Winning new business requires more than the efforts of front line sales people. It often demands a team approach to gaining contract.

Businesses need to build on their critical selling skills and, at the same time, develop an awareness and support approach to the sales process by technical, customer support, marketing and management staff.

This course concentrates on a planned approach to winning new business using all the people resources within the process.

 Objectives

- To develop a Team Focus to the sales process with strategies for 
  improved and more professional selling. 
- To ensure everyone in the sales process understands the key skills 
  for strategic selling and account planning.
- To achieve the benefits of engaging the overall sales team in 
  spotting sales opportunities, account planning and problem solving. 

Participants Will Learn

- How to work effectively as a member of a strategic sales team.
- How to 'maximize' business potential by working as a team to 
  develop concepts, campaigns and strategies for improved selling.
- How to communicate effectively as a team.
- How to build trusted relationships at each level of the organisation.
- How to be professional business partners at every stage of the sales 
  process.
- The art and science of influence and negotiation.
- How to convert sales planning into taking action.

 Course Content

Planning, Campaigns and Sales Strategies
- Strategic Sales Planning to Win New Business
- How to facilitate an Internal Account Development Workshop
- Ideal Customer Profiling
- Professional Prospecting Techniques

Team Focus to The Sales Process
- Understanding Team Dynamics 
- Team Communication Skills
- Identify the complete sales team
- Developing Campaigns and Sales Strategies
- Team Problem Solving Techniques
- Using teams to establish Competitive Edge - USP's

The Trusted Advisor
- Earning trust
- Building relationships at each level of the organisation 
- Giving advice effectively
- Clearly establishing Customer Needs - that they agree
- Influence and Negotiation Skills
- Understanding and influencing Decision Criteria

Strategic Sales Techniques
- Strategic Account Planning
- Discover your customer's Personal Wins
- The power of a Single Sales Objective
- Action Planning
- Personal Action Plan
- Combined Personal/Team Action Plan
- Long-term Tactical Sales Planning