A one or two-day programme for experienced sales professional that want to consolidate their own experience and put the modern complex sales process into a true perspective with a greater understanding of what can give bigger, better and more sales success.

Content

Topics that will be covered are:

• The psychology of selling
• Self-concept, the master approach to a top performance
• Mental make-up, the three selves
• The major obstacles to success
• Modifying self image
• Strategic thinking in sales
• Consulting versus selling
• The seven mental laws of selling

Prospecting – keeping the sales pipeline full

• The four types of prospect
• Sources of prospects
• Prospecting for large customers
• Prospecting on the telephone

Strategic planning for sales

• Situation analysis
• Company analysis
• Market analysis
• Critical success factors
• Strategic planning made simple
• Using the 'milestone' method

The four stages of the complex sales process

• Building a character and trusting relationship
• The friendship factor
• The key steps of relationship building
• Credibility versus complete credibility
• Questioning that keeps in touch
• Benefits that make the customer say 'yes'
• Ensuring the right type of commitment

Motivating people to buy

• Primary and secondary motivators
• Understanding the customers map
• Hot button selling
• The four immutable aspects of products or services
• Demotivators and barriers

Making powerful presentations

• Identifying the different parts of the DMU and relating to them
• Starting strong and getting to the heart of the problem
• The askers will always win – staying and asking
• Using testimonials to overcome hesitancy
• Presenting solutions
• The law of four
• The magic wand technique
• Speaking hypothetically
• Imprinting
• Presentation tools and the process

Getting commitment – the end game

• The role of objections
• The law of six
• Responding difficult questions with timing
• Buying signs and other things we often miss
• The ten requirements to get commitment
• Keeping customers going up the ladder

 Training Method and Duration

A combination of formal input, workshop exercises and videos, delivered over a one day period or with role play activities over two days.