PROGRAM'S BACKGROUND

Today’s rapidly advancing technologies are transforming the business landscape in a way that requires a shift in thinking with respect to the traditional sales and marketing paradigm. It's your corporate marketing initiatives that ultimately differentiate your brand in the marketplace. The emphasis of this hands-on program is designed for delegates to learn time-proven sales and marketing concepts, and principles to promote business development and enhance sales effectiveness. By combining a blend of case study theory and real-world practical business issues, this training program brings marketing challenges and best practices into the classroom.

This interactive training program will give delegates the communication skills, persuasion strategies, and face-to-face, win-win, negotiation techniques they require to close more sales in less time. There is absolutely no substitute for a well-trained and motivated sales team. The fact is that sales skill training is critically important and can literally mean the difference between success and failure in today's competitive business environment. The core learning objectives in this program will be especially beneficial for delegates who are responsible for planning sales and marketing initiatives to increase revenue growth.

›       Align sales and marketing initiatives within the organization

›       Develop sales and marketing strategies, and programs to build and sustain a competitive market advantage

›       Improve sales recruiting, interviewing, and hiring process

›       Integrate social media marketing into traditional marketing plan

›       Use the marketing mix to increase business opportunities

›       Identify the critical success factors for recruitment and selection of top-producing sales people

PROGRAM'S OBJECTIVES

›       Describe techniques for optimal recruiting and interviewing of top-producing salespeople

›       Design, implement and manage an effective marketing plan

›       Overcome common sales objections and close the sale

›       Adjust marketing approach and sales presentation style to customer’s “buying style”

›       Use questioning skills to understand expectations and gain customer commitment

›       Conduct SWOT and PESTLE Marketing Analysis

›       Use body language to build trust and rapport face-to-face or over the phone

›       Coach and mentor sales team members to achieve improved sales effectiveness

PROGRAM'S ATTENDEES

›       Marketing Managers or Directors

›       Sales Managers or Directors

›       Sales Trainers

›       Salespeople

›       Brand Managers

›       Public Relations (PR) Professionals

›       Customer Service Professionals

PROGRAM'S OUTLINE

STRATEGIES FOR RECRUITING & TRAINING QUALITY SALESPEOPLE

›       Program  overview and learning objectives

›       Breakout session: identifying characteristics of highly-effective salespeople

›       Are you a buyer or seller?

›       Recruiting tips, tactics, and interviewing strategies

›       Case study: recruiting excellence

›       Managing group dynamics

›       How to conduct effective meetings and training sessions

›       Is your team ready for takeoff?

›       Teambuilding and leadership exercise

PRESENTATION SKILLS & PRINCIPLES OF PERSUASION TO IMPROVE SALES EFFECTIVENESS

›       Body language: How to read your prospect like a book

›       Selling to the four customer styles

›       Developing your active listening skills

›       Practical exercise: active listening skills survey

›       Questions skills to uncover expectations and gain clarity

›       Selling benefits and solutions not features

›       Selling with emotion not logic

›       The Price/Value Formula

›       The importance of customer involvement

›       The impact of customer testimonials

›       How to overcome sales objections and close the sale

›       Sales objection role-play exercise: "I want to think about it", "It costs too much" or "I can get it cheaper elsewhere"

MARKETING BEST PRACTICES: METHODS, MODELS & THEORIES

›       Common marketing mistakes and how to avoid them

›       Product Life cycle management

›       The 4 Ps of the marketing mix

›       Porter’s 5 competitive forces

›       SWOT analysis and PESTLE Analysis

›       Market segmentation

›       Market mapping

›       Social media and Internet marketing strategies

›       Brand management

›       How to write an effective marketing plan

›       Breakout session: developing a marketing plan

COACHING & MOTIVATING SALESPEOPLE TO ACHIEVE PEAK-PERFORMANCE

›       Leader versus Manager

›       Practical exercise: most admired leadership traits

›       Dealing with sales rejection and personal setbacks

›       Motivating your sales team with contests and recognition awards

›       Coaching and mentoring strategies to turnaround underperforming salespeople

›       The art of giving and receiving constructive feedback

›       How to conduct role-play training sessions to improve sales effectiveness

›       Role-play exercise: overcoming common sales objections

PROFESSIONAL DEVELOPMENT FOR CONTINUOUS IMPROVEMENT

›       Practical exercise: developing a plan of action

›       Your attitude makes a difference

›       The power of goal setting

›       Practical exercise: time management evaluation

›       Time management tips to overcome procrastination and maximize productivity

›       The impact of stress on individual and team performance

›       Stress management tips for maintaining a balanced lifestyle

›       Program  review and delegate feedback

ADDITIONAL DETAILS