Sales fundamentals for resellers

Date: 25th March 2010
Time: 9:00 – 17:00
Location: Incisive Media Training Suite, 32-34 Broadwick Street, London, W1A 2HG
Trainer: Paul Fennemore
Price: £399 + VAT (early booking price £349 if booked before 26th February 2010)

To book your place on this course, or for more information please contact James Cooper at james.cooper@incisivemedia.com

Who is it for?

The workshop is designed for anyone who is new to sales or who is already in sales but has had no formal sales education. It’s also for small business owners who sell as part of their normal activity. Typical job roles for this workshop include:

• Account managers
• New business sales executives
• Business development executives
• Sales executives

What is it about?

If you are new to selling or you want to give your staff the best possible start for a successful career in sales, then this is the place to start. This workshop covers all of the basics and prepares people for the day-to-day job of selling. This workshop is thought-provoking, fast, fun, easy-to-follow and highly motivational.

What will I get out of it?

Whether you will be selling on the telephone or in person, if you are selling IT products, solutions or services, start here and you will be winning deals quickly and consistently. Each session ends with a set of key learning points and a mini-action plan that you can put into place immediately.

Programme

This one-day workshop covers the following areas:

• Sales myths - what sales is and what sales is not
  This session will dispel once and for all some of the ‘old’ views of sales. You’ll learn the new rules of the game and how to apply them within an IT reseller business.
• Why people buy – people don’t like to be sold to, but they love to buy
  Learn how to position yourself as someone people want to buy from. Learn the rational and emotional reasons why people decide to buy – and also why they decide not to buy.
• Prepare to win
  Prepare to win, or lose to someone who is (prepared). This session guides you through the importance of planning, research, preparation. It shows you how to do your homework, before a call, after a call, as part of your on-going activity within sales.
• The role of attitude in sales
  In this session we’ll measure your current attitude and explore the value of attitude self-awareness and applying a positive or ‘yes’ attitude. You’ll learn how to change your daily habits to build a strong positive attitude and how to put your new attitude in action to achieve sales success.
• Introducing yourself
  This session covers cold calling, how to introduce yourself and your 30-second commercial or elevator statement. You’ll learn how to make strong introductions and how to manage the cold calling process.
• Questioning and listening
  It’s not about you, it’s about them. This session explores the importance of questioning and listening skills. It also covers how to position your product or service in terms that relate to the needs and wants of the customer.
• It’s all about credibility and trust
  In this session you’ll learn how to build your own personal brand. You’ll learn how to present high credibility within your approach and how to act and deliver in a way that builds trust within a prospect/customer environment. We’ll also show you how to add value to your customers, how to become a trusted resource that they will return to again and again.
• Objections, closing and following up
  In this session you’ll learn about common objections and how to overcome them. You’ll also learn how to pre-empt and remove objections before they occur. You’ll also learn how to identify when a prospect is ready to buy and different ways of closing a sale.
• Networking
  It’s not who you know, it’s who knows you! This session will cover the importance of networking – meeting people and starting new business relationships. Learn what to do at a business networking event and how to develop networking leads. Each session involves an overview, examples, discussions, self-assessment, practice and your own action plan for success.
  
  Included
  Tea/coffee, refreshments, lunch, workshop folder, action plan