Training
B2B Sales Performance Booster - 2 Day Practical Workshop
Date of Training: 8th & 9th March 2012Region: Dublin
Trainer: David Malone
Venue: Burlington Hotel, Dublin 4
Price for SII Member: EUR 690
Price for non-SII Member: EUR 775
Duration: 9am - 5pm
Type: Workshop
This two day programme covers a wide range of sales skills, techniques and tools designed to boost your sales activity and rapidly build your sales pipeline in 2012.
Programme Deliverables
The programme content comprises a combination of practical skills and key processes designed to greatly improve the acquisition and retention capabilities of course participants. After attending this course you will have the ability to:
- Rapidly build and effectively manage a sustainable sales pipeline
- Generate higher quality business leads
- Identify and develop more strategic networking opportunities
- Significantly increase your forecast accuracy
- Increase the number of appointments made by phone and email
- Structure meetings with customers and prospects more effectively and shorten the sales cycle
- Better understand and profile your sales prospects
- Ask the best sales questions to qualify and position your product or service
- Sell more profitably and efficiently
- Repeat the sales process and improve continuously
Programme Content
Strategic Prospecting Activities
- Effective techniques to help you target the right prospects
- Understanding which are the best networking opportunities for you
- How to ask for referrals from existing customers
- Identifying and working with complimentary solution providers
- Using the phone to get appointments
- How to structure your sales letter for greater effectiveness
Managing Your Sales Pipeline
- How to manage your sales pipeline
- Improving forecast accuracy
Planning for Sales Meetings
- Understanding the prospect
- Understanding the customer's position
- Identifying the decision making process
- Developing a winning mind-set to maximize sales performance
Influencing Techniques and Skills at the Sales Meeting
- How to manage and control the sales meeting
- Adjusting your sales approach for different personality types
- How to qualify prospects and sales opportunities
- Effective questioning techniques to uncover underlying business issues and requirements
- Presenting your solution in the most effective way
- How to differentiate your product and / or service
- Using the techniques of influence to increase sales conversion
- Handling objections: How to use forward planning to handle objections seamlessly
- Closing Techniques: Gaining commitment and securing movement to the next stage
Course Fee
This course is aimed at sales professionals selling in a business to business environment. The fee for Sales Institute members is €690 and for non-members €775. For all booking enquiries, please contact the Sales Institute of Ireland on 01 662 6904 or email info@salesinstitute.ie
Refunds in respect of cancellation are only possible if notice is given twenty one days before scheduled course training.