Creating Sales - Masterclass

The Total Proposition

• Participants are challenged to identify all elements of the proposition, especially elements that help an organisation to differentiate itself from 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
• 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 sales people 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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2 Days

Folder, workbook, handouts, pen and certificate of attendance

To suit you

Up to 12

Righttrack programmes are energetic, exciting and highly participative, which create an impact and motivate participants to learn and embrace change

We utilise a blend of learning methods: practice sessions, group workshops, scenario-driven learning, assignments, self managed learning, shared group learning, accelerated learning and structured group learning