Training course summary

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This course will provide attendees with the tools, skills and knowledge to increase sales closure hit rate and secure business within shorter timescales. This course is suitable for those who sell solutions, want to win or retain larger accounts or sales executive moving from SME to Corporate selling. Attendees will gain training on the 3 stages – identifying customer needs, presenting the solution, negotiation & closing the deal. Working in teams attendees will then conduct these 3 stages of the sale using a customer scenario & a panel of 2 or 3 core decision makers, the customers are played by actors with selling or buying experience so attendees can experience a true to life situation as possible & concentrate on putting the theory into practice. Feedback is given after each session to enable attendees to apply this to the next stage. A prize is awarded to the winning team. key learnings  Understand the sales & customer buying process  Know when to close & the different techniques to close successfully & ethically  How to gain commitment at all the different stages of the sales process  Win over the stakeholders & understand their importance  Understand the DMP and the role they play in the sales decision process  Understand the decision making process and how you can influence it  Form lasting relationships through win- win negotiating & low cost trade offs  Learn how to handle difficult situations & objections  Effective questioning and listening skills to handle objections & negotiate  Understand the key principles for effective negotiation

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