INTRODUCTION
In today’s society, the successful organisations have a unique ability so market and sell their products and services. Sales and Marketing Strategies is a fast-paced, dynamic and highly informative programme that covers ideas, techniques, tips and practical useful information. The programme uses case studies, interactive and engaging exercises, video clips, and real-world examples from world-class practices in sales excellence. In the programme you will learn how to:
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Understand the psychology of selling
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Practical sales tools and techniques
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Marketing and branding
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Internet marketing
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Success habits of the ‘greats’ in sales
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Knowledge that will help you to meet and exceed targets
PROGRAMME OBJECTIVES
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The sales cycle
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Characteristics of successful salespeople
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How and where to find new clients
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How, where and when to network
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Planning and setting targets
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How to use the phone effectively to set up appointments
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Phoning scripts that work
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Dressing for success
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Developing rapport and easing tension levels
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Powerful questioning and listening skills
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How to close sales and overcome objections
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Customer service and the impact on sales
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How to deal with different personality types
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NeuroLinguisticProgramming and the impact on sales
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Overcoming fears and limiting beliefs
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Understanding body language
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Time and focus management
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Communication and negotiation skills
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The power of goal setting
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How to develop a winning attitude
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Habits of highly successful people
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Maximizing your marketing programme
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Brochures, print ads, radio and TV
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Marketing mistakes to avoid
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Working with the media
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Branding
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Internet marketing strategies
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Search engine optimization
PROGRAMME OUTLINE
The sales cycle and finding new clients
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understanding the sales cycle
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characteristics of successful salespeople
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effective networking strategies
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how to work a room
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creating the right impression
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developing your elevator speech
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how to get referrals
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swap meetings
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clubs and social networking
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centers of influence
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how to approach and sell to top executives
Planning, qualifying and the discovery process
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strategic planning and setting objectives
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qualifying buyers
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customer based selling
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dressing for success
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easing tension levels
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effective questioning techniques
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the power of listening
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developing a winning attitude
The psychological factors of selling
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dealing with different personalities
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body language
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closing and overcoming objections
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NeuroLinguisticProgramming
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developing the habits of successful salespeople
Advanced sales skills
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time and focus management
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councilor selling
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attitudes, beliefs and outcomes
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how to present to groups
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customer services and the effects on sales
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advanced negotiation skills
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goal setting
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walking with tigers – secrets of the worlds best
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action planning
Marketing, branding and internet technology
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designing a marketing programme
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understanding the various forms of marketing
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brochures, print ads and newsletters
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working with the media
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soundbites
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4d branding
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website development and design
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website optimization
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marketing on the internet