Sell More

by GIBS Business School Claim Listing

Yes. It’s sales culture: the understanding of, attitude towards, and way of selling that infuses your organisation. But sales culture isn’t only about you, your team and your company. It begins and ends with a relentless focus on the customer – and this programme teaches everything you need to know.

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Course Details

Yes. It’s sales culture: the understanding of, attitude towards, and way of selling that infuses your organisation. But sales culture isn’t only about you, your team and your company. It begins and ends with a relentless focus on the customer – and this programme teaches everything you need to know.

 

This three-day programme will cover the following content:

  • Session 1: Building a Successful Sales Message
    • Speaking to your prospect in a way that gets their attention means being able to craft and deliver customer-driven sales messages. Find out how to define yours using words that speak to the customers’ needs. You’ll focus on your company's sales messages and learn how to infuse your business with the most powerful best practices and techniques.
  • Session 2: Using Animation and Visualisation for Sales
    • Bullet points don’t really work. Text can’t sell for you. And that’s because the power of any presentation is you! Deliver sales pitches that customers can relate to, understand and retain, via impactful presentations and proposals that make you and your message stand out. You’ll focus on the “attention first, retention second” principle, appreciate the narrative as a route to the human heart, and learn how to best relate via visualisation and animation.  
  • Session 3: Focusing on Your Best Sales Opportunities 
    • So much time is wasted chasing prospects that were never going to buy in the first place! Be able to tell, upfront, which leads are promising and which are not. Determine your own Go/No Go filters, identify where your best opportunities lie, and know what research and data to collect to inform your decision-making. 
  • Session 4: Facilitating a Sales Process and Big Bid Process
    • Sales, as a profession, should centre on continuous improvement. Just like any professional athlete, you must practise, measure, set goals and prepare, to remain at the top of your game. And when it comes to the big game, meticulous preparation is key. A defined “Big Bid Process” will ensure that you’re best positioned to win when it counts. Break-out discussions guide students through designing bespoke sales steps for day-to-day sales activities.
  • Session 5: Measuring What’s Meaningful, Early On
    • When you measure how much you’ve sold and you draw conclusions based on that, you’re missing an opportunity to take pre-emptive action. Learn to build early indicators into your sales environment, to gain a sense of what’s working and what’s not. Establish trends so your decisions can be based on good intelligence, not emotion. Measure your activity in real time and know how and when to pivot to achieve your desired results.
  • Session 6: Asking for and Closing the Sale
    • Yes, the closing session of this programme deals with... how to close! Learn how to facilitate a sales discussion that results in a definitive response and understand how to avoid a negotiation spiral.
  • Johannesburg Branch

    26 Melville Rd, Illovo, Johannesburg

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