Business & Commerce > Sales

Excellence in Sales

Course Dates:

This course can be taken at any time.

Course Type:

Part Time Day

Course Location:

Main Location (Jukskei Park)

Course Description:

EXCELLENCE IN SALES - Taking Profitability to the Next Level!


Objectives - Learning Outcomes:

Learn effective and practical techniques to improve your powers of persuasion, build mutually rewarding, win-win relationships with customers and improve your ability to reach sales targets – thus increase profitability.



Approach:

Role plays, case studies, interactive workshops, experiential learning, support videos, practical problem solving techniques.



Outcomes:

Develop & prepare effective planning for any point of contact during the sales cycle; understand and identify client's requirements; power tips to handle real life situations; effective questioning techniques, increased sales for profitability; higher lever of motivation, dealing with and overcoming objections; demonstrating reliability an consistency in personal performance.



Outline of Programme:

What constitutes a good sale

The sales cycle

Motivating to understand through the funnelling concept

Type of questions and their effect on the customer

Understanding visible behaviour

Psychology behind the use of words

Developing your competitive edge

Optimising what your business has to offer through features & benefits

Dealing with the price issue

Seeing objections as new opportunities



Duration Options:

3 day programme split into 6 modules. These can be run over 6 weeks, one module a week (3½ hours modules) or alternatively 1 full day per week. Optional extra would be field visits.



Group Size:

Minimum 8; Maximum 12 delegates

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