This 'Time and Energy' program is for the experienced salesperson that has a track record of success and seeks to become even more proficient. The program is also aimed at anyone who sells complex solutions to multiple decision makers with long sales cycles. The program covers selling techniques, territory planning and organising one’s work to maximise sales performance. Every salesperson will gain from the fresh perspective taken on this program and the chance to re-think their current working practices.

This program is practical and pragmatic in content with considerable delegate participation. The program starts by considering the role of each delegate and then analysing the logical sequence for building sales. We then consider fundamental questions about the nature of persuading the various types of customer. This is followed by a searching look at each step in the sales process.

Program Contents

• The Marketing Mix and Selling
• Motivations for Buying
• The Nature of Need
• Building Need Awareness
• Consultative Selling Techniques
• Communication Skills
• Selling Complex Solutions
• Managing a Long Sales Cycle
• Controlling the Cycle of Events
• Multiple Decision Makers
• Analysis the Buyer Roles
• Dealing with Different Buyer Needs
• Investigating and Problem Solving
• Effective Presentations and Proposals
• Preparing a Proposal
• The Structure of a Sales Proposal
• Handling the Sales Meeting
• Confirmation of Agreement
• Strategies for Dealing With Objections
• Opportunities or Barriers?
• The Joint Solution Approach
• Trouble Shooting
• Winning the Business
• Decision Signals
• Knowing When to Close
• Techniques for Closing Sales
• Positive Behavioural Techniques
• Introduction to Negotiating Skills
• Getting the Best Possible Deal
• Personal Effectiveness
• Tactics and Personal Plans
• Pre-empting the Competition
• Getting the Most out of Your Territory
• Using Key Ratio and Forecasts
• Time Management & Focus

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