1. UNDERSTANDING SALES
For people who are new to Sales and Customer Service, helping them to understand what selling is, and what it is not. Build the skills to find, develop and land business | Define your customer's needs vs. what you offer | Learn to ask 'Qualifying Questions' | Forecast Revenue.
2. SOLUTION FOCUSED SELLING
Specialized training for sales professionals specializing in one-on-one sales and new sales people, in the following key concepts: The 'Solution Sales Cycle' | Effective Prospecting | Differentiation | Qualifying 'In and Out' | Handling Objections | Closing | Pipeline Management.
3. DIFFERENTIATION & CLOSING
For sales professionals wanting next-level skills and individuals who have difficulty converting or closing. Covers: Differentiation and USPs | Applying the 'Real Value Proposition' | Justification (including Cost Justification) | Presenting your solution to the customer | Closing.
4. SALES MANAGEMENT
For Sales & Marketing Managers influencing the sales cycle. Covers: Gap Analysis and Target Planning | Territory Plans | Account Plans for (Channel) Account Managers | Performance Management & Performance Profiles | Motivation | Win/Loss Reviews.
5. KEY ACCOUNT MANAGEMENT
For professionals responsible for a defined territory or customer base. Covers: Defining Key Accounts | Account Profiling & Selection | Account & Relationship Strategies | Key Account Management Systems & Cycles | Presenting a Key Account Plan to Executive | Territory planning.
6. FUNDAMENTALS OF FINANCE
For B2B sales people who need to understand the financial side of business. Covers: Business Calculations (ROI, NPV, Payback Period & DCF) | Financial Reports | Income Statements & Balance Sheets | Dealing with payment problems |Payment Structures.