Course Objectives

• To carry out a SWOT analysis of yourself, your company, and your products
• To look at the selling cycle and the buying cycle
• To understand how to develop stronger relationships with customers that will produce higher sales
• To know how to effectively manage key accounts and maximize sales with them
• To be able to effectively present the sales message
• To learn how to find new customers and retain them
• To understand the importance of sales forecasting
• To learn how to maintain motivation and momentum when the going gets tough

Course Outline

• Introduction
• The Qualities Of A Professional Salesperson
• Selling, Negotiating & Marketing: The Difference
• Analysis & Planning
• Understanding The Sale
• Understanding How People Buy
• Facilitative Selling
• The Selling & Buying Cycle
• Account Management 
• Knowing Your Customers 
•  The Customer / Buyer Meeting
• Account Management (continued) 
• The Proposal

• Sales Presentations 
•  Making A Presentation 
• Buying Signals
• Closing the Sale

• Handling Key Accounts 
• Define Your Customers 
• Understand Needs & Expectations 
• Hierarchy Of Client Needs 
• Customer Relationship Management 
• Follow-Through 
• Understanding Behavioral Styles When Selling 
• Keeping Yourself & Others Motivated 
•  The Way Forward

Who Should Attend?

• Experienced sales professionals interested in further increasing their sales skill levels.