Overview
The ILM Level 5 Award in Leadership & Management is achieved through the completion of the training course and two post-course assignments.
Successful participants will receive an internationally recognised ILM Award setting them and their company apart from the others. Also 12 months membership of the Institute of Leadership & Management, with access to resources to support their Leadership & Management development.
Who Will Benefit From This Course?
- Professional sales people
- Those providing consultancy services to customers
- Anyone with a major role in supporting the sales process
Learning Outcomes:
- Adopt a systematic/strategic approach to selling and gaining new business.
- Understand the skills required for success in competitive buyer-led markets.
- Be better able to recognise and influence the decision criteria
- Develop an ‘Account Development & Protection’ approach to selling.
- Understand the importance of rigorous personal planning and time management.
- Be more objective and self-disciplined in setting sales objectives, managing ‘sales time’ and forecasting
Content
Selling Products or Services – The Challenge
- The Changing Role of the Salesperson
- The Purpose & The Objective of Selling
- Being Seen as the ‘Trusted Advisor’
- Selling Your Company ‘Brand’
The Buying/Selling Process
- The Buyer’s Cycle
- The Salesperson’s Response
- The ‘Short’ Sale V The ‘Complex’ Sale
- The Professional Sales Call
Your Market Approach
- Understanding Your Impact Selling Points
- Value Statement Libraries
- Juran’s ‘Truth’
Analysis, Prospecting and Qualification
- Customer Profiling
- Understanding Buyer(s) Motives
- Prospecting Techniques
- Qualification & Assessment
Selling to ‘Different’ Customer Types
- Buyer Types/Buyer Motives
- Deciding on Your Response
- Personal Motivation/Response to Buyer
Decision Criteria (Why ‘Buyers’ Buy)
- How To Influence The Decision Process
- Organisational Needs Vs Buyer Needs
- Handling Customer Concerns
Professional Negotiating (Win-Win)
- Professional Negotiating
- Why Do Negotiations Fail
- Who Has The ‘Power’ – Buyer Or Seller
- The Psychology of Bargaining
Managing the Closing Stages of The Sales Process
- Managing the Buyer’s Concerns
- How Important Is It?
- Overcoming Last Minute Hurdles
- The Fear of Rejection
Managing Your Sales Activity
- The Sales Funnel
- Pipeline Management/Forecasting
- 4 Keys to Sales Effectiveness
Advanced Sales Communication Skills
- Understanding Communication Skills
- Working with The Buyer’s Perception
- Questioning/Listening
- The ‘SPI’ Questioning Technique
Writing Winning Responses
- Responding to ITTs, RFPs RFQs
- The Fundamentals of Response Impact
- Responding to Decision Criteria
- Writing for Different Buyer ‘Types’
- The Financial Buyer
- The Product Buyer
- The User Buyer
- Others?
Account Development Strategies (ADS)
- Factors That Affect Account Management
- The Account Relationship – The Trusted Advisor
- Develop Strategies That Maximise Your Market
- Penetrating and Protecting Your Existing Accounts
- How to Up-Sell to Your Accounts
Time Management for Sales People
- Why Are Some Sales People So Effective ‘Time’?
- The Urgent/Important Matrix (Covey Principles)
- Techniques to Avoid Procrastination
- Planning Sales Activities
- Using ‘Qualification’ To ‘Create’ More Selling Time
- Code BQ-300
- Duration 3 days
- Virtual Classroom Contact us for options
- Qualification Contact us for options