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 (early booking fee of 590 available if booked by February 17th 2012)
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. A special early bird rate of €590 is available to Sales Institute members until 17th February, so early booking is advised.
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.
FMCG Advanced Negotiation Skills
Date of Training: 30th March 2012Region: Dublin
Trainer: Robert McKernan, McKernan Training Solutions
Venue: The Burlington Hotel, Dublin
Price for SII Member: EUR 375
Price for non-SII Member: EUR 425
Duration: 1 Day - 9.00am to 5.00pm
Type: Workshop
This one day programme is specifically designed for suppliers to the Irish FMCG market and will cover the following areas:
- Understand your buyers KPI’s
- Take an in depth look at the buyers actual negotiation processes
- Review buying tactics
- Deal with online tendering and create your strategy
- The new negotiation model for the FMCG sector
- Review of your personal negotiation skills
- Practice session using real life scenarios in teams, where you get to become a buyer
- Present your position to a buyer on:
- Price increase, the do’s and don’ts, the tactics that buyers use, how to address these and avoid the common pitfalls.
- Promotional funding and retailer promotional ranking, review how the buyer ranks your spend and how to avoid over investment and poor field execution.
- Product listings, the key 20 questions the buyer needs answered and how to present your offering and margin delivery to avoid significant push back and lost opportunity.
- Trading terms, review actual case studies leading to a group discussion on solutions and significant learning using actual financials from real life Multiple negotiations.
About the Trainer
For more information or to reserve your place, please contact Yvonne at The Sales Institute on 01 662 6904 or email info@salesinstitute.ie.
Refunds in respect of cancellation are only possible if notice is received in writing twenty one days before scheduled course training
Prospecting By Phone
Date of Training: 15th March 2012Region: Dublin
Trainer: David Malone
Venue: The Burlington Hotel, Dublin 4
Price for SII Member: EUR 295
Price for non-SII Member: EUR 345
Duration: One Day
Type: Workshop
Prospecting by phone can be challenging and is often avoided but remains a critical skill for sales professionals today. A good sales professional will learn how to efficiently target and identify prospects but the truly successful salesperson will know how to effectively engage with them, remain relevant and direct the call towards a desirable commercial outcome.
This programme will teach you how to structure telephone prospecting opportunities for maximum effect, how to influence ethically and how to incrementally close at all stages of the call. The 'Prospecting by Phone' workshop will give you the skills to find quality prospects and convert them into sales. During this highly interactive, practice-driven sales training workshop you will benefit from and experience personal coaching and work through exercises, activities and simulated customer calls. The workshop will equip you with knowledge, skills and techniques which you can immediately apply in your own work environment to build your pipeline and increase sales.
• Learn how pre-call planning ensures a higher number of prospects accept your call and engage with you
• Understand the principles of influence and how to apply them to your target list
• Overcome reluctance towards prospecting by phone
• Structure a call for maximum effect and perceived control
• Learn how to phrase an opening statement that will get much higher levels of interest, attention and call acceptance
• Practice voicemail scripts and tips to ensure your follow up call is accepted
• Learn how to incrementally close all stages of the call so asking for the next step is much easier
• Learn how to follow through by asking for the appointment
• Recognize the importance of reflection to improve skills for future interactions
• Learn how to focus on getting movement from the call (as opposed to focus on the activity of sending out literature)
• Measure and monitor your performance like the top 10% of sellers
• Prioritise and maximise the time that you spend prospecting by phone
• Significantly improve the effectiveness of your telephone based prospecting and increase your sales.
To book your place please contact the Sales Institute on 01 662 6904 or email info@salesinstitute.ie