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Sales Accelerator

salesxcellence

Wednesday, 18 September 2019 from 09:30 to 16:30 (BST)

Sales Accelerator
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Ticket Information

Ticket Type Sales End Price Fee Quantity
Early Birds 18 Sep 2019 £550.00 £43.49

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Event Details

The Sales Accelerator Programme is geared to raise your sales to a new level, have you a strategy for acquiring new clients, make appointments and win business? Discover the sales strategy and structure which will grow your sales to another level.

From an indepth assessment of your sales culture to building effective sales behaviours in your company which will get results. Helping you realise that there is more to sales than selling skills.

From ensuring your marketing and sales is aligned to develop the skills of your sales team to ensure success in your sales.

Blocks to achieving Sales Success:

  • Low level of Face to Face meetings
  • Failure to identify the ideal prospect
  • Not identifying the evolving needs of the customers at an earlystage
  • No clear sales process
  • Failing to identify key decision makers
  • Lack of questioning skills to uncover problem/pain
  • Failure to recognise and spot opportunities for adding value
  • Too long sales cycle
  • Poor presentation skills
  • The inability to overcome buyer’s concerns
  • Failure to focus on growing the customers’ business


Day One| Creating Sales Opportunities

Your Sales Role Defined
The Sales Process
Identifying Your Ideal Client
Building a Buyer Persona
Understanding Buyer Persona
Lead Generation
Creating Sales Opportunities
Building a Case Study
Use of Social Media - FaceBook - LinkedIn - Instagram
How to take your online conversaion off line
Eliminate the fear of cold calling
Discover how to warm-up the cold call
Ten Mistakes made on the telephone
Getting Past the Gatekeeper
Qualifying the prospect
Opening the Converation
Influencing the Decision
Identify and pre-empt objections
Selling The Appointment

Day 2 | The Sales Call
Analysing the customer's short-term and
long-term buying cycles
Insight Selling
Why People Buy
Discover Your Client’s Buying Strategy
Questioning Skills
Impact of the Client’s Problem
Conditions of Satisfaction
Exploring Pain-Envision a Solution
Discovering Buyer Needs
Recognising 3 levels of Buyer needs
Identifying Decision Making Strategies
Five Steps to Elicit Outcomes
Eliciting Value Criteria
Value Capability
Value v Benefits
Value Added Advantage
Why product knowledge is hurting you
Challenging Sales Converation

Day 3 | Winning the Business
Creating an account plan, setting
objectives and strategies for each
account – focusing on the real needs
Developing competitive pricing strategies
Meaasuring account profitability
Using CRM strategies to add customer
value and build stronger and more loyal
relationships
Focusing on customer-driven measures
Building an Account Plan
Understading Sales Enablement
Differentiation
Competitive Advantage
Emotion Intelligence
Influencing Techniques
Presenting the Solution

The Sales Accelerator Programme will:

  • Develop a relationship that provides stability and growth
  • Add value to the customers business
  • Capitalise on the opportunities a customer presents
  • Optimise the profitability of the business in an account
  • Create a competitive advantage
  • Develop a relationship that provides stability and growth
  • Add value to the customers business
  • Capitalise on the opportunities a customer presents
  • Optimise the profitability of the business in an account
  • Create a competitive advantage

 

This workshop includes a one to one coaching session for each participant following each day's training.

 

Do you have questions about Sales Accelerator? Contact salesxcellence

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When & Where


Ramada Hotel
20 Talbot St,
BT1 2LD Belfast
United Kingdom

Wednesday, 18 September 2019 from 09:30 to 16:30 (BST)


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Organiser

salesxcellence

Call us on 07526783121

Salesxcellence was formed by Colly Graham in 1996 who has over forty years’ experience in telephone, field sales and sales management. Colly is recognized as an international sales trainer who achieves excellent results. salesxcellence has trained and consulted with over one thousand companies since the formation of the company, assisting companies to raise the level of their game. Colly has delivered training worldwide in Malaysia, Bangkok, Singapore, Dubai, Barcelona, and UK.

After graduating from college, Colly entered the field of accountancy however after five years decided to change his career direction to a career in sales. First working for a Fortune 500 company in fast moving consumer goods, his career progressed from selling capital equipment, financial services to internet services, with a wide management experience in both telephone and field sales, concentrating on the recruitment, training and development of salespeople, in this role he gained experience in designing and building a number of successful sales teams.

Colly brings some forty plus years of practical experience of selling, his ability to empathize with salespeople and establish immediate rapport and credibility as a trainer, yet his training is state of the art as Colly keeps abreast in the latest trends in marketing and selling. A Master Practitioner of NLP Colly trained with Richard Bandler in 1998.

In 2014 Colly Graham was recognized by The Institute of Sales & Marketing Management, The British Excellence in Sales & Marketing Awards (BESMA) has been in the top eight sales trainers in the UK.

QUALIFICATIONS

  • Professional Diploma in Management (Bristol University)

  • Fellow of the Institute of Sales

  • Fellow of Sales Institute of Ireland

  • Master Practitioner NLP

  • 40 Years experience in selling and sales management

Call us on 07526783121 

  Contact the Organiser

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