Introduction

In today’s society, the successful organisations have a unique ability so market and sell their products and services. Sales and Marketing Strategies is a fast-paced, dynamic and highly informative programme that covers ideas, techniques, tips and practical useful information. The programme uses case studies, interactive and engaging exercises, video clips, and real-world examples from world-class practices in sales excellence.

In the programme you will learn how to:

• Understand the psychology of selling

• Practical sales tools and techniques

• Marketing and branding

• Internet marketing

• Success habits of the ‘greats’ in sales

• The knowledge that will help you to meet and exceed targets

Course Objectives of Sales & Marketing Strategies

• The sales cycle

• Characteristics of successful salespeople

• How and where to find new clients

• How, where and when to network

• Planning and setting targets

• How to use the phone effectively to set up appointments

• Phoning scripts that work

• Dressing for success

• Developing rapport and easing tension levels

• Powerful questioning and listening skills

• How to close sales and overcome objections

• Customer service and the impact on sales

• How to deal with different personality types

• neuro linguistic programming and the impact on sales

• Overcoming fears and limiting beliefs

• Understanding body language

• Time and focus management

• Communication and negotiation skills

• The power of goal setting

• How to develop a winning attitude

• Habits of highly successful people

• Maximizing your marketing program

• Brochures, print ads, radio, and TV

• Marketing mistakes to avoid

• Working with the media

• Branding

• Internet marketing strategies

• Search engine optimization

Course Outlines of Sales & Marketing Strategies

 Day 1: The sales cycle and finding new clients

• understanding the sales cycle

• characteristics of successful salespeople

• effective networking strategies

• how to work a room

• creating the right impression

• developing your elevator speech

• how to get referrals

• swap meetings

• clubs and social networking

• centers of influence

• how to approach and sell to top executives

Day 2: Planning, qualifying and the discovery process

• strategic planning and setting objectives

• qualifying buyers

• customer based selling

• dressing for success

• easing tension levels

• effective questioning techniques

• the power of listening

• developing a winning attitude

 Day 3: The psychological factors of selling

• dealing with different personalities

• body language

• closing and overcoming objections

• NeuroLinguisticProgramming

• developing the habits of successful salespeople

 Day 4: Advanced sales skills

• time and focus management

• councilor selling

• attitudes, beliefs, and outcomes

• how to present to groups

• customer services and the effects on sales

• advanced negotiation skills

• goal setting

• walking with tigers – secrets of the worlds best

• action planning

Day 5: Marketing, branding and internet technology

• designing a marketing program

• understanding the various forms of marketing

• brochures, print ads and newsletters

• working with the media

• soundbites

• 4d branding

• website development and design

• website optimization

• marketing on the internet