Sales & Marketing Strategies for Alignment of Business Solutions for Existing & New Accounts
Description
In the relentless battle for customers, the stakes have never been higher. As some companies push for global dominance, others fight for independence or mere survival. In this competitive landscape, it’s clear that those who thrive will not only offer the right products at the right prices but also have salespeople who can win over customers with leadership and unwavering confidence.
This confidence comes in two powerful forms: first, the self-assurance a salesperson gains through mastering specialised skills that define all successful sales professionals; second, the trust a customer feels when they buy from someone they genuinely believe in. Many salespeople understand that buying and selling involve processes. However, the most successful salespeople recognise that buying and selling are distinct processes, adapting their approach to guide customers seamlessly along their buying journey.
Our workshop is designed to transform salespeople into trusted professionals who help their customers buy with confidence. These sessions are lively, fun, and interactive, packed with practical exercises and real-world applications. Participants leave with enhanced awareness, greater confidence, new skills and tactics, and valuable insights from peers. With market conditions evolving rapidly, there is rarely a second chance to win over a customer—ensure your sales team ‘gets it right the first time’ by enrolling them in our winning workshop before your competitors do!
This course is HRD Corp (HRDC / HRDF) claimable.
Additional information
| Mode | Physical, 2-days |
|---|---|
| In-House | ✓ |
Course Details
Learning Outcomes
- Understanding the New Marketing Strategies and your marketing matrix
- Simplify marketing strategy to match the sales processes
- Identify new marketing imperatives – intelligence, interfaces & integration Build an effective sales/marketing integration
- Have gained a clear understanding of their role in selling your company’s products and services
- Know and be able to use the sales processes of identifying, developing and managing accounts.
- Know how to structure a sales call, and use all available skills to give a professional image and improve success.
- Have new ideas on people’s behaviour to increase their awareness of their own & customers communicating style, & how to use this more effectively with customers.
- Know how to recognise and improve their handling of difficult customer situations.
- Know how to overcome objections and close successful sales.
- Be able to develop a close business relationship with clients.
- Have practised sales through role-playing in a non-threatening environment to help develop their confidence in using their personal and industry skills in their sales positions.
Methodology
- This two-day workshop is highly participative, using a range of techniques to involve the participants and motivate them to improve their skills and attitudes.
- Information sessions will be followed by practical work linked to actual accounts and prospects of your company. Case studies will be used to illustrate skills, and participants will develop their own real case studies to carry out back in the workplace.
Target Audience
- All sales & marketing professionals who need to convince, persuade and close the deal using effective sales and marketing pitches.
Course Outline
DAY 1
What is Marketing?
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- Differentiating marketing from sales
- The Basics of Marketing
- Marketing Planning – 3Cs and 4 Ps
- Marketing Services and Intangibles – special considerations
- Group Exercise: Review Marketing Plan
Mapping out your Strategy and Creating a Marketing Plan
- The Strategic Planning Pyramid
- Forecasting Possible Market Changes & Trend
- Differentiation of products/services
- Product and Services Portfolio
- Managing product life cycle
- Hard vs soft products and services
- Improving Marketing Management: Product Development Process
Setting Up the Pricing Tactics
- Profiling the various components needed in a plan
- Setting the objectives, you need to achieve
- Establishing pricing objectives
- Pricing strategies during various stages of the product/service life cycle
- Strategies & some alternatives of the pricing model
Marketing Communications Objectives
- Marketing Life Cycle
- AIDA – Awareness, Interest, Desire, Action
- Development & Selection of Channels & Messages
- Marketing Media – PR, posters, open sessions etc.
- Developing a Promotional Plan
What is Marketing Research
- Difference between market research and marketing research
- Role of marketing research
- Relationship of goals & objectives to research strategy and functions
DAY 2
Principles of Strategic Selling
- Why sell? What is selling, and what do people buy?
- The Sales Cycle
- What makes an effective salesperson?
- Different models of selling
- Understanding people – their thoughts, feelings and options
Structures for Account Development
- Time-effective selling and management
- How to prospect for new accounts
- Effective planning and preparation
- Setting the right objectives
- Group work: Account Profile
- Creating a strategy for managing the account
- What’s in it for me? WIIFM
- External issues – and reducing them
Business Etiquette & Communication in Sales
- The psychology of selling
- Understanding ourselves and others
- Business Etiquette: First Impression
- Using our own personality to communicate and sell more effectively
- Positive v. negative sales communication
- Keywords to use and avoid
- Competitive v. cooperative styles
- Gaining involvement
- Motivating customers – spot the difference
- Staying self-motivated
Effective Sales & Presentation
- Assessing the buyer
- Finding the ‘real’ needs
- Questioning and listening skilfully
- Checking the mutual process
- Group work: Presenting persuasively
- Opening statement
- Flow of presentation
- Convincing strategies
- Relationship benefits – Building Rapport and A Lasting Relationship
- Knowing his/her company needs
- Linking needs services
- Blocking the Competition
- How to set up the meeting best
- Developing your service strengths
Handling Objections
- Why We Should Welcome Objections
- How TWelcome Them
- Expanding Concerns
- Identifying The Real Barriers
- Staying away from price
- Helping Your Customers Overcome Them
- Spotting the buying signals
- Gaining commitment through closing
- Negotiating skilful to close the contract
Sustaining Customer Loyalty
- Why We Need Long-Term Customers
- Techniques For Retaining Customers
- “A Sale Is the Beginning of a Relationship”
- Collection Management: Preventive Measures for Debt Recovery
- After-sale service
- Action Plan for Follow-up Session
