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SIG
Professional Selling
| Major
Accounts Selling |
Selling IN the
Executive Suite |
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SIG Professional Selling
SIG Professional Selling will help individuals involved
in sales refine and strengthen their selling
skills; develop techniques for controlling the sale;
and master more sophisticated methods of
approaching, qualifying and selling to potential
customers. You will come out of this workshop
knowing what questions to ask in order to determine
a prospect´s needs, thus providing the most
effective solutions that can lead to more sales. |
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| Key Topics |
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Selling value first |
Who Should Attend
Whether you are a seasoned sales
professional or a newcomer trying to
establish a solid foundation on which to
build a successful selling career, this
workshop is for you!
Program Format
SIG Professional Selling is a one or two day
program.
Course Material
Participants receive a comprehensive
workbook that reinforces the workshop topics
and concepts. |
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Understanding the
buying/selling process
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Selling against the
competition |
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Warming up cold
calls |
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Secrets of
effective qualifying |
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Adding real value
to the sale |
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Handling common
objections |
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Dealing with price objections |
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Sure–fire closing
techniques |
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Major Accounts Selling
Successfully closing major accounts means convincing
key decision-makers to accept your product or
service. This workshop will help seasoned sales
professionals and sales managers develop their
skills using advanced sales planning techniques that
include basic account management, opportunity
seeking, and opportunity management. Similar
techniques have been used successfully by major
companies like Coca-Cola and Hewlett-Packard, as
well as smaller companies faced with the task of
handling complex sales to major accounts.
Major Accounts Selling outlines the importance of
data collection and information gathering, finding
and cultivating key contacts and decision-makers,
uncovering and/or developing opportunities within an
account, developing a strategic partnership with the
client, and managing the sale through situation
reviews, key factor assessments, and competitive
analysis. |
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| Key Topics |
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What is a major
account |
Who Should Attend
This workshop is designed for seasoned sales
professionals who are responsible for handling
large-dollar major sales involving several
decision-makers.
Program Format
Major Account Selling is available as a one-day
workshop or as a half-day add-on session to the
Selling IN the Executive Suite program. The one-day
program includes a customized case study.
Course Material
Participants receive a comprehensive workbook that
reinforces the workshop topics and concepts. |
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Secrets and key factors to major account
selling |
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Twelve keys to developing major accounts
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Strategy vs. tactics |
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Team selling |
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Gaining the competitive edge |
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Knowing, assessing and gauging key
decision-makers |
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Major account buying process |
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Hot spots and danger signals |
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Competitive analysis |
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Win-win selling |
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Defining the ideal customer |
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Buyer types and
selling styles |
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Selling IN the Executive Suite
Selling IN the Executive Suite will help individuals
involved in top-level sales to develop and
strengthen their executive selling skills; develop
techniques for getting appointments; and master more
sophisticated methods of approaching, qualifying and
selling to senior managers and top executives. You
will come out of this workshop knowing what
questions to ask in order to determine a prospect´s
needs, thus providing the most effective solutions
that can lead to more sales. |
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| Key Topics |
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Understanding the
buying process
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Who Should Attend
Experienced sales professionals (and
managers) calling on senior managers and
executives.
Program Format
Selling IN the Executive Suite is a half or
one day program.
Course Material
Participants receive a comprehensive
workbook that reinforces the workshop topics
and concepts. |
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Keys to consultative selling |
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How to get appointments |
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Asking effective questions |
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Listening for qualified opportunities
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Handling common objections |
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Sure–fire presentation and closing
techniques |
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Executive suite
do's and don'ts |
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"This training has definitely changed the way I will
sell. I have spent far too much time jumping into
features and not listening to what my client really
wants".
"Greg was able to help dissect each selling/buying
style and help me build value".
"This was a session that I know will impact my
personal and professional career".
"This course reminds professional sales people that
your
strongest asset is to create value to benefit your
client".
"This course gave me personality testing, closing
tips, statistics
and how to tie down points of interest to my client" |
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