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Consistent Sales Success (3)

1. Needs Creation Selling

The purpose of your sales & marketing team should be to create a need in a prospect for your products or services even if no needs are currently apparent to them. This doesn’t mean selling ice to Eskimos, rather posing the right questions to the target audience to help them identify and uncover the problems (or potential problems) that could be solved with your product or service.  

During this session you will:

  • Apply 9 Block Visioning to Thaler’s Nudge Theory
  • Evaluate Rackham’s Spin Selling Technique
  • Create a Portal Project
  • Explore Harding’s Best Selling Techniques

2. The Sales Pitch

A sales presentation is a great chance to progress or even complete a sale. The marketing has worked and you have the opportunity to pitch to an audience that has already shown at least some interest by instigating the meeting. It’s up to you to make the most of the opportunity to make a truly effective presentation and clinch the deal.

During this session you will:

  • Discover Jolt Pitching Plans  (video example)
  • Create your Sales Pitch Content
  • Compare to the AIDA marketing model
  • Practice your Sales Pitch Delivery

3. Successful Sales Management

No matter what size your organisation, sales management is the most significant function in profit generation.  Planning is essential, it requires coordinating the market research, the target audience, the optimum price and the promotional message and channelling through a team that closes the sale. 

During this session you will:

  • Consider what are you selling and to whom
  • Review your organisational approach recruiting the right sales team
  • Use Vroom’s Expectancy theory to motivate a flourishing sales team
  • Plan continuous assessment with successful management meetings

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“Laura has been a valued member of the New Look’s sales team, and has contributed to the company’s success by always showing commitment, enthusiasm and self-determination. As Sales Controller, she became responsible for 50% of the total number of New Look branches being accountable for their operation and performance” Gavin Aldred

  1. Prices per session start from £500, for a tailored agenda, excludes handouts and workbooks
  2. Either session can be delivered as a webinar lasting 1 hour, with audience Q&As from £200
  3. This material can also be delivered as a series of coaching sessions over a period of 5 weeks via a one hour Skype or Google hangout

 

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Not sure where to start?  Try profiling your staff & management with The Selling Skills Inventory, it is perfect for selling situations in which building long-term customer relationships is critical to the selling process, custom-made product or service solutions are required to meet customer needs, and/or multiple decision makers are involved.

 

 

 

 

Make contact for a free initial telephone consultation without obligation.

 

 

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