1 / 4

Relationship Sales Programme Course Outline

Relationship Sales Programme Course Outline. INTRODUCTION The course emphasis is on the building of long term relationships with Key Customer and Influencers (specifiers).

ostinmannual
Download Presentation

Relationship Sales Programme Course Outline

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. Relationship Sales ProgrammeCourse Outline • INTRODUCTION • The course emphasis is on the building of long term relationships with Key Customer and Influencers (specifiers). • The programme places emphasis on how to sell the full value of your range of products and aftermarket spares and service, not purely product price. • PROGRAMME AIMS • To further develop the skills and knowledge of the Sales/Marketing teams in: • The Building of a Business Relationship • Selling in Depth and Customer Profiling • The selling of a ‘Valued Proposition’ such as “Total Ownership • Costs” • Maximising the sales income from a Key Account • Effective Specification Selling and Project Tracking • TRAINING OUTCOMES • Key Accounts measured against an agreed Relationship • Criteria Matrix • Key Accounts mapped against the ‘quality’ of ‘their business’ • and their ‘future potential spend’ • Completed pre-call planning procedures using the ‘Sales • Interview Plan’ • Communication techniques to commit ‘the decision maker’ • (specifier) to your ‘bankable savings’

  2. Course Outline (Continued) • DAY ONE • UNDERSTANDING YOUR ROLE • Value Chain Analysis • Developing a Relationship Matrix • Mapping your Key Accounts - value/potential • Pre-call Planning - Networking Analysis (apply to value chain • analysis) • Developing the appropriate skills, knowledge, activities for a Project • Sales Engineer and also an Area Manager • Defining the Competitive Advantages (FAB’s) your company can • offer a Key Customer

  3. Course Outline (Continued) • DAY TWO • THE SALES SYSTEM (SIP) • Projecting a Consultative Style/Behaviour • Pre-call Planning – Family Tree, Influencers etc • Sales Interview Plans-SIP • Controlling the Interview (agenda/decision-making criteria) • Funnelling using the SIP • ‘Gap Analysis’ using the SIP • ‘Commitment’ using the SIP • ‘Closing’ using the SIP • FOLLOW UP ACTIVITIES • Complete Value chain analysis for selected customers • Complete Potential/Value analysis for same customers • Complete Relationship matrix for same customers • Complete a Sales Interview Plan • - Influencers/Adding Value • - Gap Analysis (common Gaps in your industry) • - Funnels • - FABs for your product/service

  4. Relationship Sales Contents Page Understanding your Selling Role 1 • Types of Customer Relationships 2 • Value Chain 3 • Relationship Matrix 4 • Mapping your Customers 5 • Analysing the Group Interaction 6 • Analysing the Interaction Pattern 7 • Our Selling Role – Adding Value 8 • The Value of a Sales Hour 9 • Relationship Selling Model 10 • Strategic Sales Management 11 The Consultative Selling Approach and S.I.P (Sales Interview Plan) 12 • Sales Interview Plan 13 • Pre-call Planning 14-15 - Typical Behaviour Profiles 16-19 • Interest (Empathy) 20 - Trust 21-22 - Empathy 23 - Credibility 24 • An Introduction to Gap Analysis Selling 25 • Common Gaps in your Industry 26 • Defining Gaps through Funnelling 27 • The Performance Gap Model 28 • The Funnelling Process 29 • Situation Questions (Situation Analysis) 30 • Leading Questions (Locate Gaps) 31-32 - Funnel 33 5. Closed Questions (Needs Analysis) 34 6. Commitment to Gap 35 7. Present Benefits 36-37 - Linking Questions to Solutions 38 - Features and Benefits Fact Sheet 39 8. Close 40

More Related