The Strategic and Breakthrough Selling Workshop

1. Identify the changing strategic and operational demands on the sales function and enhance required knowledge and skills.
2. Devise sales strategies based on the understanding of the different selling modes tomanage and suit the customers’ buying process.
3. Use various forecasting models to better handle internal and external customers’ expectations.
4. Handle difficult sales negotiations and fully master the top thirteen negotiation tactics.
5. Monitor sales growth and performance by using Key Performance Indicators (KPIs) and balanced scorecards.
6. Manage and control the customer’s life cycle for better retention and loyalty purposes.

Sales reps, sales supervisors/managers, and account managers who would like to master tactics, selling modes, and sales performance issues that are the foundation of successful modern selling. The program is also beneficial for people who are involved in commercial activities at all levels of the organization.

Selling in the New Millennium:

• The New Selling Landscape
• Evolution of Personal Selling
• The New Sales Competencies
• The New Sales Rep Profiles
• The Root Causes of Sales Problems
• Future Trends in Selling
• Personal Selling Profile

Emerging Selling Modes:

• It is Not What You Sell, It is How You Sell
• Mastering the Selling Process (A Value-Based Approach)
• The Anatomy of Different Emerging Selling Modes:
•  Transactional Selling
• Consultative Selling
• Enterprise Selling
• Solution Selling
• Cross-Selling and Up-Selling Techniques
• Workshop: Consolidating Selling Best Practices

Sales Planning and Forecasting:

• The Importance of Setting a Sales Plan
• The Components of a Sales Plan
• Sales Forecasting Guiding Principles
• The Importance of Qualitative and Quantitative Data
• Sales Forecasting Techniques:
• The Extreme Points Method
• The Least Square Method
• The Moving Average Method
• Workshop: Writing an Effective Sales Plan

Breakthrough Sales Negotiation:

• Negotiation Versus Persuasion
• The Critical Rules of Negotiation
• Preparing The “Negotiation Envelope” and Mastering the “Rule of Halves”
• Concession Management
• Negotiation Tactics
• Workshop: Preparing a Full Negotiation Planning Template

Monitoring Sales Performance and Growth:

• Setting Sales Metrics and KPIs
• Aligning the Sales Plan with KPIs
• Using a Balanced Scorecard to Monitor Performance
• Workshop: Preparing Your Own Balanced Scorecard

Managing the Customer Life Cycle and Retention:

• Understanding the Customer Life Cycle and Calculating its Value
• The Importance of Learning Different Buyer Behaviors
• How to Deal with Buyer Behavior Styles
• A Roadmap for Building Customer Loyalty and Retention
• Workshop: Setting a Customer Loyalty Plan 

• The Training lectures.
• The Group discussions.
• The Training Workshops.