Course Details
Advanced Sales Development - Taking sales to a higher level
Dates will be avalible shortly
Professional Development
Sales
David Forman Limited
Auckland details will follow upon confirmation of booking
Two Days
08h30 - 17h00 from 14th to 15th November 2011
08h30 - 17h00 from 14th to 15th November 2011
$1,995.00
Plus gst, Early Bird Price: $1,895.00 plus gst Early Bird pricing available for courses booked and paid for 6 weeks before the start of the event.
Plus gst, Early Bird Price: $1,895.00 plus gst Early Bird pricing available for courses booked and paid for 6 weeks before the start of the event.
Available exclusively to gradutes of our Sales Development program
Achieve a higher level of skills to more effectively apply the sales process with customers
Benefits
- Higher levels of application of existing knowledge
- Increased sales
- Increased differentiation in the market
- Stronger customer relationships
- More repeat business
Contents
- The role of trust in elevating the seller-buyer relationship
- Higher level communication skills
- The role of objective setting behaviour and results
- The importance of planning
- Performance feedback
- Sales focused communication skills
- Strategic questioning
- Listening: reflective and empathic listening
- Congruence in communication
- Keyword responses
- Managing own response style
- Threshold awareness levels
- Differentiation
- Value analysis
- Opportunity prediction
- Emotional imaging
- Solution closes
- Personalised benefits and value propositions
- Developing a business case
- Classification process for objections
- Placing genuine objections in perspective
- Reading physical behaviour and verbal comments
- Trial closes and feedback
Learning Outcomes
Use advanced non-verbal skills of mirroring, pacing and leading to influence more persuasively.
Complete an indepth analysis of customer needs, differentiated in favour of the salesperson's products and services.
Effectively generate emotional responses in a customer (around the issues raised in the needs analysis) in order to build 'tension for change'.
Tactically engage the customer through the presentation of a 'business case', which matches the sales solution to the customer's needs.
Classify and deal with objections, and create benefit differentiation to outweigh the impact of genuine objections caused by an actual product or service disadvantage.
Proactively manage the decision-reaching process in order to gain commitments.
Secondary program for the David Forman Diploma in Professional Selling
Achieve a higher level of skills to more effectively apply the sales process with customers
Benefits
- Higher levels of application of existing knowledge
- Increased sales
- Increased differentiation in the market
- Stronger customer relationships
- More repeat business
Contents
- The role of trust in elevating the seller-buyer relationship
- Higher level communication skills
- The role of objective setting behaviour and results
- The importance of planning
- Performance feedback
- Sales focused communication skills
- Strategic questioning
- Listening: reflective and empathic listening
- Congruence in communication
- Keyword responses
- Managing own response style
- Threshold awareness levels
- Differentiation
- Value analysis
- Opportunity prediction
- Emotional imaging
- Solution closes
- Personalised benefits and value propositions
- Developing a business case
- Classification process for objections
- Placing genuine objections in perspective
- Reading physical behaviour and verbal comments
- Trial closes and feedback
Learning Outcomes
Use advanced non-verbal skills of mirroring, pacing and leading to influence more persuasively.
Complete an indepth analysis of customer needs, differentiated in favour of the salesperson's products and services.
Effectively generate emotional responses in a customer (around the issues raised in the needs analysis) in order to build 'tension for change'.
Tactically engage the customer through the presentation of a 'business case', which matches the sales solution to the customer's needs.
Classify and deal with objections, and create benefit differentiation to outweigh the impact of genuine objections caused by an actual product or service disadvantage.
Proactively manage the decision-reaching process in order to gain commitments.
Secondary program for the David Forman Diploma in Professional Selling
David Forman consultant trainers are highly experienced professionals who have each led successful business careers before joining David Forman to pass on their experience and insights to others.
They constantly monitor international developments in performance management and learning to ensure their teaching achieves changes in attitude and behaviour, which are constructive and long lasting.
Gavin Houston
B.Sc., FITD (UK)
Beth Nyman
B.Ed.
Jan de Zoete
MBA, Dip.Clin.Psych., MA (Hons)., Lth.
Registered Psychologist
Stuart Sinclair
Heidi Lance
Dip TCHG
They constantly monitor international developments in performance management and learning to ensure their teaching achieves changes in attitude and behaviour, which are constructive and long lasting.
Gavin Houston
B.Sc., FITD (UK)
Beth Nyman
B.Ed.
Jan de Zoete
MBA, Dip.Clin.Psych., MA (Hons)., Lth.
Registered Psychologist
Stuart Sinclair
Heidi Lance
Dip TCHG