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In the modern business world selling has moved on from old-fashioned, tired techniques and mnemonics like 'ABC' (Always Be Closing) to a world where the Sales Person needs to become a trusted advisor to companies, helping them to make the right buying decisions. This is so far removed from the style of years gone by that most sales people nowadays have not made the leap, and still insist on 'closing the sale' at whatever the cost. It's no wonder therefore that sales people have a poor reputation, ranking only below Politicians and Journalists!
The course curriculum we have developed reflects the new realities and our sponsors and the enlightened organisations who support Sales Transformations demand a new breed of sales person; one who is comfortable working with customers, becoming that trusted advisor and delivering quality business.
Although there is a need to teach newcomers to sales the techniques, processes and tools they will need in their future careers, much of the course is practical, with students splitting into teams or working individually on practical exercises and case studies to ensure that on top of the teaching, they get to practice first hand the material they are learning.
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