• Identify their market and its main players.
• Conduct a SWOT analysis to enable them to properly position their products/services.
• Respond to customer needs in order to adapt their selling approach to those needs.
• Provide advanced selling knowledge and skills for dealing with customer objections.
• Gain awareness of professional behavior during all phases of the sales call.
• Explain how to develop a long-term relationship and partnership with their customers.

• Targeting your Market
• Competitive Analysis
  
• Market Segmentation
• Product Positioning
• SWOT Analysis:
• Strengths
• Weaknesses
• Opportunities
• Threats

The New Selling Process

• Stages in the Selling Process
  
• The New Selling Process
• Recent Trends in Personal Selling:
• Relationship Selling
• Consultative Selling
• Team Selling
• Sales Force Automation
• The Sales Competency Model
• Dealing with Difficult Personalities:
• Understanding Clients
• Examples of Difficult Behaviors

The SPIN Sales Model

• The S.P.I.N. Concept
  
• Situation
• Problem
• Implication
• Need Pay-Off The Art of Negotiations
• The 5 Negotiating Styles:
• Avoiding
• Accommodating
• Collaborating
• Competing
• Compromising
• Barriers to Successful Negotiation
• The Do's and Don'ts of Negotiation

Building a Long-Term Relationship with Customers

• Definitions of Customer Service
  
• Elements of Customer Relationships
• List of Critical Variables
• The Four Trust Builders
• 7 Things Every Salesperson Needs to Know

All senior sales representatives and professionals, key account sales staff, sales managers and supervisors.

This program is worth 16 CPD hours.