McKernan Training: Advanced Selling Skills / 1 day programme
Course Content:8.30 Sharp. Introduction to your team for the day (5 MINUTES)
- Your company overview
- Role in the business
- Key areas you want to cover off on the programme
- Business challenges
- No sensitive commercial information or specific customers will be discussed on the programme.
8.50 - Why are some sales people so successful and others not? An insight and sharing of research that outlines the fundamental differences and how you can move towards these successful habits.
9.30 - Why and how do your customers buy? Understanding this process will allow you to focus in on what is relevant to your customer and speed up and increase your sales success while at the same time delivering unprecedented customer service.
10.15 - Break
10.30 - “Your view of you and the reality from a customer’s point of view”. The session will look at improving your impact and how you communicate with the different customers you have. This session looks at building on core customer values, based on research in the Irish market. In a nutshell, people in Ireland buy from people they like, how can you speed up the process and build trust with your customers?
12.00 Break
12.15 - Selling is about understanding your customers’ needs and using your products or service to deliver a solution. The problem is that the customer is complex and does not understand what they need all of the time or will not offer the relevant information. Breaking down the barriers to offer a solution will amaze you with the results, and how easy it will be to tailor it to your business, for your team as well as for yourself
1.15 Lunch
2.00 - Now that you have established your customer needs, how do you link it all together so they understand what you are offering and really understand the value? Simple techniques that focus on your customer and how you can give them added value.
3.0 - Dealing with price and any other objection raised by your customers. This session reviews feedback from over 115 buyers on how they deal with sales people and we then provide you with strategies to work around these tactics and deliver your products and services at a price that delivers profit to your business.
3.45 Break
4.00 - Presenting the solution. Sounds simple. This session will be broken into teams and videoed with feedback. Creating a punchy presentation that delivers the solution, dealing with the financials and the key messages and how best to deal with the push back from the client. (If you are uncomfortable doing this, you can skip it and support in the feedback process)
5.15 Your health as a sales person. Integrating and being aware that these two are indelibly linked in not only quality of life, but in performance. Most sales people have spent more on servicing their cars then they have on looking after the part of their body below the neck. This session will give some great techniques to help you around key budget meetings, key pitches and tough deadlines. These techniques do not involve getting your clothes off or burning candles but can be used while sitting in front of clients, driving or at meetings.
6.00 Finish
All participants will leave with a work sheet containing development needs from the programme which is completed by each participant after each module. On the following morning each participant can discuss their action plan with their respective managers