Despite being very confident and enthusiastic, many salespeople continue to be challenged by the dilemma of choosing the most effective activity to realise their goals.
GetSMART training offers a workshop and /or personal coaching environment where there is the time and resource to consider strategies, tactics and skills that address specific needs.

Amongst other things, a participant can expect to learn:

• Rational assessment of the resources needed to reach specific sales goals
• How to analyse the effect your own activity has on the competition
• How to select the right sales ‘tools’ to meet specific challenges
• How to use consistent and effective language when presenting your product, your sales proposition or your negotiating position.

Who will benefit from this level of training or coaching:

• Those with more than 1 year field sales experience
• Those who have had basic field sales training and now want to further develop and refine their skills

KEY ACCOUNT DEVELOPMENT

Topics to be covered:

• The review and assessment of existing clients/prospects
• Understanding and sharing examples of buying group processes and the people involved
• Formulating plans to adjust and match resources/activity to suit the buying group needs
• Creation of a common frame of reference to describe clients/needs and their potential value
• Calculating your position and progress with each client in terms of volume and value of sales versus size of account and accessibility
• Defining customer types in practical and meaningful language
• Exploring tactics to build growth, protect core business and develop better quality of relationships.

Who will benefit from this level of training or coaching:

• Experienced sales people embarking on a key account development role
• Experienced sales people developing a strategic approach to selling
• Those dealing with high value, lengthy buying cycles or any complex, multi-layered sales process
• Regional managers looking to structure and organise their sales teams

BETTER NEGOTIATING – ADDING MORE CERTAINTY

What you will learn:

• Principles of negotiation – what it is & what it isn’t; why it is needed; what are the stages
• Types, styles and tactics – how to behave and what/when to communicate
• Preparation for negotiating – objectives; assessing both sides of the process from the supplier and customers points of view; who will be involved
• The complete negotiation process – establishing foundations; putting your case; identifying common ground; offering concessions without undervaluing your proposition; securing agreement, timing and review criteria.

Who will benefit from this level of training or coaching:

• Anyone who is involved in negotiating sales, service or supply contracts on a regular basis and needs to keep ‘ahead of the game’ in any competitive marketplace