Course Details
The Ultimate Sales Professional
22 Aug 2013
Professional Development
Customer Service
EMA Learning
EMA - Auckland
159 Khyber Pass Road,
1023 Grafton,
Auckland
Part Time
10 days training - 1 day a month, 9.00am - 4.00pm
10 days training - 1 day a month, 9.00am - 4.00pm
$3,600.00
Member (Standard) $3,000.00 + GST
Member (Standard) $3,000.00 + GST
You will learn and develop the fundamental skills, techniques and confidence of selling that succeed in a variety of sales environments. You will understand what makes a successful sales professional and be able to demonstrate this every day in your role, in terms of exceeding sales targets and customer satisfaction.
What you will be able to do
• Have an attitude that will let you excel at sales
• Set objectives at all levels of business
• Build effective, long term customer relationships
• Demonstrate an effective sales call template
• Actively listen and ask appropriate questions to uncover and develop customer needs
• Communicate and sell business solutions in the customer’s language
• Handle objections confidently
• Prospect, cold call and work methodically in a sales cycle or system
• Present and sell to groups in a professional and effective manner
• Manage time and your territory productively
• Understand account management and it’s long term sales process
• Demonstrate competent business writing skills
• Be a professional role model/mentor for others in sales
On completion of this programme, past participants have demonstrated increases in sales results, customer bases, productivity, commitment and motivation, along with longevity and promotion within their organisations.
Listen to a 12 minute webinar - Introduction to The Ultimate Sales Professional
To explain the workshop in more detail, we invite you to grab a coffee and listen to our 12 minute pre-recorded Webinar - Introduction to The Ultimate Sales Professional. Simply click the link to listen in. (Speakers are required).
One of the fantastic programme facilitators, Jo Hyland, will be joined by Cerebos Gregg’s National Sales Manager, Dayne Riddell, to explain the structure, benefits and value of the programme.
https://www1.gotomeeting.com/register/773479400
Note: you will need to fill out a short registration form to access the link
What we will cover
WORKSHOP 1
• Objectives of the programme
• Guest speaker - ‘From Zero to Hero’
• Sales excellence - skills and attributes
• The attitude to excel at sales
• Objective setting
• Understand your sales cycle
• Building effective customer relationships
WORKSHOP 2
• Sales call structure
• Opening the call with purpose
• Questioning strategies to identify needs
• Understand the buying motives of the different communication types
• Active listening to hear customer’s real needs
• Creating the urgency for your solution
• Sales scenario role-plays and exercises
WORKSHOP 3
• Selling solutions customers want
• Identify products & services that match customer needs
• Communicate the solution in the customer’s language
• Closing the sale
• Gaining advances in the long terms sales process that lead to sales success
• Role-plays and exercises
WORKSHOP 4
• Guest speaker - ‘The Customer’s Perspective‘
• Objection prevention
• Objection handling techniques
• Managing the price challenge
• Dealing with competitor issues
WORKSHOP 5
• Prospecting for new business
• Cold calling
• Qualifying
• Sales call cycles and systems
• The prospecting sales call
• Advanced questioning skills
WORKSHOP 6
• Winning sales presentations
• Research the audience and identify their needs
• Plan and structure the presentation in line with sales objectives
• Present with conviction & professionalism to win the sale
• Present to the group - coaching and feedback
WORKSHOP 7
• Selling and presenting to groups
• Review presentations over last month
• Interpersonal skills in presenting and selling
• Managing questions, objections and interruptions
• Present to the group - coaching and feedback
WORKSHOP 8
• Guest speaker - ‘From the Expert’
• Review sales objectives set in Workshop 1
• Analyse progress and manage challenges
• Territory management skills
• Sales analysis and call cycles
• Personal time management strategies
WORKSHOP 9
• Growing sales through key accounts
• Identify decision makers and influencers in the account
• Understand the networks & politics within the account
• Set objectives and strategies to move each key player
• Influence decision criteria early in the decision process
• Document & share the account plan with key stakeholders
WORKSHOP 10
• Business writing skills for winning proposals
• Personal leadership strategies
• Enriching your role as a sales person
• Mentoring other sales representatives
In between each workshop there will be a Blog managed by the trainer to further reinforce the latest skills learned and to assist attendees with application back in their roles. There will also be correspondence with line managers to update on attendee’s progress and provide suggestions for on-the-job-coaching.
