PROGRAM'S BACKGROUND

Marketing is critical in delivering high quality and differentiated products and services that deliver value to targeted intermediaries and end users. This program highlights the growing importance of marketing in organizations today. It will introduce you to the key principles of marketing and demonstrate how these can be applied to improve marketing effectiveness and your organization’s performance.

Are you responsible for marketing but need to understand more about the marketing process? In today’s society, the successful organizations have a unique ability so market and sell their products and services. This is a fast-paced, dynamic and highly informative program that covers ideas, techniques, tips and practical useful information.

This intensive professional development program gives you the hands on tools, techniques and skills you need to create and implement marketing strategy designed to achieve competitive advantage.The program uses case studies, interactive and engaging exercises, video clips, and real-world examples from world-class practices in sales excellence.  In the program you will learn how to:

›       Understand the psychology of selling

›       Practical sales tools and techniques

›       Marketing and branding

›       Internet marketing

›       Success habits of the ‘greats’ in sales

›       Knowledge that will help you to meet and exceed targets

›       Apply marketing principles and practices to compete successfully in the contemporary business environment

›       Explain the “why” and “how” behind fundamental marketing practices

›       Conduct structured analyses with new tools and techniques

›       Write effective positioning statements

›       Understand the elements of the marketing mix

›       Create marketing plans that provide high customer value

PROGRAM'S OBJECTIVES

This Program’s Attendees Will Be More Able To Learn About:

›       The sales cycle

›       Characteristics of successful salespeople

›       How and where to find new clients

›       How, where and when to network

›       Planning and setting targets

›       How to use the phone effectively to set up appointments

›       Phoning scripts that work

›       Dressing for success

›       Developing rapport and easing tension levels

›       Powerful questioning and listening skills

›       How to close sales and overcome objections

›       Customer service and the impact on sales

›       How to deal with different personality types

›       Neuro Linguistic Programming and the impact on sales

›       Overcoming fears and limiting beliefs

›       Understanding body language

›       Time and focus management

›       Communication and negotiation skills

›       The power of goal setting

›       How to develop a winning attitude

›       Habits of highly successful people

›       Maximizing your marketing program

›       Brochures, print ads, radio and TV

›       Marketing mistakes to avoid

›       Working with the media

›       Branding

›       Internet marketing strategies

›       Search engine optimization 

PROGRAM'S ATTENDEES

›       Sales & Marketing Professionals

›       Business Development Team Members

›       Customer Service Professionals

›       Team Leaders & Supervisors

›       Administrators

›       HR & Training Professionals

›       Accounts Personnel

›       Public Relations Professionals

›       If you're presently in a sales or a sales environment position within your organization and you wish to step up to the next level of skill development, this program is for you

›       Other personnel who need to promote products or services internally in the organization, or who have to market to external clients and who are responsible for improving the overall productivity of their employees whilst maximizing the potential of their sales organization, would benefit from attending

PROGRAM'S OUTLINE

THE SALES CYCLE & FINDING NEW CLIENTS

›       Understanding the sales cycle

›       Characteristics of successful salespeople

›       Effective networking strategies

›       How to work a room

›       Creating the right impression

›       Developing your elevator speech

›       How to get referrals

›       Swap meetings

›       Clubs and social networking

›       Centers of influence

›       How to approach and sell to top executives

PLANNING, QUALIFYING & THE DISCOVERY PROCESS

›       Strategic planning and setting objectives

›       Qualifying buyers

›       Customer based selling

›       Dressing for success

›       Easing tension levels

›       Effective questioning techniques

›       The power of listening

›       Developing a winning attitude

THE PSYCHOLOGICAL FACTORS OF SELLING

›       Dealing with different personalities

›       Body language

›       Closing and overcoming objections

›       Neuro linguistic programming

›       Developing the habits of successful salespeople

ADVANCED SALES SKILLS

›       Time and focus management

›       Councilor selling

›       Attitudes, beliefs and outcomes

›       How to present to groups

›       Customer services and the effects on sales

›       Advanced negotiation skills

›       Goal setting

›       Walking with tigers – secrets of the world’s best

›       Action planning

MARKETING, BRANDING & INTERNET TECHNOLOGY

›       Designing a marketing program

›       Understanding the various forms of marketing

›       Brochures, print ads and newsletters

›       Working with the media

›       Sound bites

›       4d branding

›       Website development and design

›       Website optimization

›       Marketing on the internet

ADDITIONAL DETAILS