Salient Sales Online Courses

Module 1 - Introductions and Marketing for Sales

Introductions

to Salient & the course

50 Shades of Selling

what shade are you?

The Marketing Message

make a 'wow message'

The Performance Profile

How to be 'Super Sales'

Marketing Essentials Pt 1

the magic in the mix

Marketing Essentials Pt. 2

Packaging, tools & the power of the internet

Module 2 - Planning for Sales

A Planning Structure

the planning pyramid & the Salient Check List

KPIs & Other Metrics

to measure & manage the value of contingencies

The Sales Funnel

a powerful sales tool & the key to growth

Key requirements of planning

key questions & key actions

Module 3 - Prospecting and Targeting

GDPR & PECR

the essential facts

Finding New Customers

finding your 'ideals' and making the best list

List Analysis

changing from long/cool to a short/hot list!

Targeting

DMs, influencers & webs and 'Contact Warming System'

Module 4 - Contacting

Selling yourself

who are you? how could you improve? make yourself attractive!

Contact Preparation

develop 'hot contacts!', objectives & follow-ups. What do you say?!

List Analysis

changing from long/cool to a short/hot list!

Module 5 - Pitching and Presenting

Differences & Commonalities

when to pitch & when to present

The Pitch

a simple structure – exceeding expectations

Presentations

preparation & structure – Q&A & the interim close – the call to action

Module 6 - Negotiating

Introduction and Persuasion

objectives, limits & timescales; key prep

Questions & Answers

3 approaches & the essential follow-up

Key Techniques 1

'consensual negotiation' & dealing with objections

Key Techniques 2

silence!; competition; adding value; steer to close

Module 7 - Securing (Closing)

Preparing to Close

Negotiation & closing – the winning team! Pre-deal checks

Different ways to secure the dea

Classic closing techniques – the power of the interim

The 'Ultimate Close'

Checklist & structure – 3 stress-free questions! Converting a 'no' to a 'yes'

Module 8 - Customer Management & Development

Customer Care & Service

opportunities, ladders, retention is key

Communication Management

ground rules, options, expectations & follow-up

The 'Extra Mile'

building loyalty, supporters & advocates

Key definitions

good supplier; good customer; good base

Tools for Development & Growth

the power of the Matrix – how to target key clients

Module 9 - Technical Sales Addon

The extra skills needed to sell successfully in Technical Markets.

A brief revisit of each module in the sales process, showing where and how these extra skills are applied.

How to use these skills and techniques to persuade and influence key personnel from both technical & commercial departments.

This is an Addon and cannot be purchased separately.