Who should attend
• Sales staff that have the potential to develop into high performing sales professionals
Workshop 1: 16 October (2012)
Workshop 2: 12 Sept
Workshop 3: 11 Dec
Workshop 4: 13 Feb (2013)
Workshop 5: 12 Mar
Workshop 6: 9 Apr
Workshop 7: 7 May
Workshop 8: 11 Jun
Workshop 9: 9 July
Workshop 10: 13 Aug
What you will be able to do
• Have an attitude that will let you excel at sales
• Set objectives at all levels of business
• Build effective, long term customer relationships
• Demonstrate an effective sales call template
• Actively listen and ask appropriate questions to uncover and develop customer needs
• Communicate and sell business solutions in the customer’s language
• Handle objections confidently
• Prospect, cold call and work methodically in a sales cycle or system
• Present and sell to groups in a professional and effective manner
• Manage time and your territory productively
• Understand account management and it’s long term sales process
• Demonstrate competent business writing skills
• Be a professional role model/mentor for others in sales
On completion of this programme, past participants have demonstrated increases in sales results, customer bases, productivity, commitment and motivation, along with longevity and promotion within their organisations.
Listen to a 12 minute webinar - Introduction to The Ultimate Sales Professional
To explain the workshop in more detail, we invite you to grab a coffee and listen to our 12 minute pre-recorded Webinar - Introduction to The Ultimate Sales Professional. Simply click the link to listen in. (Speakers are required).
One of the fantastic programme facilitators, Jo Hyland, will be joined by Cerebos Gregg’s National Sales Manager, Dayne Riddell, to explain the structure, benefits and value of the programme.
https://www1.gotomeeting.com/register/773479400
Note: you will need to fill out a short registration form to access the link
What we will cover
WORKSHOP 1
• Objectives of the programme
• Guest speaker - ‘From Zero to Hero’
• Sales excellence - skills and attributes
• The attitude to excel at sales
• Objective setting
• Understand your sales cycle
• Building effective customer relationships
WORKSHOP 2
• Sales call structure
• Opening the call with purpose
• Questioning strategies to identify needs
• Understand the buying motives of the different communication types
• Active listening to hear customer’s real needs
• Creating the urgency for your solution
• Sales scenario role-plays and exercises
WORKSHOP 3
• Selling solutions customers want
• Identify products & services that match customer needs
• Communicate the solution in the customer’s language
• Closing the sale
• Gaining advances in the long terms sales process that lead to sales success
• Role-plays and exercises
WORKSHOP 4
• Guest speaker - ‘The Customer’s Perspective‘
• Objection prevention
• Objection handling techniques
• Managing the price challenge
• Dealing with competitor issues
WORKSHOP 5
• Prospecting for new business
• Cold calling
• Qualifying
• Sales call cycles and systems
• The prospecting sales call
• Advanced questioning skills
WORKSHOP 6
• Winning sales presentations
• Research the audience and identify their needs
• Plan and structure the presentation in line with sales objectives
• Present with conviction & professionalism to win the sale
• Present to the group - coaching and feedback
WORKSHOP 7
• Selling and presenting to groups
• Review presentations over last month
• Interpersonal skills in presenting and selling
• Managing questions, objections and interruptions
• Present to the group - coaching and feedback
WORKSHOP 8
• Guest speaker - ‘From the Expert’
• Review sales objectives set in Workshop 1
• Analyse progress and manage challenges
• Territory management skills
• Sales analysis and call cycles
• Personal time management strategies
WORKSHOP 9
• Growing sales through key accounts
• Identify decision makers and influencers in the account
• Understand the networks & politics within the account
• Set objectives and strategies to move each key player
• Influence decision criteria early in the decision process
• Document & share the account plan with key stakeholders
WORKSHOP 10
• Business writing skills for winning proposals
• Personal leadership strategies
• Enriching your role as a sales person
• Mentoring other sales representatives
In between each workshop there will be a Blog managed by the trainer to further reinforce the latest skills learned and to assist attendees with application back in their roles. There will also be correspondence with line managers to update on attendee’s progress and provide suggestions for on-the-job-coaching.
Who should attend
• Sales staff that have the potential to develop into high performing sales professionals
Workshop 1: 16 October (2012)
Workshop 2: 12 Sept
Workshop 3: 11 Dec
Workshop 4: 13 Feb (2013)
Workshop 5: 12 Mar
Workshop 6: 9 Apr
Workshop 7: 7 May
Workshop 8: 11 Jun
Workshop 9: 9 July
Workshop 10: 13 Aug
A Pro-Formance Driven Sales and Leadership Consultant