Course objective

• The sales cycle
• Characteristics of successful salespeople
• How and where to find new clients
• How, where and when to network
• Planning and setting targets
• How to use the phone effectively to set up appointments
• Phoning scripts that work
• Dressing for success
• Developing rapport and easing tension levels
• Powerful questioning and listening skills
• How to close sales and overcome objections
• Customer service and the impact on sales
• How to deal with different personality types
• Neuro Linguistic Programming and the impact on sales
• Overcoming fears and limiting beliefs
• Understanding body language
• Time and focus management
• Communication and negotiation skills
• The power of goal setting
• How to develop a winning attitude
• Habits of highly successful people
• Maximizing your marketing program
• Brochures, print ads, radio and TV
• Marketing mistakes to avoid
• Working with the media
• Branding
• Internet marketing strategies
• Search engine optimization

Course outline

• The sales cycle and finding new clients

• understanding the sales cycle
• characteristics of successful salespeople
• effective networking strategies
• how to work a room
• creating the right impression
• developing your elevator speech
• how to get referrals
• swap meetings
• clubs and social networking
• centers of influence
• how to approach and sell to top executives

Planning, qualifying and the discovery process

• strategic planning and setting objectives
• qualifying buyers
• customer based selling
• dressing for success
• easing tension levels
• effective questioning techniques
• the power of listening
• developing a winning attitude

The psychological factors of selling

• dealing with different personalities
• body language
• closing and overcoming objections
• Neuro Linguistic Programming
• developing the habits of successful salespeople

Advanced sales skills

• time and focus management
• councilor selling
• attitudes, beliefs and outcomes
• how to present to groups
• customer services and the effects on sales
• advanced negotiation skills
• goal setting
• walking with tigers – secrets of the worlds best
• action planning

Marketing, branding and internet technology

• designing a marketing program
• understanding the various forms of marketing
• brochures, print ads and newsletters
• working with the media
• soundbites
• 4d branding
• website development and design
• website optimization
• marketing on the internet

Who Should Attend?

• sales & sales support personnel
• who needs to promote products or services internally in the organisation
• who has to market to external clients
• sales managers and VPs responsible for improving the overall productivity of their employees while maximizing the potential of their sales organization
• Anyone interested in enhancing their management skills