Level 5 Award In Leadership & Management (Sales Managers)

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