Code Date Venue Fees
MK009 18 - 22 Dec 2017 Istanbul - Turkey $5,500 Register
MK009 17 - 21 Dec 2018 Istanbul - Turkey $5,500 Register
Home » Seminars » Sales & Marketing » Sales Professional Training

Introduction

Companies of all kinds rely on skilled, motivated and knowledgeable sales professionals to grow their customer base and increase their revenue. This training course is designed to give delegates the knowledge and confidences they require to overcome objections, close more sales, and generate new business opportunities. Specific emphasis is placed on developing face-to-face communication skills, persuasion techniques, and sales negotiation strategies.

In this advanced sales training seminar, delegates will discover how to utilize interpersonal skills to quickly build trust and rapport with their customers and prospects. In addition, delegates will learn how to effectively identify and develop key account customers by applying professional sales best practices.

  • Plan, manage, and control the sales process to increase sales effectiveness
  • Diagnose and resolve problems that create obstacles to new business opportunities
  • Successfully resolve customer objections and close the sale
  • Utilize time-proven sales negotiation techniques and persuasion skills
  • Maximize social media selling strategies to increase revenue

Objectives

By the end of this seminar, delegates will be able to:

  • Describe effective strategies for developing new business opportunities
  • Incorporate social media marketing best practices to increase sales
  • Utilize body language to build trust and rapport face-to-face or over the phone
  • Design a multimedia sales presentation
  • Overcome customer sales objections and close the sale
  • Customize a sales presentation to appeal to the four customer “buying styles”

Training Methodology

This training course encourages delegate participation through a combination of lectures, group discussion, practical exercises, case studies, video clips, and breakout sessions designed to reinforce new skills. 

Organisational Impact

  • Increased sales revenue growth
  • Greater market penetration and brand awareness  
  • Foster a company-wide sales culture
  • Improved customer service
  • Increased sales team morale
  • Lower sales force turnover

Personal Impact

  • Greater job satisfaction
  • Enhanced communication and negotiation skills
  • Improved job performance
  • Opportunity for career advancement
  • Improved time management skills
  • Increased income potential

Who Should Attend?

This course is for anyone who desires to expand their expertise in sales best practices and procedures. Delegates do not require any previous sales experience to benefit from this training course. This course is suitable for a wide range of sales professionals, but will greatly benefit:

  • Corporate Sales Trainers
  • Sales Territory Account Representatives
  • Sales and Marketing Managers
  • Field Service Representatives
  • Business Development Managers
  • Sales and Marketing support Team Members

Seminar Outline

DAY 1

Advanced Communication Skills to Increase Sales

  • How to make and excellent first impression?
  • Overcoming Interpersonal Communication Barriers
  • Active Listening and Questioning Skills Development
  • Strategies to Improve Telephone Communication Effectiveness
  • Silent Messages: Interpreting a Customer’s Body Language Gestures
  • How to accurately determine a customer’s “buying style”?

DAY 2

Delivering Dynamic Face-to-Face Sales Presentations  

  • Top 7 Reasons Why Customers Don't Buy
  • Tips to Develop Trust and Rapport with any Customer
  • Time-proven Principles of Persuasion
  • How to customize a sales presentation to individuals and groups?
  • PowerPoint Presentation Tips and Techniques
  • Negotiation Strategies to Overcome a Customer’s Objections and Close the Sale

DAY 3

Leveraging Social Media to Drive Sales

  • Why use Social Media?
  • Creating Content with the Customer in Mind
  • Using Facebook, Twitter and LinkedIn to increase sales
  • Boost Sales with Social Media Testimonials
  • Social Media Monitoring Tools
  • How to monitor your social media online reputation?

DAY 4

Going the Extra Mile to Improve Customer Service   

  • Cornerstones of Superior Customer Service
  • What do your customers expect?
  • How to use customer service to increase sales?
  • Creating Customer Service “touch points”
  • The Importance of Measuring Customer Satisfaction
  • Service Recovery Tips Tactics and Techniques

DAY 5

New Business Development Planning, Preparation, and Execution

  • Prospecting is a numbers game
  • Best Practices for finding New Prospects
  • Creating a prospecting Phone Script and Elevator Speech
  • Tips for Managing your Appointment Schedule
  • The Art of Qualifying Prospects
  • Setting Business Development SMART objectives

Accreditation

  • Quality Logo

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Oxford Management Centre

A GLOMACS - Oxford Management Centre collaboration aimed at providing the best training services and benefits to our valued clients

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Sales Professional Training
Advanced Selling Skills and Business Development Strategies


Upcoming Dates

Code Date Venue Fees
MK009 18 - 22 Dec 2017 Istanbul - Turkey $5,500
MK009 17 - 21 Dec 2018 Istanbul - Turkey $5,500

Introduction

Companies of all kinds rely on skilled, motivated and knowledgeable sales professionals to grow their customer base and increase their revenue. This training course is designed to give delegates the knowledge and confidences they require to overcome objections, close more sales, and generate new business opportunities. Specific emphasis is placed on developing face-to-face communication skills, persuasion techniques, and sales negotiation strategies.

