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Apollo Sales Strategy Workshop
Course Description:
Sales Strategy
The market is constantly changing and selling conditions have become tougher. Old selling methods are no longer good enough and new approaches are necessary to maintain sales targets.
To differentiate themselves from their competitors, salespeople have to become the 'trusted advisor' for their customer. They need to put themselves in their customer’s shoes, understand their problems and thinking, speak their language and work alongside them as a problem solver, strategy developer and solution provider.
Furthermore, they need to approach selling as a multi-level process. The customer has to sell the deal into their organisation and the salesperson needs to help them with this. By identifying all the key players in the decision-making process and, for each, identifying both the business value and the personal value, the salesperson is going to maximise their chances of building a lasting relationship.
Build your team to deliver better results and have senior management recognize the purchasing department as a strategic contributor to the organization's success. Not only would you improve your reputation as a great leader, you'd probably be rewarded and experience less struggle and stress. And, yes, you can improve your results with the existing purchasing team. No severance letters or new candidate recruiting is required.
What the Seminar Will Help You Achieve:
- Generate extra value for their customer by thoroughly understanding their business and personal needs
- Using questioning and listening techniques to establish real needs
- Become a trusted advisor to the customer involving them in their decision-making processes
- Identify all the key people in the decision-making process and identify key needs and challenges of each
- Build a lasting mutually beneficial relationship with the customer
- Translate features and benefits of their product into financial terms for the customer’s specific situation
- Look for maximising a given sales opportunity through cross-selling, up-selling, future sales and referrals
- Handle objections smoothly and set the deal up so that it closes itself
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Course Format:
Through a combination of breakout sessions, group and individual work, interactive roundtable discussions and role-plays, and case studies. Delegates will understand the importance of effective sales strategy.
Trainer will use practical examples and case studies to reinforce and expand the scope to cover applicable concepts for sales strategy, and for a variety of different industries.
Pre-Course Questionnaire
In order to tailor this course precisely to your needs, the course leaders would value information on your knowledge, experience and requirements.
Who should attend?
- Sales people
- sales managers or any individual involved in sales-related and sales support areas.
Your International Facilitator:
Kiran Patel, Facilitator – Apollo Consulting Group
Courses Specialised In: Sales, Negotiation, Communication, Leadership, Presentation Skills, Assertiveness, Coaching, Teambuilding, Influencing, Networking
Sector & Industry Experience: PR and Advertising, Telecom, Finance, Banking manufacturing, Hospitality, Education
Some Major Clients: ACCA, Deloitte, Ernst & Young, Ogilvy, Caterpillar Inc, Continental Airlines, General Mills Inc, HSBC, British Council
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Testimonials
“Our finance department received great benefit from the recent series of workshops that you delivered. We look forward to continuing our support long - term.”
Denny Tang, CFO, Ogilvy & Mather Group, Greater Chin
Testimonials
“Thank you for your continued support of ACCA activities. Your trainings form an integral part of our Professional Development platform for ACCA members and students.”
Maggie Li, ACCA Marketing Manager, Greater Chin
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Sales Strategy
