In the face of the increasing influence of procurement functions and downward pressure on margins this programme is designed for people in a sales or account management role at any level. Whether new to the discipline or a seasoned professional, this programme will help delegates to raise their game and enable them to sell value on a higher plane. The programme is equally applicable to people who aspire to a professional selling career and who want a grounding in the fundamentals of successful selling in the 21st century.Using a keynote case study, delegates will learn about the 8 criteria required to ensure that every sales call is effective. They will then go on to develop their skills in questioning, listening, presenting, handling objections and gaining customer commitment. In Part 2 they will learn how to develop effective account plans including the development of sales propositions for all stakeholders and how to compose a pre call plan to maximise sales effectiveness.

Module 1: The principles of Value Added Selling

Module 2: The Pyschology of SElling

Module 3: Questioning and listening skills

Module 4: Funnel technique—how to define needs and wants for our solution

Module 5: How to define our sales propositions

Module 6: How to open a meeting effectively

Module 7: How to present benefits that develop customer commitment

Module 8: How to handle objections

Module 9: How to manage price pressure

Module 10: Closing the deal

Programme author and facilitator, Jeff Downs. Managing Director of Quantum