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Improving Your Sales Skills - The Key Elements Of Successful Selling


'Improve And Update Your Business-To-Business Selling Skills... And 'Close' More Deals'



Who Should Attend? 
This very popular course is designed for the business-to-business salesperson with some experience in sales, but no formal training, or someone in need of a refresher course. It will also benefit anyone wishing to move into sales, someone who has been newly appointed to a sales position, or anyone thinking of 'business-to-business' sales as a career.

About The Programme
The programme offers a review of those techniques and skills essential to the professional 'business-to-business' (B2B) salesperson. It is a highly participative course which reinforces learning points, through syndicate and practical exercises that are very relevant to the individual delegate's business. It is also a very helpful course for those people who have just been appointed to a sales position, and who need to fully understand the key concepts and structure of a sale. All the processes of selling are covered in an easy to understand step-by-step format.

Course Objectives
  • To provide each delegate with a carefully structured plan for effectively selling their products and services in fiercely competitive market conditions
  • To look at the key stages of a sale, and clearly identify areas where each delegate needs improvement
  • To provide delegates with several practical tools that will lead to improved personal performance in their day-to-day work in sales
  • To help delegates gain a new momentum for their sales development
  • To improve the ability of each delegate to look at various problems in sales with a fresh perspective
  • To provide each delegate with a range of helpful and practical suggestions to enable them to improve their overall sales performance

What You Will Gain
  • A clear understanding of all the stages of the 'business-to-business' sales process
  • A more confident and competent approach to the whole sales process
  • Knowledge of how call cycles and ratios are key to sales success
  • A clearer understanding of pricing and margins
  • A 'customer centric' approach of how to sell
  • A dramatic new momentum for your sales process
  • The ability to put various problems of selling into fresh perspective
  • Many helpful and practical suggestions to assist you in your day-to-day work
  • An interchange of ideas

Programme Content


DAY ONE

  • An Introduction To Sales
  • The Link Between Customer Service And Customer Loyalty
  • Why Companies Lose Customers
  • 'The Magic Secret Of Sales'
  • The Role Of The Professional Salesperson
  • Persuading People To Buy
  • Your Responsibilities To Your Company And Your Customer
  • How Good Are You At Understanding Sales Terminology? - A Questionnaire To Test Your Knowledge
  • Sales Vs Marketing Vs Negotiation - What Is The Difference?
  • 'The Marketing Mix'
  • The Ten 'P's Of Marketing
  • Sales Success - The Management Of 'The Marketing Mix'
  • The Seven Key Steps Of A 'Business-To-Business' Sale
  • The Salesperson's Five Deadly Errors
  • The Four Key Areas Of Knowledge Needed To Sell Effectively
  • The Qualities Required In A Professional Salesperson
  • How To Sell Professionally
  • Understanding The Psychology Of Selling
  • Why Do People Buy... Anything?
  • What We Sell And What Our Customers Buy
  • The Benefit Concept
  • Identifying Customer Needs
  • The Key Questioning Techniques For Effective Selling

DAY TWO

  • Customer Segmentation
  • Tangible And Intangible Reasons Why People Buy
  • Effective Communication In Selling
  • Learning How To Influence People
  • Understanding The Key Aspects Of Communication
  • The Five 'C's Of Good Communication
  • The Five Qualities Of An Effective Communicator
  • Etiquette For Client Meetings
  • The Importance Of Body Language In Selling
  • Asking The Right Questions
  • Good And Poor Listeners

DAY THREE

  • Effective Time Management
  • Time Management Quiz
  • The Definition Of A Good Time Manager
  • Identifying Personal And Environmental Time-Wasters
  • SMART(ER) Objectives
  • Ten Rules To Help You Manage Your Time Effectively
  • Planning And Organizing For Sales Success
  • Time And Territory Management
  • Understanding The Importance Of Key Ratios In Selling
  • Sales Plans And Forecasting
  • Planning To Achieve Targets - A Case Study
  • Finding Customers / Prospecting
  • How To 'Qualify' Your Prospects
  • How To Make The Right Appointments
  • The Telephone Appointment Plan
  • Making A Professional Approach - Every Time
  • Writing For Appointments
  • Using A Presenter Effectively
  • Use Of Visual Aids In Your Presentation

DAY FOUR

  • The Use Of Proposals - What To Include In A Professional Proposal
  • Objections - Obstacles Or Opportunities?
  • How To Handle Objections
  • How To Overcome Price Objections
  • Most Frequently Asked Questions
  • Closing The Sale - Different Closing Techniques
  • Some Basics About Negotiation
  • The Five Key Outcomes Of A Negotiation
  • After Sales Service - Building Long-Term Customer Relationships
  • 'Staying Close To Your Customers'


Before the course
each delegate will be asked to complete a Pre-Course Briefing Form to determine their individual objectives for attending the course. These objectives will be used by the Tutor to give on-target training that is focused on the individual delegates.

At the end of the course each delegate will be asked to complete a Personal Development Plan that can be used as part of future appraisals, and that will also be an important tool for management reference.

End of course ILM Assessment: each delegate will be required to do a written one-hour Assessment at the end of the course. Delegates must get a 50% pass mark to receive an ILM Certificate.

Total Investment: AED / QR 9,200/- which includes - Training Materials, Lunch and Refreshments. Discount available for multiple bookings.


Date: 21st - 24th Aug 2017
Duration: 4 days
Location: Dubai
Brochure Price: AED / QR 9,200/-
Online Price: AED / QR 8,740/-
Date: 02nd - 05th Oct 2017
Duration: 4 days
Location: Abu Dhabi
Brochure Price: AED / QR 9,200/-
Online Price: AED / QR 8,740/-
Date: 16th - 19th Oct 2017
Duration: 4 days
Location: Qatar
Brochure Price: AED / QR 9,200/-
Online Price: AED / QR 8,740/-
Date: 20th - 23rd Nov 2017
Duration: 4 days
Location: Dubai
Brochure Price: AED / QR 9,200/-
Online Price: AED / QR 8,740/-
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