Leadership Selling II:

Course Description: 

  1. Strategic Planning for Enterprise Sale (4 hours) 
    Large enterprise sales situations involving many decision makers and influencers demand a more strategic approach to messaging, sales process and creating urgency.  We explore a standard approach for looking at an opportunity from a high level and considering all of the options and specifics of each enterprise deal. 

  1. Proactive Objection Management (4 hours) 
    Most sales people can identify what potential objections are going to come up before they do, except they don’t act to mitigate those objections early.  We will address the methodology to identify and introduce objections proactively so they are eliminated before the prospect brings them to the conversation. 

  1. Differentiation of Company and Sales Professional (3 hours) 
    Building a case for why your company is the right choice and why you are the right sales professional to help them is a strategic argument and is most successful when it is defined early and has multiple angles to be used in any sales situation.  We’ll define the differentiation process with the guidelines we know work time and again. 

  1. Presenting Skills (4 hours) 
    Sales Professionals today are consistently presenting – on a tablet, in front of a board table and in seminar.  We’ll go over basic and intermediate presentation skills that ensure your presenting skills convey the message of capable and the best choice – instead of damaging your sales progress. 

  1. Personality and Communication Style Assessment (3 hours) 
    Using the DISC Profile system, we’ll address the definition of the different personality types as well as outline how to sell to them and how to quickly identify them in a sales situation through questions and key indicators. 

  1. Sales Process Definition and Creation (4 hours) 
    In order to have prospective clients following your process, it needs to be clearly mapped and also clearly understood so you can walk them through it, step by step.  This involves the mapping of your most effective process, making it efficient and building a visual explanation of it prospects can see and understand. 

  1. Prospect Management and Proactive Communication (4 hours) 
    Following the leadership selling principles of Lead Help Guide, a key to good sales is managing the prospect through your sales process from the very moment they are contacted.  We address how to get their buy-in to your leadership and what communication methods best allow you to control the conversation. 

  1. Written Correspondence with Prospects and Clients (2 hours) 
    So much discussion with prospects and clients takes place through email, written packages, proposals and even text messages.  We’ll address format, content and word meaning that can hamper and help with each correspondence type in a sales situation. 

  1. Social Media as a Sales Tool (2 hours) 
    Social media can be a sales tool or a sales distraction.  We’ll address how different platforms are good grounds for prospecting and how you can use the tools of each platform to connect and create interest with prospective customers.  It is also a great service tool that sales people can utilize too. 

  1. Hierarchy of Effective Communication Tools (2 hours) 
    With so many ways to connect with clients and prospects – email, text, social media, live face-to-faceetc., we’ll address the proven order of effectiveness in sales.  What methods get the responses you want and what makes the most impact for people.  Sales situations are unique and so the understanding of platforms and tools is essential. 

Course Timeline: 

The ‘Leadership Selling II’ training program consist of 32 hours of classroom and workplace training.  

Course Investment: 

Leadership Selling II 

$11,600 + gst / trainee 


 

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