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Introduction
Consistent successful sales performance is based on process. Yes sales people need commercial insight, interpersonal skills and a variety of other abilities - in addition the sales people who deliver the right results time after time all base their success on a process.The MaSh 8-link sales process is based on careful study of what works, and is designed to fit all sales situations.This programme covers each step or link, starting with the basic product knowledge required, and progressing through each link until the follow-through that is vital for maintaining effective working relationships.
Learning Outcomes
On successful completion of the programme participants will be able to
- Explain the 8-link model and apply it to their individual sales responsibilities.
- Use the 4 foundation stones of a successful sales relationship in all of their sales activities.
- Plan their daily, weekly, monthly and annual actions to optimise sales performance.
- Establish an appropriate plan to enhance and develop their sales knowledge and sales skills.
Programme Content
The 8-link model: product knowledge, prospect research, initial contact, establish needs, agree benefits, surface objections, secure business, follow through.
The 4 foundation stones of a successful sales relationship: having clear objectives, creating rapport, noticing reactions and flexibility of behaviour.
Planning for success: how to set yourself up to be a successful sales person; the secrets of success used by top sales people.
Continuous Sales Performance Improvement: how to identify and prioritise your personal areas of development; acting on these to ensure your growth as a sales professional.
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