Selling to Win: Strategic Selling Skills Development Program

Program overview:

In a world of high level sales, successful sales/marketing executives no longer rely on luck, determination and a few good contacts. Complex sales selling to a cluster of different individuals in one company and sometimes corporate entities calls for new non-traditional sales strategies. This 2-day workshop will help participants develop action plan that will pave way for bigger and more consistent sales.

For whom:

Middle level marketing executives, sales executives, newly appointed sales managers, relationship managers and marketing managers.

Learning objectives:

At the end of the program, participants will be able to:

*          to re-orientate sales/marketing personnel from an entrenched attitude of win-lose culture to a win-win culture that ensures:

            –           Satisfied customers;

            –           Long term relationship;

            –           repeat businesses;

            –           Good referrals;

*          learn how to keep customers sold and satisfied;

*          learn how to gain high value-added contacts for businesses; and

*          acquire skills for effective relationship marketing management.

Course outline:

Day 1: Strategy and tactics of selling (an overview)         

• Successful selling in a future-shock world
• Six key elements of strategic selling
• The qualities of a good salesman
• Buying influence and buyer’s level of receptivity
  • (R4 formula)
• Strategies for getting to the economic buyer

Day 2: Targeting Key Account

• Key Account Development Plan,
  • Assessing your Opportunities:
  • Identify Your Problems
  • Design your action plan
• Managing your selling time
  • (The sales funnel technique)
• Importance of winning
  • Focusing on the W2 Matrix
• Introduction / Setting up Email

Marketing Campaign

• ISPs, Hosting Facility, IP/DNS,

Shared vs. Dedicated Ips.

• White-listing, Response Handlers,

Bounces

Training Methodology

Lectures, discussions, exercises, case studies, audio-visual aids will be used to reinforce these teaching/learning methods.