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The following are the main headings and topics covered in our Graduate Sales Academy, a 15 day, highly intensive, teaching and role-playing course. | Section | Topics | | Prospecting | Marketing for salesFilling the pipelineSynchronise buying & selling cyclesPro-Active sellingFinding sources of differentiationPositioning company & productsIdeal Customer Profile | | Initial Call/Pitch | ‘Pitch Perfect’VITO LettersWarm CallingBuilding a targeted propositionNeuro-Linguistic programming (NLP) | | Qualification | Understanding financial accountsCustomers who are lookingCustomers who are not lookingMoney Authority NeedQuestioningBuyersCompetitionSun Tzu | | Stage | Topics | | Understanding Needs | Questioning – Levels of questioning.Understanding customer painPain chains | | Presentations and Demonstrations | Presenting to customers, understanding the audience. The Staging, Visual Aids, PowerPoint.The power of ‘three’ | | Solution Development | The Solution ‘Stack’Operating SystemDatabaseBase SolutionsYour productBespoke activityServicesImplementation | | Proposals | Proposal ContentExecutive SummaryPricingValue v Cost | | Stage | Topics | | Closing | Closing the saleBuyer behaviourPersonal buyer needsGaining agreementGetting agreement in writing | | Contracts | Negotiating with Smart BuyersValue v Cost | | Implementation | HandoverProject ManagementDeliverySign Off | | Systems & Processes | Sales Force AutomationsCustomer Relationship ManagementContact ManagementBid Review SheetPipeline ManagementForecasting |
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