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'Driving Sales Success'
'Improving your sales process to drive customer loyalty'
DRIVING SALES SUCCESS
Sales Directors, Sales Support Managers, Project Directors/ Managers, Buyers,
Sales Representatives, Sales Performance Analysts, Sales Account Supervisors,
Business Development Managers.
Course leader: Charles Serio
Those who work in coordinating bid teams and sales presentations.
What is it about?
The following topics will be covered:
The Sales Presentation
How to deliver constructive and honest feedback on past sales experiences
The sales process from the customer’s perspective
An in-depth look at your sales model and processes
How to deconstruct your sales experiences to ‘look ahead’ in the process
Challenging your basic sales assumptions
Looking for the emotional drivers in the sales experience
Keeping the focus on your potential client’s ‘wants’ and not just their ‘needs’
Uncovering the meaning and value of Customer Insight and how to turn that
to market advantage
Dealing with referrals
Each area is explored and involves a short exercise and/or technique to improve
how they are addressed. Participants should expect a day in which they will be
speaking and ‘selling’ more than listening to ideas and concepts.
Who is it for?
Anyone involved in developing and delivering client/customer sales
Those interested in developing a toolbox for effective sales development and
successful delivery techniques.
This workshop will provide you with the tools to optimize your sales processes by
carefully planning and clearly understanding the objectives that need to be met.
Participants will be taken through their entire sales process from ‘Prospecting’ to
‘Developing the Account’ and focus squarely on the ‘Bottom Line’, helping to
identify any weak links in the chain.
The day is highly interactive with a discussion of the issues combined with
practical exercises that participants build upon throughout the day. The onus is on
putting ideas into practice rather than simply intellectualizing the issues.