DPM Training Ltd

Sales Troubleshooter

+44 (0) 1273 439 037
+44 (0) 7971 493 708

Elite Sales SkillsElite Sales Skills

Course Overview

The role of the salesperson has arguably never been more challenging than in todays’ global economy. It is therefore a business imperative that salespeople constantly finesse their skills and add more options to their ever expanding ‘toolbox’ of skills and behaviours. This two day workshop will provide the perfect opportunity to do just that.

If you want to change results you must first change behaviours (S. Covey).  This workshop will provide the tools and inspiration to help delegates further enhance their sales skills in a stimulating learning environment.  Each subject area is supported by academic theory balanced with practical application.

Course Outcomes

By the end of this course you will be able to:

Personal

  • Take time out to reflect on how you do what you do and to self-reflect.
  • Consider how you can apply the models and concepts to your role.
  • Develop further your own Personal Learning plan.

Practical

  • Use an expanded tool box of methods and theories and know how and when each may be used effectively in a range of circumstances.
  • Practice new and learnt skills in a safe environment
  • Give and receive feedback from Peers

Interpersonal

  • Share expertise with colleagues.
  • Contribute anecdotes and expertise to wider group.
  • Help develop Microensure ‘best practice’

 

Course Outline

  • WELCOME
    • Introductions, Administration and Action Plans
    • Course Outcomes and Course Outline
    • Introduction to S. Covey’s Knowledge, Skill and Motivation model and the Change Curve
  • Module 1: Outcomes ‘Begin with the end in Mind’
    • The role of the salesperson is to begin each meeting with a clear outcome in mind.  Their mission is to maximize time with the client and to, at minimum, close to the next stage.
    • Outcome
      This session builds preparation skills which enable the Salesperson to plan client meetings/interactions more effectively. Meetings with clients should focus upon Information seeking Outcomes and Decision seeking outcomes. The Salesperson needs to understand, with clarity, which information and which decisions…specifically.
  • Module 2: Building rapport and Trust
    • Building Rapport and Trust is a key stage we go through with customers in order to reach an agreement. One of the most valuable abilities a Sales person can develop is relationship management. It is considered by many that people buy from people they trust.
    • Outcome
      This session enables delegates to be more effective in their sales role through an awareness of how their personality affects their relationships. The profiling tools we use enables understanding of their own personality and the personality of the person they are interacting with. This will help delegates modify their own behavior accordingly.
  • Module 3: Critical Conversations
    • Research reveals increasingly the skills which are most valued by customers are those that enable the salesperson to truly understand what the customers issues are and the impact they are having in the customer organization. Understanding is the key differentiator of top salespeople.
    • Outcome
      By using intelligent questions and excellent listening skills, delegates will learn the art of probing for information forensically by creating an environment where the customer’s issues are mutually explored and quantified resulting in an effective solution being offered which gives them the results they want.
  • Module 4: Decision making Criteria
    • All clients have criteria that they apply when making decisions both consciously and subconsciously. The job of the salesperson is to establish these criteria accurately and completely otherwise any solution we offer will be based on assumptions and perceived by the client as lacking substance.
    • Outcome
      By applying the consulting skills learnt earlier delegates will learn how to establish in detail the issues that the client is experiencing and probe to establish what the impact of not resolving/resolving is on the clients business.
  • Module 5: Decision Making process
    • In this module we address the subject of how the client makes a decision, what steps the client will go through to make a decision? What gets decided in each of these steps? How is the decision made? When is the decision made? Who makes the decision ..specifically!
    • Outcome
      Delegates will learn how to probe to understand the sequence of events, which may take place in the client organization in order to make a decision possible. This is vital to understand, as its impossible to influence an event or decision which have no knowledge of.
  • Module 6: Decision Making Team
  • Here we look at the area of control in the account, who has the power to control events? Power and control manifest themselves as types of authority, the ability to influence or veto expenditure and influence is the ability to affect approval or veto.
  • Outcome
    This session enables delegates to use their probing skills to establish where control and influence are in their chosen accounts and how to construct a relationship map to help them influence the key players in the client organization.
    • Module 7: Presenting your Value Proposition
      • When we have clearly understood the customer’s goals/issues/challenges and qualified the solution, the objective of the salesperson is to secure agreement.
      • Outcome
        Delegates learn how to present the solution to the client in a away which connects the value of our solution to the needs of the client. This enables the salesperson to handle objections and enables the client to make a favourable decision.
    • Action Plans, Course Evaluation & Summary
      • The course content is flexible; therefore times/sessions will vary according to delegate needs.
      • We use accelerated learning techniques to embed learning and enhance recall. Every theory is immediately grounded in working practice, so that transfer of learning to day-to-day work is easy and immediate. We will use a combination of presentation, small and plenary group discussions and practical paired activities, ‘freeze-frame’ role play, forum theatre, video and case studies.

 

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