Sales Excellence

HH FINANCE & INSURANCE

The Sales excellence Program is an advanced sales development program covering the major topics of selling including prospecting, selling value, qualification, deal management, negotiation, time management, and more.

COURSE OVERVIEW

Duration

3 days

Venue

Heirs Holdings Learning Centre, Afriland Theatre

Date(s)

April 20 - 22, 2022

WHO TO ATTEND

All retail and corporate sales professionals from 5 to 10 years of sales experience

INDIVIDUAL OUTCOMES

At the end of the course, you will gain:

Understand, measure, and manage the four factors that determine your revenue results

Learn the criteria-based qualification process based on the ten elements of why customers buy

Learn the stages and players in the customer buying process

Create a Customer Results Plan to drive the customer through their buying process

Learn how to prevent and overcome objections

Determine and build relationships with influencers and approvers. Understand what they value and what drives them to make decisions.

COURSE CONTENT

Module 01 – Learning to Think Like Your Customer
Module 02 – Selling Business Value and Results
Module 03 – Finding and Creating Sales Opportunities
Module 04 – Strategic Prospecting and Business Development
Module 05 – Developing a Relationship Map
Module 06 – Expanding Your Relationship Footprint
Module 07 – Facilitating Your Customer’s Buying Process
Module 08 – Sales Qualification and Forecasting
Module 09 – Managing Complex Sales Opportunities
Module 10 – The Advanced Basics of Sales Negotiation
Module 11 – Developing Accounts Strategically
Module 12 – Time Management for Sales Professionals