ADVANCED SELLING SKILLS

This advanced course is designed to take Sales Professionals and Account Managers to the highest level of success, building confidence with cutting edge sales skills.

The complete Modular Sales Training Programme.

Module 1 Principles of Consultative Selling

Module 2 Presentation of the Right Solutions

Module 3 Selling to the Personality

Module 4 Selling to the PowerBase

Module 5 Major and Key Account Sales

This programme can be delivered over three days or in five 1-day modules. Each course is designed around individual client needs as a bespoke event to maximise effectiveness.

Full details and agenda on request.

MAJOR ACCOUNT MANAGEMENT

It is a well known fact that 20% of customers in most organisations account for 80% of the business… but are they getting the individual care and attention they need? 

This course gives a three dimensional strategy to maximise possibilities and protect future business from competition.
 

• How to give true added value
• Position yourself with the real decision makers
• Ways of identifying the different influencers in the customer
• Understanding the different types of buying influences in every major account
• Forging new relationships in clients
• Best practises to maximise and utilise your valuable time
• Identifying and dealing with the ‘veto’ man or woman
• How to locate and develop effective ‘coaches’ from within the influencers in our Clients
• Building solid strategic alliances to prevent sales from being sabotaged from within our customer

This fully interactive course is a must for business development managers responsible for Key Accounts within your business. 

SALES QUESTIONING SKILLS

In selling, the difference between success and failure can be as simple as asking the right question at the right time. Get it right and everyone wins, get it wrong and client and everybody loses.

Delivered over one or two days, this programme is for sales professionals who are committed to delivering better results. It assumes a certain level of competence has already been achieved and focuses on three main areas: –

1.      Final Development Questions – RESULTS or IMPLICATION Questioning, using the TURN™ Techniques.
2.      Pre-Closing Questions
3.      Closing Questions

This course, by empowering sales people with the skill of highlighting the problems with the client before applying the right solution, can transform the performance of sales teams literally overnight, shortening average sales process and winning more business.

This course will enable the sales consultant to empathise more effectively with their client, improve relationships and win more business.

STRATEGIC SELLING

The essential sales course for Major and Key accounts. An advanced strategic approach to measure the opportunity, and ensure you only invest in the business projects that you have a chance of winning.

The evaluators measure 25 areas of importance in the interface with any client. This system will highlight (red flag) areas in need of work to ensure  the retention of these clients. 

Before commiting to this course please ask yourself the following: –

1. Do you or your salespeople meet and discuss mutual progress with the right people within all your important clients?
2. How do you check that all the ‘Sales Powerbase’ is being included in important business discussions?
3. How do you qualify your business? Can you really measure then judge that you are not wasting you valuable time and company resorces with that large enquiry/opportunity?

If there is room for improvements in either of the above then please read on and consider this programme for your people.

Ultimate programme in major accounts management

Key influencers change in companies, more now than ever before! The senior managers might be the same, but who are the real internal influencers today? Do your sales people realise they will not always be the established or obvious people with the important titles?

Key influencers are to be found within most successful companies; they may be… the top salesperson, the innovative product manager or the specialist IT wizard but they all have one thing in common, they move and shake from within. They may be at the lower end of, but are still an important part of the real Powerbase, most of which is not readily visible to the untrained salesperson.

When the movers and shakers pull together they get what they want, they have the power to change things, including your future. Your salespeople if you want to retain, let alone increase your business with a Major Account, must learn to find, meet and influence all of the Powerbase.

Our two-day programme will help even the most experienced sales people to raise their skills to greater heights. It will improve their, insight, motivation and confidence, deliver greater levels of productivity by focusing on only what really matters and then doing these things right.

The programme includes a number of innovative modules that help secure a competitive advantage for all attending. One way we do this is to discuss the politics and personalities in selling, then show how to establish the right relationships with the people who are powerful enough to influence future orders.

Once on board, some of these influencers become the ‘coach’, a term we explore in training.

The course helps salespeople become more competitive, capable of strengthening their position with the customer, while at the same time weakening the competition.

COURSE CONTENT

Please apply for details, including the two day agenda, sent direct to you by email.

MAIN COURSE DELIVERABLES / BENEFITS

• A well proven method of identifying the different influencers in the customer.
• How to position yourself with the real decision makers and ease away from the ones with delusions of authority
• What to do to influence these final decision makers to win and most importantly to keep their commitment ahead of your competition.
• How to ensure that you are positioned well with the four different types of ‘Buying Influences’ in every major account or large sale. We develop partnerships and rate our chances in each client, which improves our forecasting.
• The biggest waste of time in selling are the deals you work on that do not turn out to be business. Here we learn how to spot the two Buyer Modes or Attitudes that mean a sale is possible, and the two that mean it’s “Just not going to happen.”
• The location and development of effective Coaches within and outside our Clients.
• We identify and learn how to deal with the veto man or woman.
• We use a proven method to rate the individual influencer’s perceptions of us.
• We aim to build solid strategic alliances and act to prevent sales from being sabotaged from within our customer.
• By mapping each of our top clients/prospects, one each per chart, using competitive matrix we identify and draw up our strengths and flag our weaknesses in each.
• Valuable information is entered into a client influencer’s chart.
• On the above we develop an action plan for each of the accounts worked on, basing actions around the flagged and other focused areas.
• Live examples are worked on and presented on the second day of the course and critiqued by fellow delegates.
• Better records and action plans for all major accounts in the salespersons area will then result. Clients usually aim eventually to cover the 20% of accounts that produce 80% of the total business.
• In all a valuable and well proven structure is delivered that can be reproduced throughout the business fitting in with whatever system is already in place that works well in company.       

