Foundation of Sales

Selling is the process of helping someone see the value in a product or service they might otherwise not have seen. Although there is no best way to sell there are certain steps which if executed in a methodical process will attract the right prospects, qualify, convert and retain them as customers and dramatically increase your potential for success.

This hands-on, exercise driven program teaches skills that boost sales and profitability through an increased understanding and implementation of the need-satisfaction sales process. Participants learn how to concentrate their focus on each client’s particular situation, needs, vision, the internal staff who makes all of this and other opportunities possible to increase business. The key is in determining how the product or service will provide meaningful value to a client even in a competitive or saturated market.

The ISM Course Director will take each participant through the step-by-step sales process critical to the pre-approach, approach and after sales service. This will be done through a highly charged, enjoyable 2 day course involving lectures, classroom exercises, role-plays, discussions and extensive accompanying course-notes (delegates are also expected to take their own personal extensive notes).

Course Content

Overview

• Develop a new approach to selling which will enhance the sales cycle
• Achieve targets and manage time efficiently through clear planning, goal setting and self – motivation
• Truly listen to customers and understand their needs
• Ask powerful questions to guide discovery and identify problems
• Talk about their product or service using innovative, memorable pitching techniques
• Improve their positivity and resilience in a challenging sales environment
• Utilise improved negotiation skills to achieve win/win solutions and longevity of client relationships

Course Content

• How to build strong relationships
• Your key starting point in an account
• The key buying influences
• Warning signs – areas of weakness
• Strengths to build on
• How receptive is your buyer?
• Four key response modes
• Getting to the economic buyer
• Defining your ideal customer profile
• Developing an opportunity plan
• Managing your funnel and pipeline
• How to prioritise
• Forecasting with confidence
• Key communication skills
• How to handle objections and close

Training Methods

By all means, bring your pencil case, and yes, there will be handouts, but there will be a lot more discourse, debate, improvisation, role play, technology, practice and group dynamics. The training will be conducted in a friendly, fun atmosphere, which not only allows for different learning styles, but respects each delegate as an individual and ensures each one is challenged and derives maximum benefit from the course. Our aim is that you will be highly stimulated and encouraged to rethink.

Meet the Course Instructor

Steve has been active in all aspects of sales, negotiation and account management for over 25 years and is the Managing Director of a highly respected UK employee motivation consultancy. His highly energetic and clear communication style helps to make what can be very complex issues, simple and understandable with actionable ideas and recommendations.

He has worked with multi-nationals, local companies and several government bodies. With the research tools he has developed, he brings a wealth of data and case studies to support his consulting and training interventions.

Steve has developed and delivered a series of training programs across the Gulf region ranging from sales, key account management, negotiation, interpersonal and communication skills to personal skills such as time management and public speaking.

Steve’s dynamic style ensures that all course participants leave with some new found knowledge or ability.