Training Courses
Training Courses > Successful Sales & Marketing Skills
Successful Sales and Marketing Skills
Course Duration:
2 Days
Who Should Attend:
People at either management or non-management levels involved in all types of sales presentations and prospecting.
Course Outcomes:
1. Introduction to Sales and Marketing
2. Principles of Effective Communication
- Barriers to Effective Communication
- The Advantages & Disadvantages of the Different Communication Methods
- Hazards of E-Mail Communication
- Making E-Mail Communication more Effective
- Principles of Verbal and Non-Verbal Communication
- The Role of Listening
3. Building a Client Base
- Identifying an “edge” over competitors
- Contextual Marketing Principles
- Establishing a Potential Client Base
- Developing a Client Listing
- Making Appointments and “Cold” Calls
4. Sales Presentations
- Analysing the Customer and his/her needs
- Planning Sales Presentations
- Structuring Sales Presentations
- Sales Communication Techniques
- Active and Reflective Listening
- Questioning Techniques
5. Handling Objections
- Understanding and overcoming objections
- Handling “Difficult People”
- Role plays and skills practice
6. Following up Sales Calls
- Ensuring Customer Loyalty
- The "Happy Prisoner " Concept
7. Daily Time Management and Planning
- Motivation and Goal-Setting
- Developing Positive Self-Expectancy
- Setting Personal Goals
- Victim to Victor Concept
- Setting and Achieving Sales Targets
- How to Prioritise
- Diary Management and Daily Planning
- Overcoming Procrastination and Time-Wasters
