Sales Growth is the goal of every company, and it measures whether the company is increasing its value in the marketplace or not. The economic situation should not be an excuse for salespeople to fail to achieve their goals. This is what separates the excellent from the poor sales performers.

 

This seminar is intended to help the participants gain a better understanding of the changes in the selling environment. This gives them an opportunity to better prepare themselves with a better perspective and develop better skills to push them to succeed.

 

Who this seminar is for:

This seminar is designed primarily for sales people and sales leaders, as well as business professionals who are tasked with the planning, designing and implementing of sales growth activities within a company.

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What you will learn:

 

Module I – Growth in an Uncertain Business Climate

 

A.  What is Growth?

 

1. Growth defined
2. Understanding the Measures of Effectiveness in Sales Growth

B.  Analyzing the Uncertainties we face

 

1. Getting a Feel of the Business Environment
2. The Basics of Growing Sales in Tough Times

a.      When does Sales Growth happen?

b.      Why does Sales Decline happen?

c.      Selling based on Economic Realities

d.      Differentiating your Selling Style

e.      Choosing to Succeed against the odds

 

C.  Three Areas that will be different in an Economic Downturn

 

1. The Progression of the Sale

a.      Managing existing customers 

b.      Tapping new prospects and opportunities

c.      The Management of your Selling Time and Schedules

d.      Matching your Selling Process to the Client’s Buying Cycle

 

   2.  The Sale Approval Process

a.      Varying Buying Criteria and Decision Factors

b.      Lengthy Evaluation Process before Approval

c.      Emergence of More Sale Blockers

   

   3.  Nature of Client Objections

a.      Increase in “new” objections

b.      Higher client demands during negotiation

c.      Critical Areas to Prepare for

1)     The Belt-tightening Factor

2)     The Value Factor

3)     Negotiating from a Position of Power

 

Module II - Penetrating your Existing Market

 

A.  Identifying your Most Viable Customers

 

1. Differentiating your High Value vs. Low Value Customers
2. Matching your Sales Approach based on the Customer’s Value

B.  Developing Offerings that Reflect the Customers’ Situation

 

1. Specifying the Customers’ Incentives and Rewards if they buy from you
2. Packaging your Product to reflect the market sentiment and buying mood
3. Product and Service Strategies that boost customer buying

Module III – Tapping New Sources of Sales

A.  Expand your Customer Focus

 

1. Targeting High Value Prospects and Leads
2. Setting the Criteria for High Value Prospects
3. The NBATC Approach

B.  Planning your Moves for New Opportunity Capture

 

1. Analyzing the Prospect’s Buying Process
2. Assessing your Positioning with the Decision Makers
3. Creating your Opportunity Capture Plan
4. Implementing and Evaluating your Results

Module IV – Clarifying your Sales Focus: Sales Growth Action Planning

 

A.  Creating your Sales Growth Action Plan

 

1. Specifying your Sales Goals
2. Identifying your Sources of Sales to meet your Goals

a.      Existing Sources

b.      New Sources

   3.  Analyzing the Sales Challenges that you face

a.      Internal Factors

b.      External Factors

 

   4.  Action Planning to Address each Challenge

a.      Procedural Action Steps

b.      Resources Needed

c.      Person/s Responsible

d.      Time Frame for Accomplishment

e.      Key Results or Target Accomplishments

   5. Evaluating your Results

a.      Goal vs. Results Analysis

b.      Understanding the Causes of the Gap

c.      Taking Corrective Actions

 

B.  The Elements of Sustainable Sales Growth

1. Attitude
2. Commitment
3. Discipline
4. Challenges
5. Courage
6. Action

Please note:

P7, 500 + VAT rate applicable starting March 6, 2009

P8, 500 + VAT rate for on-site payments

 

 

DURATION: 1-Day

RATE: 7500.00 Peso

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