| |
| |
| The
course content is very flexible and can easily be adjusted to meet
the needs of the trainees. If you have a number of people in your
sales team you may consider having the training done on your premises
and in that case we would be able to focus the training entirely on
your product or service and on your method of selling. This focused
training is obviously the most effective and you may be surprised
to find that it is often the most cost effective as well. |
| |
| The
course is run in Johannesburg, Durban and Cape Town over two full
days with two modules each day. Each module starts with a review of
the skills covered in the previous module followed by interactive
lectures, practical examples, shared experiences of how the skills
work in action and written tests. |
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| MODULE
1 |
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| Review
of Basic Selling Skills |
| In
this section we review the selling skills as outlined in Perception’s
practical selling skills course. It is important, even for experienced
sales people, to go over the basics from time to time and in this
section we ensure that everyone understands the basics and definitions
of words and phrases that will be discussed in more detail later in
the course. |
| |
| Key
Account Management |
| Managing
Key Accounts is not just selling. Sales people have to be good at
managing relationships, anticipating future requirements, handling
problems and complaints and developing win-win solutions for each
customer. |
| |
| Delivering
Exceptional Customer Service |
| Good
Customer Service is just not enough. In today’s competitive market
place we need to develop "Raving Fans" to ensure customers
come back over and over again, and tell their friends as well. |
| |
| Managing
Difficult Customers |
| A
difficult customer is just an opportunity to create a supporter, it’s
all in the way they are handled. |
| |
| MODULE
2 |
| |
| The
Psychology of Selling |
| Buying
decisions are usually made emotionally. Find out how the customer
thinks and you can close more sales |
| |
| Selling
Quality |
| We
live in a quality driven market. Many salespeople will argue that
Price is the only issue that matters but this is simply not true.
Selling quality will improve your strike rate and enable you to sell
at your premium price. |
| |
| Writing
a proposal |
| Your
proposal is often the only document that the decision makers see and
it has to be good. In this section we will look at how to put the
proposal together in a way that is both interesting and informative |
| |
| Presenting
your proposal |
| Your
ability to present your ideas to audiences both large and small is
your most important skill as a sales person. In this section we will
look at presentation skills and provide so hints tricks and techniques
that will ensure that your presentation is convincing. |
| |
| MODULE
3 |
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| Time
Management |
| Time
is your most important resource. You can have the best product and
the best customer base but without time you have nothing. In this
section we will look at managing your time to ensure that you get
the best out of the time available to you. |
| |
| Negotiation
Techniques |
| We
all have to negotiate every day of our lives. We negotiate with our
customers and with our colleagues. We negotiate with our team and
with our boss. Negotiation is a vitally important part of our lives
and in this section we will look at the 5 Key Principles of negotiating
to ensure success in all your negotiating |
| |
| Managing
and Understanding Body Language |
| In
all areas of business where people interact, Body Language is a major
part of our communication. In this section we will look at the sort
of body language you will use as a salesperson and give you the tools
to understand the body language of your customers. |
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| MODULE
4 |
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| Motivating
yourself and your team |
| During
any sale it is you attitude that makes the difference. The skills
are important but it is your attitude that decides whether to use
them. In this section we will develop techniques that will help you
control your attitude giving you the best chance to close that sale |
| |
| Final
Written Examination |
| |
| The
investment for this two day training course is R4450.00 per person
excl vat with a 10% discount if 3 or more people attend from one company.
All course fees are payable prior to the start of the course |
| |
| The
Advanced Selling Skills courses will be run on the following dates: |
| |
| Durban
|
Johannesburg |
CapeTown |
| 25
& 26 April |
6
& 7 April |
12
& 13 April |
28
& 29 September |
14
& 15 September |
21
& 22 September |
|
| Please
click here to register |
| |
| The
course can also be run at your own premises and is cost effective
for 10 or more trainees |
| |
| For
further information about the course or how we can restructure the
course to fit your exact training needs please make contact on info@business-skills.co.za
or by phone 0861 - 444888. |
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