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Professional Sales Skills - The Key Elements Of Successful Selling
مهارات البيع المهنية - العناصر الرئيسية للنجاح في المبيعات


'Improve And Update Your Business-To-Business Selling Skills… And ‘Close’ More Deals'

'حسن وحدث مهاراتك في البيع وتطوير الأعمال'

Duration: 3 days
Brochure Price: AED 6,900/- + VAT
Online Price: AED 6,555/- + VAT



Who Should Attend? 
This dynamic, fast-paced sales 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 sales 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
Delegates will learn the techniques and skills needed by the professional ‘business-to-business’ (B2B) salesperson, in these highly competitive times. It is a very participative course which reinforces learning points, through syndicate and practical exercises. 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 B2B 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 many 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 completely 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 100% ‘customer centric’ approach of how to sell
  • A dramatic new momentum for your sales development
  • The ability to put various problems of selling into fresh perspective
  • Many helpful and practical ideas and suggestions to assist you in your day-to-day work
  • An interchange of new thoughts and ideas, with other delegates and the Tutor

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
  • Effective Time Management
  • Time Management Quiz
  • The Definition Of A Good Time Manager
  • Identifying Personal And Environmental Time-Wasters
  • Ten Rules To Help You Manage Your Time Effectively
  • SMART(ER) Objectives
  • 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

DAY THREE

  • Finding Customers / Prospecting
  • How To ‘Qualify’ Your Prospects
  • How To Make The Right Appointments
  • The Telephone Appointment Plan
  • Making A Professional Approach – Each And Every Time!
  • Writing For Appointments
  • Presenting Your Sales Case
  • The Use Of Visual Aids In Your Presentation
  • Preparing And Writing 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
  • 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 6,900/- + VAT, which includes – ILM Registration, Training Materials, Lunch and Refreshments. Discount available for multiple bookings.

Date: 11th - 13th Feb 2019
Duration: 3 days
Location: Dubai
Brochure Price: AED 6,900/- + VAT
Online Price:AED 6,555/- + VAT
Date: 23rd - 25th Apr 2019
Duration: 3 days
Location: Dubai
Brochure Price: AED 6,900/- + VAT
Online Price:AED 6,555/- + VAT
Duration: 3 days
Brochure Price: AED 6,900/- + VAT
Online Price: AED 6,555/- + VAT
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