Course Content - Managing to Maximise Sales

Pre-call Planning

• How to develop the skills of managing a sales territory
• How to exploit new areas for business through effective prospecting and business development
• How to clarify the necessity of having clearly defined call objectives

Time/Territory Management and Journey Planning

• An outline of the definite procedures for making the most effective use of time mapping your territory for effective management

Prospecting and Business Development

• A review of appropriate plans and systems
• An outline of a definite procedure for developing new business using the telephone to make appointments

Sales Presentation Skills

• Emphasising the necessity for using a planned approach when in a face-to-face selling situation
• Here participants are shown techniques for each stage of the sale

Establishing Customer Needs

• How to ask the right questions and not talk too much
• How to use probing questions and listen
• How to plan your questions

Presenting the Sales Case

• How to put the story across in customer language
• How to use supporting sales aids and demonstrations

Answering Customer Objections

• Identify the most common objections, including price, "I'll think about this" etc. and preparing answers

Closing the Sale

• Analysis of why some salespeople are slow to close
• Outline examples of specific techniques for closing including:

1. The Alternative Close
2. The Assumptive Close
3. Minor Point Close

After the Sale

• The importance of delivering what you promised
• Building customer relations to ensure repeat business

For information on future Managing to Maximise Sales courses check our schedule or call your local office now!