKET RESEARCH 1. Primary Research 2. Secondary Research SECTION 4 – STRATEGIES FOR SUCCESS 1. Marketing Activities SECTION 5 – MISSION STATEMENTS 1. A Personal Mission Statement SECTION 6 – CORPORATE IDENTITY 1. Corporate Logos 2. Corporate Brochures SECTION 7 – TRADESHOWS SECTION 8 – DEVELOPING A MARKETING PLAN 1. The Four P’s 2. SWOT Analysis 3. A Simple Marketing Plan for Small Budgets SECTION 9 – ADVERTISING 1. Advertising Myths 2. Creating Desire SECTION 10 – NETWORKING 1. What is Networking? 2. Communication Tips to Consider 3. Tips on Networking Effectively 4. Small Talk MODULE 2: PROSPECTING SECTION 1 – TARGETING YOUR MARKET 1. Eight Ways to Target your Market 2. My Target Market SECTION 2 – THE PROSPECT BOARD 1. Prospect Board Basics 2. Questions and Answers 3. Planning with the Prospect Board SECTION 3 – SETTING GOALS SECTION 4 – ABOUT PROSPECTING 1. Harvard Business Review SECTION 5 – INCREASING BUSINESS SECTION 6 – REGAINING LOST ACCOUNTS SECTION 7 – SAYING NO TO NEW BUSINESS SECTION 8 – WARMING UP COLD CALLS 1. A Cure for Call Reluctance 2. Openers SECTION 9 – GOING ABOVE AND BEYOND 1. Twenty-One Ideas for a Successful Career in Sales 2. Ten Questions to Ask Yourself about each Prospect MODULE 3: OBJECTIONS SECTION 1 – POWERFUL QUESTIONS 1. Closed Questions 2. Clarifying Questions SECTION 2 – OBSERVING 1. Observation Skills SECTION 3 – OVERCOMING OBJECTIONS 1. What are Objections? 2. Overcoming Objections SECTION 4 – HOW CAN TEAM WORK HELP? 1. Why Work as a Team? 2. Pricing Issues SECTION 5 – HANDLING OTHER OBJECTIONS SECTION 6 – BUYING SIGNALS SECTION 7 – CLOSING THE SALE 1. Closing Techniques 2. 15 Activities to make you Successful at Closing the Sale MODULE 4: SMARTER SELLING SECTION 1 – ESSENTIAL SELLING SKILLS 1. Selling Skills 2. Skills Analysis SECTION 2 – FEATURES AND BENEFITS 1. What are Features and Benefits? 2. Identifying Features and Benefits SECTION 3 – FOUR STAGES OF SALES SECTION 4 – THE THREE TYPES OF SELLING 1. Up-selling 2. Cross-Selling 3. Value-Added Selling SECTION 5 – TEN MAJOR MISTAKES Register for this course or make an enquiry. Go back to the Combination Courses menu. |