DO YOU OR YOUR TEAM NEED THIS TRAINING?

Ask yourself these questions then judge for yourself if you or any of your senior salespeople or Major Account’s team needs professional training in this important field. If you can answer over 60% then you have either read up about it or been on a simular course. If so great but can you put it together and make it work in the work place like this programme enables you to?

1. How much business in percentage terms do your two top customers bring in out of the total company turnover?
2. What are your strategic plans to secure and increase on this business?
3. How do you assess your position compared to the competition?
4. Do you salespeople really pipeline or just pretend to?
5. What should/do your salespeople do to pipeline, and expand new business opportunities in that client?
6. Do you know how many different types of influencers there are in all your key accounts?   
7. If so, how many types can you name?
8. How many influencers in the top clients ‘Power Base’ do account managers and other people in the team see every month?
9. How many days per month do your internal ‘non sales’ departmental heads visit key accounts?
10. How many times a year do the top management meet with the ‘vetoman’?
11. How much of the total sales turnover comes from people and businesses you have already done business with?
12. How secure is the business you do with your top ten customers?
13. Do you have easy to read one page matrix of personal details on all the people that matter in your top accounts?
14. How do you measure how the customer rates you in comparison to your competitors?
15. What are the 4 Client Modes or Modes of Perception?

SELLING TO THE PERSONALITY

An easy-to-use but advanced method of improving the success of your sales team by teaching them to adapt to suit the individual.

It is easier to sell to people with whom we relate, as these are generally people with similar personalities to ourselves. It therefore follows that the opposite must also apply, it is more difficult to sell to people with whom we have nothing in common resulting in a potential personality clash.

In sales you can classify potential clients into four basic personality types, thus our salespeople naturally relate to only about quarter of the people they meet, so how do they deal with the other 75%!

Human Capital Development’s unique course enables salespeople to first understand how to spot the subtle signals as to the personality of their clients and modify their approach accordingly.

If you have a sales team please ask yourself these questions: –

1 – If everybody in your sales team, with the exception of the best, could double their closing chances, how much better off would the company be?

2 – Do your salespeople deserve the opportunity to learn how to adapt and therefore increase their chances of winning business?

3 – Can you invest in two days training to transform their, future your company’s sales performance?

If the answer is yes contact us to learn more.

STRATEGIC SELLING QUALIFICATION

Score your chances first, like the professionals.

Most of the top sales forces in the world today use qualifying tools to assess their chances of success before they invest their time, effort and capital.

‘Disqualifying’ a business opportunity that has a marginal chance of success, can save countless thousands of pounds; the more focused your resources are on winning the realistic business opportunities, the better the bottom line.

SUITABLE FOR:

Senior management, sales management, account managers and all experienced sales people. Sales and company trainers that want to extend their range and one to one coaching with tools can be accommodated at compromised costs.

DETAILS:

StratEgic Selling Qualification:

Please ask yourself these questions before progressing…

1. How do you qualify and measure your business at the moment?
2. Do you or your salespeople waste a lot of valuable time and company resources one opportunities that slip by?
3. Can you afford to continue like this?
4. Do you win enough business to satisfy the boss?
5. What is the business conversion rate, or percentage of orders to sales progressed?

If there is room for improvements in any of the above then please read on and consider this programme.

Strategic Selling Qualification teaches you to judge if the business is achievable; it includes all the instruments needed to run a full ‘due-diligence’ assessment…

1. How can we be sure of their seriousness of intent to buy?
2. Do they have the resources and ability to purchase?
3. Does it fit to our way of doing business?
4. Have we or can we build enough affinity to see this through?
5. What are the hot buttons or compelling drivers?
6. How well placed are we?
7. Can we beat off the competitor challenges?
8. Who are the key influencers and decision makers?
9. Do we have sufficient access and influence with them?
10. What evaluation processes will they use?

The course helps salespeople become more competitive and capable of strengthening their position with the customer, while at the same time weakening the competition.

Course content is available on request, which includes the two day agenda and examples of the following evaluators in Excel©: –

• Sales Assessment Sheet
• Business Qualifier
• Competitor Analysis
• Competitor Matrix
• Personal Matrix
• Overall Business Analysis

COURSE DELIVERABLES / BENEFITS INCLUDE:

How to ensure that you are positioned well with the four different types of ‘Buying Influences’ in every major account. We develop partnerships and rate our chances in each client, with each influencer.

The biggest waste of time in selling are the deals you work on that do not turn out to be business. Here we learn how to spot the two Buyer Modes or Attitudes that mean a sale is possible, and the two that mean it’s “Just not going to happen.”

We use a proven method to rate the individual influencer’s perceptions of us.

By mapping each of our top clients/prospects, one each per chart, using competitive matrix we identify and mark out our strengths and red flag our weaknesses in each.

On the above we develop an action plan for each of the accounts worked on, basing actions around the flagged and focused areas.

In all a valuable and well proven structure is learnt and taken away that can be adapted and reproduced throughout the business fitting in with whatever process is already in place in company.