COURSE OUTLINE PROFESSIONAL SELLING SKILLS
Businesses are profit-making units and what drives these units is the process of selling. All efforts in an organization are ultimately directed towards incurring targeted sales. The orientation in the market has shifted from product concept to marketing concept.
SELLING TO DIFFERENT PERSONALITY TYPES
Good salespeople know that everyone is different and the success of any sales strategy will depend hugely on tailoring your approach to the personality of the customer. One size will never fit all, but if you know how to identify the basic personality types, then you can structure your sales pitch accordingly.
EFFECTIVE CHANNEL SALES MANAGEMENT
Over the years, you might notice that in order to reach out successfully to your target market, you need a strong network of distributors or dealers. The real “CRUNCH” of success and failure comes when your sales force implements the sales plan – to the new age dealers. This training aims to enhance the company’s competitive edge through a well-trained sales, marketing, business development or service personnel by having them focus on getting results and updating and developing the key skills needed in effective new-age dealer management.
PROFESSIONAL CORPORATE SALES SKILLS
As businesses become increasingly competitive, organisations cannot hope to survive and prosper without effective marketing. An essential element in those marketing programmes must be a sales force which is well informed, motivating and professional when dealing with corporate customers.
SALES NEGOTIATION SKILLS
The business world is moving at an accelerating pace. The demands of a salesperson for the 21st century is much greater compared to yesteryears. Decision makers are becoming more sophisticated as they seek to manage the buying process to drive the best possible deal. Assertive buying strategies and competitive forces present a significant threat to sales revenues and profit margins.
PRACTICAL MARKETING STRATEGIES
Growing a business isn’t easy. First, you need a viable idea. From there, you need to discover a profitable niche, define a target demographic and have something of value to sell them. Whether you’re peddling products, services or information, getting the word out has become increasingly burdensome. And without the right marketing strategies to fuel your growth, churning a profit and staying afloat is virtually impossible.
EFFECTIVE CUSTOMER SERVICE
Effective Customer Service means much more than a helpful and positive front facing team. Your performance measures, service standards, customer metrics and customer focus all influence the customers’ perspective on your organization. Service excellence as a cultural value can also bring internal benefits, improving team performance, reducing complaints and providing a more dynamic and fulfilling working environment. This course helps staff grow the toolkit to make service excellence part of their team ‘DNA’.
CONSULTATIVE SELLING SKILLS
Over the years, selling for most industries has changed relatively little compared to how selling to healthcare organizations have changed. You may ask any professional salesperson, with 15-20 years’ experience, of their perspective related to selling medical supplies, medical devices, capital equipment, pharmaceuticals and other health care related products and services into hospitals. The bottom line, it is virtually an entirely different job than it was 20 years ago.