COURSE OVERVIEW

When the stakes are high and competition strong the difference between winning and losing a sale can be slim. This course is designed to improve participant's skills and give them a vital edge in dealing with more complex sales, where the sales cycle is longer and there are multiple decision makers. It covers managing customer relationships and the skills required at each stage, the principles of good account management and the basics of negotiation. The skills and techniques learned are equally applicable for use with existing customers or new ones.

Who should attend?

People with some sales experience wishing to improve their skills; Salespeople who have recently, or are about to take on more responsibility; Sales managers wishing to improve their own and their team's performance.

CONTENT

• Maintaining a resourceful state for selling
• Developing and maintaining customer relationships
• The different stages in customer relationships - what to do at each stage
• Identifying, and targeting attractive customers
• Dealing with multiple decision makers
• Getting the "pitch" right - presenting with credibility and influence
• Account management - best practice
• Negotiation skills - the basics to ensure win/win outcomes
• Delivering difficult message without damaging the relationship

Our courses are practical, lively and participative. There will be a minimum of 6 delegates but no more then 12 on any course so individual attention is assured. Participants will receive a full workbook covering all areas covered to use as reference for the future.