In this advanced sales training seminar, delegates will discover how to utilize interpersonal skills to quickly build trust and rapport with their customers and prospects. In addition, delegates will learn how to effectively identify and develop key account customers by applying professional sales best practices.

  • Plan, manage, and control the sales process to increase sales effectiveness
  • Diagnose and resolve problems that create obstacles to new business opportunities
  • Successfully resolve customer objections and close the sale
  • Utilize time-proven sales negotiation techniques and persuasion skills
  • Maximize social media selling strategies to increase revenue

Objectives

By the end of this seminar, delegates will be able to:

  • Describe effective strategies for developing new business opportunities
  • Incorporate social media marketing best practices to increase sales
  • Utilize body language to build trust and rapport face-to-face or over the phone
  • Design a multimedia sales presentation
  • Overcome customer sales objections and close the sale
  • Customize a sales presentation to appeal to the four customer “buying styles”

Training Methodology

This training course encourages delegate participation through a combination of lectures, group discussion, practical exercises, case studies, video clips, and breakout sessions designed to reinforce new skills. 

Organisational Impact

  • Increased sales revenue growth
  • Greater market penetration and brand awareness  
  • Foster a company-wide sales culture
  • Improved customer service
  • Increased sales team morale
  • Lower sales force turnover

Personal Impact

  • Greater job satisfaction
  • Enhanced communication and negotiation skills
  • Improved job performance
  • Opportunity for career advancement
  • Improved time management skills
  • Increased income potential

Who Should Attend?

This course is for anyone who desires to expand their expertise in sales best practices and procedures. Delegates do not require any previous sales experience to benefit from this training course. This course is suitable for a wide range of sales professionals, but will greatly benefit:

  • Corporate Sales Trainers
  • Sales Territory Account Representatives
  • Sales and Marketing Managers
  • Field Service Representatives
  • Business Development Managers
  • Sales and Marketing support Team Members

SEMINAR OUTLINE

DAY 1

Advanced Communication Skills to Increase Sales

  • How to make and excellent first impression?
  • Overcoming Interpersonal Communication Barriers
  • Active Listening and Questioning Skills Development
  • Strategies to Improve Telephone Communication Effectiveness
  • Silent Messages: Interpreting a Customer’s Body Language Gestures
  • How to accurately determine a customer’s “buying style”?

DAY 2

Delivering Dynamic Face-to-Face Sales Presentations  

  • Top 7 Reasons Why Customers Don't Buy
  • Tips to Develop Trust and Rapport with any Customer
  • Time-proven Principles of Persuasion
  • How to customize a sales presentation to individuals and groups?
  • PowerPoint Presentation Tips and Techniques
  • Negotiation Strategies to Overcome a Customer’s Objections and Close the Sale

DAY 3

Leveraging Social Media to Drive Sales

  • Why use Social Media?
  • Creating Content with the Customer in Mind
  • Using Facebook, Twitter and LinkedIn to increase sales
  • Boost Sales with Social Media Testimonials
  • Social Media Monitoring Tools
  • How to monitor your social media online reputation?

DAY 4

Going the Extra Mile to Improve Customer Service   

  • Cornerstones of Superior Customer Service
  • What do your customers expect?
  • How to use customer service to increase sales?
  • Creating Customer Service “touch points”
  • The Importance of Measuring Customer Satisfaction
  • Service Recovery Tips Tactics and Techniques

DAY 5

New Business Development Planning, Preparation, and Execution

  • Prospecting is a numbers game
  • Best Practices for finding New Prospects
  • Creating a prospecting Phone Script and Elevator Speech
  • Tips for Managing your Appointment Schedule
  • The Art of Qualifying Prospects
  • Setting Business Development SMART objectives

Quality Logo

GLOMACS is registered with NASBA as a sponsor of Continuing Professional Education (CPE) on the National Registry of CPE Sponsors. NASBA have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be submitted to the National Registry of CPE Sponsors through its website: www.learningmarket.org.

 

All Training Seminars delivered by GLOMACS by default are eligible for CPE Credit.



© 2017. Material published by GLOMACS shown here is copyrighted.
All rights reserved. Any unauthorized copying, distribution, use, dissemination, downloading, storing (in any medium), transmission, reproduction or reliance in whole or any part of this course outline is prohibited and will constitute an infringement of copyright.

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P.O. Box 74653, Dubai, United Arab Emirates
Tel : +971 - 04 - 425 0700, Fax : +971 (04) 425 0701, Email : info@glomacs.ae

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