Programme Content |
This programme can also be customised to your company so get in touch and we will provide you with a specific programme just for you.
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The Total Proposition
- Participants are challenged to identify all elements of the proposition, particularly those elements that differentiate the organisation from its competitors
The Creation of Value
- The notion of value
- How value is created by each element of the proposition and the impact it has
Customer Strategy
- Customer importance
- Tools to profile customers and identify their relative importance
The Sales Engagement Process
- Understanding how customers buy - the customer journey and
the key stages that customers go through to arrive at a buying decision
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- Development of a customer engagement process to ensure that each stage in the customer journey is reflected with the appropriate sales activity
- Consideration of the appropriateness of Activity Management and Account Planning
Key Sales Competencies
- Identification of the key sales competencies that salespeople need in order to engage with customers
- The combination of knowledge, skill and attitude that provides the foundation for these overall competencies
- Profile of a sales person
Skill Development Sessions
- Role-plays based on typical customer scenarios and following the structure of the customer engagement process
- Role-plays reflect the two main elements of the customer engagement process: 'Getting to WOW' and 'Getting to YES'
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This two day workshop fully identifies and explores all elements important in sales performance to understand how they impact on creating outstanding sales performance.