Course objective

• Analysis of the current marketing situation
• 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

• Strategic Offensive and defensive strategies
• 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 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

• 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
  • Analysis of the current marketing situation.
  • Determine the future vision.
  • Steps to achieve the vision for the future.
• Leading the Market
  • What is Leading the market
  • the identification of opportunities:
  • the necessary resources
  • appropriate actions
  • Behaviors that characterize the Leading market
    • The ability to identify market opportunities
    • The ability to measure market resources:
    • the ability to act appropriately to convert to the fact that market leadership
    • The ability to bear risk
• Accept the mystery
  • Desire for achievement
  • Faith capacity of self
  • Knowledge of the marketing mix
• Product Life cycle
  • Pricing objectives and determine the price
  • Break-even analysis
  • Decisions and pricing strategies
  • Implementation of the marketing strategy to get to Leading market leadership

Who Can Benefit?

• sales and sales support personnel
• who needs to promote products or services internally in the organization
• 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