At the end of this training workshop, participants will learn to:

• Develop a strong team by evaluating, training, and coaching them to drive results through the selling process
• Plan and conduct market research to identify market trends
• Conduct effective sales training meetings
• Develop strategic sales plan to lead sales team to implement strategies
• Deliver customer-focused sales presentations
• Direct sales forecasting activities and set sales team performance goals

Course Content

Communicating an Effective Sales and Marketing Message

• Overcoming common Communication Barriers
• Listen while you Work
• Questioning Skills to uncover Customer Expectations
• Telephone Tips to improve Sales and Marketing Effectiveness
• Understanding Body Language Gestures   
• Identifying your Leadership and Communication Style

Creating a Customer-Focused Sales Team

• Reasons Why Customers Don’t Buy
• Delivering on the 7 Customer Expectations
• Sales and Marketing Persuasion and Negotiation Strategies
• Designing a Customer involved Presentation
• How Customer Service can increase Sales
• Dealing with Customer Objections in a Professional Manner

Managing a High-Performing Sales Team

• Tips for Recruiting High-performing Salespeople
• The Interviewing, Qualifying and Hiring Process
• Managing Employee Turnover
• How to Plan and Run Successful Sales Meetings
• New Hire 90-day Training Plan
• Team Building Techniques to Promote Teamwork and Mutual Support 

Powerful Strategies for Motivating Salespeople  

• Leadership Traits of Successful Sales Managers
• Abraham Maslow’s Hierarch of Needs 
• Factors that Motivate and Demotivate Salespeople
• Considerations for Designing a Sales Contest
• Coaching and Mentoring Skills to Improve Productivity
• Planning and Conducting Effective Sales Meetings

Leading the Way to Increased Sales Effectiveness  

• Steps for Developing a “positive mental attitude”
• Personal Development to Leadership and Public Speaking Skills
• Know your Numbers: Setting SMART Objectives
• Stress Management Tips to Maintain a Balanced Lifestyle
• Time Management Principles to help you see more Customers
• Action Planning for Continuous Improvement

For Whom:

Marketing and Sales Personnel

Training Methodology

The training methodology combines lectures, discussions, group exercises and illustrations. Participants will gain both theoretical and practical knowledge of the topics. The emphasis is on the practical application of the topics and as a result participant will go back to the workplace with both the ability and the confidence to apply the techniques learned to their duties