A practical informative sales workshop that deals with a three point approach:

Sales people, sales systems and sales strategies

• Your sales executives will come back to the company with a feasible working plan

• Ensuring that your sales executives manage their planning, time, administration and reporting effectively

• Ensuring that your sales executives plan an effective sales campaign that is sustainable and effective and in line with company requirements

• Ensuring that your sales executives consistently attain their targets

• Self motivation

• Performance measurement

• The search for new business

• Maximizing existing accounts

• Evaluating work ethnics

“This workshop defines every sales step, including personal experience and constant interaction with the class, excellent.”
Flux Interactive (Pty) Ltd

“Very good, one of the best sales courses I have been on!”
Nedbank Treasury

“The course had logical development, the facilitator efficiently guided us, and I definitely benefited from this course”
BB - Fin

“The course is very practical and interactive and very well structured”
Gobodo

“A comprehensive, insightful overview covering all aspects of sales Great examples of practical experience highly recommended to all involved in the sales and marketing field”
British American Tobacco

The purpose of this two day workshop is to equip sales executives with the skills and understanding as to their function which is to bring in the business in a cost effective, consistent and measurable way. To understand that eighty percent of the sale is done prior to the proposal presentation and that you need to balance sales numbers and sales quality.

In a survey involving over 14 000 clients in South Africa covering a cross section of private company’s, government and parastatals, mainly in procurement covering job designation from junior buyers to senior executive level, this is what clients wanted from sales executives selling to them:

• PRODUCT KNOWLEDGE:

• CLIENT KNOWLEDGE

• INDUSTRY KNOWLEDGE

• SITUATIONAL SELLING SKILLS

How do your sales executives rate against these criteria?

How do your sales executives rate against other company’s sales executives in your industry?

How do you differentiate your sales executives from competitors in the industry?

How do you deliver what your client wants, better than anyone else?

To change the way a sales person sells is difficult, as it is hard to change personality traits, but training a sales person on how to sell, with understanding and ensuring that the implementation of the skills is not immediate but over a period of time which will enhance the productivity of the individual.

In order to equip sales executives with the skills and understanding as to their function, and to bring in the business in a cost effective, consistent and measurable way the following needs to be focused on:

To understand that eighty percent of the sale is done prior to meeting the client, this is achieved by following the seven basic steps to a sale

Sales is not an exact science, making a sale is largely in the hands of a company’s sales executive, if they are not using the right approach or are ill equipped to represent your company, your competitor will more than likely benefit, chance favors the prepared mind!

The course looks at the following aspects:

• The seven steps to a sale

• Sales readiness

• Time, planning and area management

• Systems, strategy and people

• Needs dialogue

• Sales structure

• New business development

• Accounts management

• NLP in effective sales presentations

• Drawing up of proposals

• Delegation of responsibility and accountability

• Key areas and responsibilities

• What influences behavior and attitude

• Evaluating sales performance

• Product and client

• Developing a sales platform

• Killing the client

• Managing expectancies (company and client)

• Sales versus marketing

• The solution sell