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

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relationship sales programme course outline
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’
course outline continued
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
course outline continued3
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
relationship sales contents
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