Professional Selling Skills
Planning, targeting, objective setting
Questioning, listening, needs identification
Handling objections
Closing and maintaining commitment
Relationship building and strategic selling
| Relationship Selling
Customer behaviour
Creating customer engagement
Understanding customer's drivers
Achieving a desirable outcome |
Effective Negotiation
Principles and psychology of negotiation
Understanding the negotation process
Preparation and planning
Stategy and tactics | Telephone Skills
Projecting the right style
Controlling the conversation
Creating a balanced call
Natural word flowing planning
Gaining commitment
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Delivering Powerful Presentations
Defining the goal and message
Developing the right structure
Understanding the audience
Confidene and control | Making Meetings Work
Setting objectives
Building the agenda
Chairing and controlling
Minutes,their style and purpose
Implementing actions
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Account Planning
Defining a key account
Understanding the client organisation
Identifying critical success factors
Identifying power and politics
Aligning with key players
Building the account plan
| Account Management
Account and territory planning
Higher level communication skills
Building customer service
Beating the competition
Proposal and report writing |
Business Development and Market Planning
Identiying target markets
Developing the focus
Using resources effectively
Developing meaningful goals
Building a strategy
Achieving ownership | |
