Professionals entering, or new to the Sales function, often have had limited exposure to the skills, knowledge & processes required to perform as a Sales Professional.
With a focus on Business to Business (B2B) Sales, this will be one of several short courses aiming to provide the insights & knowledge of basic activities within Sales, & to focus on the skills required to understand, communicate, execute professional sales calls & build a trusting relationship with your customer.

Over the course of several short courses, we will touch on Sales Fundamentals, (including Marketing & Sales, Value Drivers, Account Profiling & Opportunity Management), Relationship Management & Sales Call Skills (including Communications, Customer Analysis, Trust, Need Satisfaction & Handling Customer Objections), plus the Sales Activities in pursuing Business Opportunities (including Prospecting, Qualifying, Meetings, Proposals & Follow-up).

For this specific Short Course, we will focus on two Fundamental Skills, specifically Relationship Management & Sales Call Skills.

Learning Outcomes

At the end of the course, participant will be able to:

1. Describe how trust & listening are tools in relationships
2. Explain how profiling yourself & your customer can improve the relationship
3. Explain the components of the Needs Satisfaction Process
4. Demonstrate the use of open and closed probes
5. Explain why & how to support as part of a sales call
6. Describe how to close & follow-up a sales call
7. Explain the steps in the SPIN selling process
8. Adequately deal with a range of negative customer reactions

Course Objectives

To provide insight into the various Sales activities within a Sales Organization for individuals aspiring to perform as a Professional Salesperson.

This short course on Relationship Management and Sales Call Skills, will provide those same Professional Salespersons, with the introductory level skills, knowledge & processes, to allow them to deliver excellent sales coverage with focus on sales communication skills, customer analysis, trust, need satisfaction and handling customer objection.

These courses provide an opportunity to interface with other prospective Professional Salespersons, to engage in work sessions & exercises, and to share experiences.

Course Methodology

• Interactive lectures
• Group Dynamics
• Workshop style
• Case studies
• Q&A