This active and participative programme will show you how to cooperate rather than compete and how to reach a win-win situation. The participants will experience the challenges, pressures and opportunities, through role-play, that evolve as a negotiation unfolds. They will leave equipped to plan a strategy, execute it and close the deal without giving away their profit.

On this course participants will learn how to:

Use a negotiation structure

Look at what they offer and evaluate their negotiating variables

Look at the buyers perspective

Use strategies and tactics

Identify sources of power and how to minimise/maximise them

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Who should attend

Although the course is directed principally at salespeople, managers and major account executives, it is suitable for any other executives who are involved in commercial negotiations

ADVANCED SALES TRAINING

INTRODUCTION

A totally participative workshop designed to extend and develop selling skills to a higher level. The focus is on face-to-face contact and revolves around self-appraisal, role-playing and video playback. This concentrates on your products/services and how best to promote them.

On this course participants will learn how to:

Plan a sales call more effectively

Set clear objectives

Ask probing/ enquiring questions more effectively

Handle objections

Present their product/service in a more professional manner

Close in on the objectives set prior to the call

Who should attend

Salespeople who have already attended a sales course. Experienced sales people who are looking to revisit the basic principles of selling and refocus their selling techniques.

BUSINESS DEVELOPMENT COURSE

Day One

Key Principles involved in Business Development

Stages/steps of Business Development Strategy
How it develops from ABC
Self analysis and discussion on what it needs to become the Account Manager/Developer.

Mainly lecture style with a high degree of controlled discussion. Analysis of their own natural Business Account Style.

Client Centred Selling I & II

Discussion/Input around:
Power (authority and influence)
Personalities (dominant/submissive v extrovert/introvert)
Priorities (individual/company)
Perception (need v competitive activity)
Examples given around 4P's
Syndicate exercise identifying 4P's
Syndicate presentations on conclusions

This session is very discussion/syndicate based with short input sessions that show how the 4P's form the fundamentals for account development.

Finance in the Key Account

Need to understand the financial impact their offers have - long/short term
How does a business operate?
Understanding fixed/working capital
Profit/Profitability
Financial You Appeal
Profit and Loss
Return on Investment
Profitability objectives

Short snappy input session with discussion.

Organisational Cultures

Input on different cultures and why things happen the way they do in different organisations
Identifying Power/People/Task/Role cultures and how to move within them Discussion on delegates' own self analysis to identify personal culture against the account picked and why and how style approach needs to be adopted and adapted to suit that client.

Day Two

Time Investment for Results

Delegates will be shown how to:
Set Objectives - short/long term
Grade and prioritise Accounts and Prospects
Balance personal preferences against Key business objectives.
Invest time in key activities which give results.
Plan a step-by-step approach for Key Accounts.
Understanding how to complete a Competitive Analysis.
Plan and prioritise total time
Keep all information together and stay organised.

Need Development/Investigation I

Long/short term needs
Needs v Wants
Individual v group needs
Identified/Unidentified needs
Introduce Circumstance, Concern, Consequence, Concluding questioning technique Investigation at different levels

Successful Account Management

The need to sell internally
The `Golden Rules' of success.

Action Plans

Review course - key points
Close

Objection Handling and Closing

One Day Workshop for Objection Handling and Closing

Why objections occur

Delegates look at the reasons why objections happen and discover that the most common objections are caused through poor questioning, listening and misunderstanding.

Common Objections

Delegates look at their most common objections and through group work consider ways in which to handle.

How to handle correctly

(Role plays and Feedback)

Difficult customers and how they create objections

Through a series of case studies the delegates consider the best way to handle different types of customers in order to pre-empt any objections that could occur.

How to handle correctly

(Role plays and feedback)

When and how to Close

The timing of the close is important so through group work and case studies the delegates will look at ways to identify the when and how to close on their objectives.

Closing techniques

(Role plays and feedback)

Action plan close

All delegates will complete a Personal action Plan

Key Account Development

KEY ACCOUNT DEVELOPMENT

INTRODUCTION

This programme will give your account managers that all important 'edge'. The profitability of your company depends on you acquiring, protecting and expanding your key accounts more than any other activity. Participants will learn how to analyse an organisation handle competition, motivate and negotiate with both influencers and decision makers.

On this course participants will learn how to:

Define a key account

Identify their target accounts

Create a strategy to manage their accountsDevelop investigative skills to obtain more information at a senior level

Prioritise their accountsNegotiate a win-win situation

Who should attend

Key account executives, national account managers, sales managers/ directors or any member of your sales team whose responsibilities include handling key accounts.

Successful Territory Management

Analysing your Job and Priorities

This is an individual/team project which allows them to take a look at the priorities they feel they have - the course discusses, through open forum, ways of reducing or regrading them for maximum effectiveness.

Time and how we use it

This session looks at what we do, how we do it but more importantly how we can make better use of it. By:
A. Using non-selling time more efficiently.
B. Planning our daily, weekly or monthly routes.
C. Showing how we can, and do waste our valuable face to face selling time.

Why Set Objectives?

This session looks at the importance of knowing what/how and when to do the things necessary to produce results. This shows and highlights the following:
A. How to produce more accurate forecasts.
B. Grading customers.
C. Flexible Territory Planning.
D. Identify Real Potential.

Developing your Long Term Business

This session looks at the importance of protecting, retaining and expanding the actual/potential on each person's territory.

A. Account Development, what it means and how to go about it.
B. The way to maximise actual and minimise potential business in a planned manner.

Action Plan Close

All delegates will complete a Personal action Plan which will be followed up by their Managers

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