Start your sales career the right way. Get the key selling skills you need to reach your sales targets.

Highlights:
• Learn how to find and qualify new business leads
• Prepare your own competitive advantage statements
• Explore new ways to open a sales call Learn how to close the business and get that deal

Key Competences:
• Selling skills Key selling models
• Generating leads
• Opening sales calls
• Analysing the competition
• Communication skills

Essentials of Selling: for New Salespeople is a 2 day or 4 live online sessions hands-on training programme, highly interactive with exercises and role plays. The programme will be led by an experienced facilitator with former management experience in international companies.

 Modules:

1 - The Importance of Sales
• Sales from a customer-centred perspective
• Understand a customer's buying cycle process
• Learn how sales functions are different from the functions of the rest of the organization
• Explain how sales creates opportunities that contribute to the industry and organization
• Identify how a sales department interacts with an entire organization 

? 2 - Characteristics of a Successful Salesperson
• Identify characteristics of a successful salesperson
• Explore sales success models 

3 - Selling Models
• Describe characteristics of different selling models 

4 - The MCE Sales Framework 
• Use the MCE sales framework 

5 - Plan for the Business
• Describe how to analyze an industry and territory
• Identify information that should be included in a customer profile
• Apply segmentation codes to differentiate customers
• Describe how to prepare competitive advantage statements 

6 - Find and Qualify the Business
• Identify resources and methods for generating leads
• Describe the “find and qualify the business” process steps
• Identify categories of customers
• Strategize ways to respond to common objections

7 - Earn the Business
• Describe the “earn the business” process steps
• Describe ways of opening a sales call
• Apply questioning techniques to discover and confirm needs
• Describe strategies to present options and resolve objections
• Discuss closing techniques

8 - Deliver the Business
•  Describe the “deliver the business” process steps 

9 - Manage the Relationship 
•  Describe the “manage the relationship” process steps
•  Identify technologies and methods for maintaining customer information
•   Describe strategies for maintaining communication with a customer

 

You are a leader who needs to change your organization's culture to become more dynamic, flexible, agile and resilient. You need to develop your leadership skills to drive your company through this change. 

Typical Participants:

• New Managers