Sales Effectiveness Program: Managing and Developing Sales Teams
OVERVIEW AND SCOPE
This program focuses on the competencies and the techniques that are connected to sales effectiveness as well as to the creation and dissemination of a shared organizational and corporate culture that aims at building trust with the Customer.
The program aspires to empower participants to:
- Identify opportunities for sales and to contribute to the increase of sales effectiveness
- Create a shared culture, approach, and terminology about sales
- Understand and manage the structure of sales discussions
- Integrate sales techniques (rather than memorizing tips for sales effectiveness)
- Effectively manage demanding situations and challenges
- Boost their self-confidence, through practicing with real data and products
- Understand and engage in cross-selling
- Train and develop their teams
CONTENT AND FLOW
The program covers the following topics, through the use of interactive, collaborative and hands–on learning as well as role plays:
- Understanding the Sales Process. In-depth exploration of the consultative sales process.
- Building Rapport and Trust. How to establish credibility and trust throughout the sales process. The role of Self-Trust and of Inner Dialogues, in sales.
- Effective Communication Skills. Active listening techniques to better understand customer needs. Verbal and non-verbal communication skills. The art of probing sales questions, the role of Personal Style in communication.
- Handling objections and addressing customer concerns empathetically. Closing techniques.
- Role of Emotional Intelligence. Understanding and managing emotions in sales interactions. Developing empathy and adapting to various customer personalities. Dealing with rejection and maintaining a positive attitude.
- Sales Playbook: a comprehensive guide that equips sales teams with strategies, processes, resources, and tools to consistently achieve success. How teams can maximize its value.
Sales Pitch
- Preparing effective sales pitches.
- Understanding the features, benefits, and unique selling points. Methodology.
- Creating Customer Personas to tailor sales approaches.
- Incorporating storytelling to engage customers.
- Connecting product/service features to customer needs. Effectively communicating the value that the sales offering brings and helping customers make an informed decision that aligns with their needs and preferences.
- Role-playing exercises to practice different sales scenarios.
Train the Trainer
- Upon completion of the above modules, participants are invited to take on the role of "Trainer" under the guidance of the instructor and with supporting material a detailed "Trainer's Guide".
PARTICIPANT PROFILE
- Sales representatives
- Sales Managers
- Sales Directors
FACULTY
CONTACT INFORMATION
We would be pleased to address any enquiry you might have and to assist you in any way we can.
Marianthi Karaiosifoglou
Tel.: +30 210 89.64.531(ext. 2213)
E-mail: [email protected]
ENROLLMENT FORM
Seminar fees are sponsored by SEV.
Registration fee of 50 euro to be covered by participating executives/ companies, as a donation to the NGO Εστία Κοριτσιού Φιλοθέη η Αθηναία. Find more information and bank tranfer details here
Participation in the seminar is activated on a first come-first served bases, by sending the deposit slip to the Executive Development, Mrs M. Karaisofoglou, [email protected]. Ιn the payment details, please indicate full name, company name and seminar title.