Who should attend
Any Sales member who is beginning to take responsibility for generating and conveying business information will find this course essential.
It is therefore aimed primarily at Sales middle and junior management as well as Sales first line employees.
Sales Administrative support staff may also benefit from attendance on this course as they will have a deeper understanding of the elements of report writing and their role in it.
About the course
Getting new business is a constant and never-ending process. From the moments you are given to make your pitch the job is yours to lose. If they've agreed to see you, then they must be attracted to something you have. To create the very best pitch, you need to be able to create two-way empathetic communication; giving them an actual experience of what working with you would be like (not just another PowerPoint slide).
Work out what you need to ask them, not just prepare for what you're going to tell them; spice up your pitch presentation so they are eager to ask questions. You can have a great team, with experience and knowledge in depth, but if your Presentation and Pitching Skills are not doing justice to the talent involved, it's time to call in the experts!
This presentation skills for pitching course will help you transform electronic presentations from sleep-inducing slide shows into dynamic two way communications that keep audiences involved and tuned in, focuses on your key messages and most importantly helps you to win the business!
## Course Objectives
By the end of the program, participants will be able to:
- Participants on this course will gain tools, learn Sales and practice skills leading to increased Sales writing confidence.
- Starting at a basic level, the course will equip participants with an ability to write Sales reports and documents in such a way as to help the readers to understand what they did not understand before.
- Complex matters that have to be communicated in writing can either be confusing or can be clear.
- To look at the selling cycle and the buying cycle
- To understand how to develop stronger relationships with customers that will produce higher sales
- To know how to effectively manage key accounts and maximize sales with them
- To be able to effectively present the sales message
## Course Outline
The Qualities of a Professional Salesperson
Selling, Negotiating & Marketing: The Difference
Analysis & Planning
Understanding The Sale
Understanding How People Buy
The Selling & Buying Cycle
Knowing Your Customers
The Customer / Buyer Meeting
Selling Skills Assessment
Sales Competency Model
Behaviors, Characteristics and Skills of a Successful Salesperson
Identifying Strengths and Weaknesses in Selling
Account Management (continued)
Making A Presentation
Closing The Sale
Handling Key Accounts
Define Your Customers
Understand Needs & Expectations
Hierarchy Of Client Needs
Customer Relationship Management
Understanding Behavioral Styles When Selling
Keeping Yourself & Others Motivated
The Way Forward
Types of Selling
Strategic Selling and Buyers Influence
Planning your Calendar to Achieve Sales Goals and Build a Sales Pipeline
Retail (Face-to-Face) Selling
Relationship (Consultative) Selling
Hypnotic Selling and Hypnotic Sales Models
Characteristics of Different Selling Models, Types and Structures
Sales Closing Techniques
Attitude of the Sales Professional
Dealing with Customer Objections
Various Closing Techniques
The "Feel Felt Found" Approach
Strategies to Respond to Common New Business Objections
Sales Win-Win Negotiations
The Phases of Sales Negotiations
The Harvard Model Applied to Sales Negotiation
The Art of Bargaining and Concessions Handling
Advanced Level Skills
Elements of sales writing
sales writing definitions
sales writing descriptions
sales writing instructions
Formats of sales writing – formal technical report
Terms of reference – subject matter, purpose for sales writing, reader of the report
Structure of a report (main sections) – introduction, main body
(findings/observations/discussions), conclusion, recommendations, executive summary, other sections.
Case study: Developing awareness of fact and opinion
Practical session: sales writing a formal report with investigation of faulty models
Advanced Level Skills (continued)
Formats of sales writing – memo report
Types of reports – (feasibility study, progress / status, test, fault)
Other sales writing documentation
sales writing proposal
sales writing manual – operations and maintenance
Specifications and the design process
Fundamentals of specification writing using a quality function deployment technique
Applying the QFD method – an 8 step process
Creating a specification template
Problem solving: Analysis of a specification
Sales Presentation & public speaking skills
Audiences Love You – Capturing Their Interest
Lifting our personal barriers to success
Communications at its best – main principles, tools and techniques
Managing the presentation media
Designing and building the presentation session – structure
Taking It To Perfection – Getting The Best Response
Managing yourself – the presenter
Handling objections and questions constructively and confidently
Constructive feedback from trainer, colleagues and self
Practice, practice, practice
Videos and materials
Because of COVID-19, many providers are cancelling or postponing in-person programs or providing online participation options.
We are happy to help you find a suitable online alternative.