Black Belt course in Selling
Course information: A recent survey showed that the biggest complaint most
managers have about sales training is the post-training implementation.
Almost two-thirds of respondents to the survey said that ineffective
implementation is their biggest training-related problem - a challenge that
crosses organizations of all sizes.
Salespeople typically are enthusiastic training participants, but once they're
back at their sales organization, old patterns and pressures are imposed.
They've got to close deals and meet their quotas, so the new things they've
learned often are lost. Here at Maverik we avoid the "quick-fix" training
programs that are nothing more then a handful of helpful hints. Instead we opt
for integrated methodologies.
The integrated approach means the entire sales team share the same methodology
and process, so the training is 'on going' and continually reinforced.
As with all Maverik programs the training is performance targeted and
concentrates on the development and practise of skills rather than simply a
presentation of concepts.
This 3 day course is split into 6 modules, which have direct links to each
other.
On day one we look at Strategic Preparation, how to set short-term goals, which
are both achievable and challenging. Focus is also placed "choosing your
customer base", how to match your product with the right customers.
On day two we move to customer preparation. We get the delegates to think about
your client's objectives, situation, needs and decision criteria. If your
competition sold the same product at the same price what would make a customer
buy from YOU?
Finally, on day 3 we look at product and technical preparation. How can your
sales team get excited over your product? Do your sales team believe in the
products they sell? How can your sales team match your products with the
customers needs?
As with most of the courses here at Maverik, day 1 is tutor lead, day 2 is
tutor/delegate lead and day 3 will be delegate lead. During the three days
delegates will be introduced to the most advanced techniques of facilitation
ensuring maximum information retention and overall effectiveness.
Who Should attend: This course is aimed at middle and upper management in fact
all people preparing to assume a management role. The key decision makers
within a company or organisation. Company Directors, HR Managers, Finance
Managers and Sales Managers would all find this course particularly useful and
inspiring.
What You will learn: This course has a very practical orientation and leaves
delegates with more then just "tools" to improve. On completion of the three
days delegates will have an in depth understanding of how the sale process
really works and how to best implement improvements with in there own
organisation. Delegates will also cover:
• Why customer do and do not buy.
• How to match ones strengths with the need of the customer.
• How to set real goals and achieve them.
• How the way you think can affect the way you feel.
• How physiology can affect psychology.
• How to become & teach others how be self-motivating.
• The importance of effective time management.
• How to ask the right questions to get the Sale.
• How to handle objections and achieve excellent customer care.
• How to build a strong relationship with customers and your sales team.
• How Language can influence the behaviour of others and yourself.
• How to create high performance teams.
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