This integrated programme will provide delegates with a thorough grounding in the skills and techniques required to become a professional sales executive. The modular approach allows three levels of entry, according to the experience and needs of the individual delegates. This means the george james approach can be applied to teams containing individuals at different stages of development. All levels consist of a 2-day course. Level 1 has a period of 4 weeks field implementation between the two days. At Levels 2 and 3 the training days are consecutive. The employer will benefit from increased profitability, more accurate forecasting, greater confidence among staff, and satisfied customers. The learning experience is highly interactive and places strong emphasis on practical outcomes. Delegates will gain additional benefit from the experience of other participants on the course
Professional Selling Skills - Level 1 - The Fundamentals of Consultative Selling
At the end of the course the participants will:
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Be able to use the telephone effectively to make appointments Know how to open, lead and control the face to face discussion
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Be able to qualify leads effectively
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Be able to establish the customer's requirements and purchasing criteria
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Be able to handle all common objections and focus the customer on value, not price
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Be able to gain commitment and advance the sale at all stages
- Know how to manage their time and territory to optimum effect
- Understand the importance of generating their own new business
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Have a strategy for maintaining high standards of performance
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Have definitive and time-bound action plans they can implement immediately in their work
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Be eligible to receive ongoing mentoring and advice at no extra charge
Who should attend?
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New starters recently recruited into the sales profession
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More experienced sales executives with no formal training qualifications
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Technical and application support staff with regular customer contact
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Internal staff with direct customer contact
Price: £700 + VAT
Professional Selling Skills - Level 2 - Managing the Complex Sale with Multiple Influencers
At the end of the course the participants will:
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Be able to provide accurate sales forecasts
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Know how to manage the decision making unit involved in complex sales
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Have a strategy for understanding and influencing the customer’s purchasing criteria
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Know how to overcome the inertia of long sales cycles
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Recognise the importance of selling financial solutions to higher level decision makers
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Understand the fundamentals of negotiation in order to eliminate discounting
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Be able to make effective use of the sales process and pipeline
Who should attend?
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Senior level Sales Professionals who have attended Level 1 AND successfully applied the Key Learning Points
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More experienced sales executives who can demonstrate competence at Level 1
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Experienced Sales Professionals (including managers) who are actively seeking a fresh approach and new ideas
Price: £850 + VAT
Professional Selling Skills - Level 3 - Strategic Account Development
The programme focuses on:
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Developing and implementing a regional business plan
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Strategic account development
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Becoming a leader of the regional team
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Advanced level negotiations
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Fundamentals of business finance
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Personal development plans
Who should attend?
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Senior level Sales Professionals who can demonstrate competence to the standard of Level 2 AND who still seek further development
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Those deemed by their manager to be a star performer of the future
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All Account Managers
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Aspiring Sales Managers
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Recently appointed Sales Managers with little formal training in strategic planning and business development
Price: £995 + VAT