By examining the work and research of some of the greatest thinkers and salespeople of the 21st century, as well as his own sales and marketing experience Andy has designed the now well-respected and widely used "sales cycle" as a tool for training salespeople in the competencies that they require to be effective.
However, sales competencies are not enough in a highly competitive sales and marketing environment. What is needed is salespeople who are working against international best practices.
The aim of the sales training courses to provide you with the selling skills necessary to position yourself within your specific target market and sell using an ethical, value based, but highly persuasive approach.
The philosophy of solutions based selling is at the very core of the programme. The notion of customer lifetime value is critical in a sales environment where customer loyalty is being eroded by sales practices that undermine both brand values and customer service. It is for this reason that the principles of selling programme has been so well received in the market and has been integrated in such diverse fields from fast moving consumer goods to vehicle manufacturers, to the pharmaceutical industry.
THE SALES EXCELLENCE (SELLING SKILLS) PROGRAMME INCLUDES:
- An introduction to the Selling Cycle
- The Competencies of a Successful Salesperson
- Principles of Prospecting
- Customer Qualification
- Benefit based selling
- Closing the deal versus Gaining Commitment
- Referrals and Introductions
- The truth about handing objections