This program is based on the Client-Centered selling approach described in Selling Microsoft – Sales Secrets from Inside the World's Most Successful Company and Total Market Domination.
Learn how to work "smarter" by leveraging your time, geography and account-objectives to maximize your territory's potential.
Objectives- Manage time more effectively by prioritizing events
- Implement a time-audit to identify and eliminate time wasters
- Organize the workplace to maximize productivity
- Leverage the sales process through effective delegation and leadership
- Use demographic information to target opportunities
- Understand the "team-selling" process
- Understand the benefits and the pitfalls of Sales Force Automation
- Develop and implement a sales territory marketing plan
- Develop a sales forecast
- Client-Centered Selling – Overview
- Territory Management Skills
- Activity Based Marketing
- Price, Quality and Service
- Customer’s Buying Matrix
- Time Management
- Time Audit
- Planning Skills: MBO
- Marketing Plan
- Sales Plan
- Territory Plan
- Geography: Access to Clients
- Account Plan
- Sales Call Plan
- Team Selling Skills
- Delegation
- Leadership
- Major Account Selling
- Sales Force Automation
- Sales Forecasts
- Organizing Your Workspace
- Setting Objectives
- Identifying Time Wasters and Prioritizing Tasks
- Developing a Territory Plan
- Developing an Account Plan
- Developing a Sales Call Plan
- Team-Selling Skills Workshop
- Sales Forecast Workshop
- Seminar Materials
A comprehensive seminar workbook will be provided to each seminar participant.
Our Pledge of ExcellenceClient-Centered Training seminars and workshops are guaranteed to meet your expectations.