COMPLETE SALESPERSON - The Seven Traits

Live-Online Training: N 188,125
Classroom Training: N 279,500
3 - 4 participants: 5% discount
5 or more participants: 10% discount

(Available also for Customised Training by Duration, Venue & Fee)

Course Contents 

DAY ONE 

A summary of the Traits 

1. Sales Competence 
2. Commercial Knowledge 
3. Business Development Capabilities 
4. Bidding and Tendering 
5. Application of Excel & PowerPoint in Sales 
6. Use of Digital Media 
7. Presentation Skills. 

Sales Competence 

• Personal traits: 
• • external focus 
  • internal focus 
  • flexibility 
  • self control 
• The 80% salesperson’s handicap 
• Success aspirations 
• Mastering cost-value balance 
• Handling resistance: 
• • if it’s a doubt 
  • if it’s a misunderstanding 
  • if it’s real 
• The A-B-C of sale closing 
• Building customer relationships that endure 
• • 3A = 3P 
  • open lines of communication 
  • mastering customer equity 
• Focusing on metrics that matter 
• The salesperson’s Force-Field analysis. 

DAY TWO 

Business Development Process 

• Apple Sales Steps 
• Approach customer with a personalized warm welcome 
• Probe politely to understand all the customer’s needs 
• Present a solution for the customer to take away 
• Listen for and resolve any issues or concerns of the customer 
• End the conversation with a fond farewell and an invitation for more interactions 
• What is trending – spot development potentials 
• Build  a credible market position 
• Track individual contributors for commercial accomplishments 
• Bidding and Tendering  
• Write business proposals 
• Negotiate successfully. 

Commercial Knowledge 

• Cash sales and cash flow 
• Business growth 
• Pricing power 
• Margin and profit 
• Revenue Generation – Focus on what makes the business Money. 

DAY THREE 

Application of Excel in Sales 

• Understanding Spreadsheet 
• The Menus 
• How Excel Handles What You Type 
• •   Data in Excel 
• How Are Charts Made 
• Sorting and Filtering for Report Making 
• Freezing Panes for Report Viewing. 

PowerPoint Skills for Effective Presentations 

• Create Slides 
• Enter and Format Text 
• Add Picture and ClipArt 
• Slide Show Effects – Transitions, Slide Animation 

DAY FOUR 

Use of Digital Media 

• The Digital Marketing Platform 
• • What really is digital marketing? 
  • Digital marketing vs Traditional marketing 
  • Recent trends in the global business and marketing world 
  • The components of Digital Marketing 
• Social Media Marketing 
• • Social Media fundamentals 
• What really is social media? 
• How did the social media come about? 
• How does the social media work? 
• What are the current global trends for businesses? 

DAY FIVE 

Business Pitch and Presentation 

• Sales presentation 
• Proposals presentation 
• Reports presentation 
• Technical lecture 
• Motivational speaking.