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Professional Sales Training
In partnership with george james ltd, we are delighted to offer sales training and personal development courses tailored specifically to individuals working within the scientific and technology market place.
Overall Programme Aim
To provide the participants with the proven selling skills, knowledge, approaches and attitudes they will require to achieve great results in today's competitive and demanding market place.
Programme Objectives
The objectives of this programme are to ensure that the participants:
- Understand their own selling process, the role they play in the management of that process, the conflicts they may encounter with the customers buying process and developing a 'healthy obsession' with the next step at all points through their process with their customers
- Understand how to build and maintain strong, long term customer relationships and the benefits that those relationships can bring them at a personal and business level
- Know how to open, lead and control discussions in a variety of situations thus enabling them to gain a firm grasp of the requirements of the customers with whom they are working at a scientific, commercial, emotional and organisational / political level
- Are able to use the telephone effectively to make cold calls, book appointments, qualify customers, progress prospects, stay in touch with key customers etc
- Are able to plan, set priorities and use their time effectively in terms of territory planning, customer management, customer visits and internal meetings
- Understand what makes up their value and can sell on a value basis as opposed to a price basis
- Can recognise objections (both price based and non priced based) and can manage and handle them effectively whilst managing the price conversation through their selling process / the customers buying process
- Can qualify their leads and manage their prospects effectively and understand the critical nature of reporting accurate prospect information
Who should attend?
Sales people who:
- have had no formal training in the past
- are new in post or with very limited experience
- have become rather set in their ways and are tending to go through the motions and who need challenging and stimulating
- are actively seeking a refresher programme and finally:
- people within an organisation who are in a largely customer-facing role where many of the selling skills, knowledge, attitudes and approaches gained from attending the programme will improve their effectiveness in their current role - for instance product and technical specialists
Programme Structure
The programme is of 3 days duration, delivered on consecutive days.
The programme is of an open nature hence participants from other companies will attend which means that the participants will be exposed to alternative approaches and ideas for any given situation.
Frequent roles plays over the duration of the programme will:
- check understanding in the key areas
- enable the participants to start to find out what approach works for them in any given situation
- develop courage and confidence in the most critical areas.
At the end of the programme all the participants will be asked to identify the key learning points that they will put into practice over the following weeks.
In order to maximise the chance of an individual successfully following the path from theory to practical application, a series of in house report backs focusing on those key learning points and the impact that they are having on the results at a personal and business level, significantly improves the retention of improved behavioural ideas and skills.
Number of Participants
The programme is limited to a maximum of 8 participants thus permitting a healthy level of interaction between the participants and the necessary focus to address any specific issues that may arise.
More Information
Contact Rod Lock for details.
Tel: 01279 657716
Email: rod@seltekconsultants.co.uk