In this programme we look at how to get more out of existing accounts, especially key accounts as well as looking at the skills required to create a need in a customer who doesn’t see they have one at the moment.
This has been designed for those in your team who have an existing level of B2B sales experience. At this level of sales, you’re looking for those small tweaks to your process and skills that will allow you to exceed your targets. This programme is a great tool to move your team from ‘good’ to ‘great’ when it comes to selling your products or services.
After completing this course, your team will be able to demonstrate the following behaviours with confidence:
Learn skills around negotiating a close that will be good for both you and your customer. Also look at ways to manage your time and identifying how you can be more productive.
Closing is not always straightforward. It can be a long and drawn out process, however, if you keep at it and have a positive attitude, you should be able to create the desired outcome in the end. By the end of this course, you’ll have some new skills around negotiating a close that will benefit both you and the customer. You’ll also have worked through managing your time and identifying how you can be more productive.
Handling objections can be challenging so using tools to overcome them by looking at ways to help you work out if a price objection is a value or budget objection is valuable.
Handling objections can be a really challenging part of the sale. When you’ve put in hours of work to create the right solution, it can be easy to feel frustrated by objections. Learn about ways of looking at objections that might arise, and if it’s price, finding out if it’s a value or a budget objection. You’ll also learn some techniques to be able to use a story to strengthen your proposition.
Look at ways to present with ease, how to use your voice and to manage any nerves that you have speaking in front of a group.
There are lots of opportunities to make a great impression and there’s also lots of different ways and environments where presentations take place. By the end of this course you’ll be able to present with ease, being passionate about the solution that you’ve created for the customer. You’ll know how to use your voice to your advantage and to manage any nerves that you have speaking in front of a group.
Look at some different ways to create a need for your customers, Also learn about body language and how that can help your sales process.
Creating a need with a customer takes a lot of skill. You often have to do it over a longer period of time, where you plant the seed and then wait for that idea and that need to grow. It takes patience and time and technique. In this course, you’ll have another way of creating a need with a customer. You’ll also have new insights into how you can use your body language to your advantage and make sure that you’re not doing anything to hinder or shut down the sale.
Gain an understanding of what motivates customers and how to gain their interest by understanding their personality types.
Having a deeper understanding of what motivates customers can be beneficial when you’re trying to make your initial approach. Learn how to talk about what you do in way that captures your prospect’s interest and makes them want to know more. In this course, we’ll cover ways you can have good insight into how your prospect buys and a way of identifying and dealing with the different personality styles of customers.
Learn how to make a decision about whether to pursue a prospect or to move on to your next lead.
To qualify a customer, you need to analyse all the information you have, and determine if it‘s a good idea to pursue the business or not. You don’t want to waste valuable time chasing a prospect who will never become a customer, when you could be moving onto your next lead.
Let’s take a look at some advanced tips and techniques to keep your sales funnel full.
Although you may now be busy with customers, prospecting is still a fundamental part of selling. To stop prospecting at this stage would be a big mistake. This is the case for all sales roles including key account managers. It’s key to keep that sales funnel full and working for you.
It’s hard to keep energy levels up in sales. Learn ways to keep your mindset positive even when you get knocked back.
Selling is hard work and it demands high energy levels, determination and a lot of patience. It’s not always easy to keep motivated and positive when you get knocked back or don’t make the deals so your mindset is an important part of the equation.
