Solution Selling in the New Virtual Environment – SOLD OUT

Start date: 28 April 2021

Duration: 28th April, 5th, 12th, 19th, 26th May & 2nd June (9:30am - 12:30pm)

Location: Online

Certificate: N/A

Cost: €379 for members (€420 for non-members)

Course code: N/A

Programme overview

Covid 19 has decimated sales & revenue across most industries, it is becoming increasingly difficult to maintain sales throughout this difficult period. This intensive 6-week course is a high energy, engaging and fun programme that will assist sales professionals adjust to the new virtual selling environment.

It will encourage trainees to question their success to date, understand their strengths and weaknesses, understand personalities to build better relationships with their clients, focus on high-value tasks, perfect the sales pitch and improve the ability to close.

The programme includes an hour of one to one coaching for each trainee with Rob Marr upon conclusion.

Rob Marr is one of Irelands leading trainers with over 20 years experience in delivering high-quality, high impact sales training. He has worked with Multi-Nationals, SMEs and startups across Ireland, the UK, Canada and America. Rob's clients typically experience a 5% - 50% jump in year on year sales. Rob passionately believes that individuals are capable of way more than they believe, his focus is to bring individuals and teams to the "Next Level".

Learning Outcomes

On completion of the training programme, participants will:

Module 1 – Solution Selling

  • Updating the Solution Selling Model
  • Understanding the Rules of Coaching
  • How to use Training
  • Mentoring & Coaching
  • Strategic Planning Tool & Investigation Pitch

Module 2 – Strategy & Time

  • How to Value your Time and Effectively Use It.
  • Planning Tactically & Strategically in your Territory for Sales Growth
  • Prep for Key Account Meetings

Module 3 – Key Account Management

  • Analysing your Key Accounts
  • Analysing your Product Gaps
  • Service Level Focus
  • Service & Programme Gaps

Module 4 – Communication & Tech

  • How to Create Powerful Value Proposition for Products & Services
  • Core Communication Skills
  • Creating Powerful Online Pitches & Presentations
  • How to Tame your Tech

Module 5 – Selling & Pitching Online

  • Great Questions Get Great Answers
  • How to Get Meetings
  • Building Your Own Questions Toolbox
  • The Solution Selling Conversation
  • Live Customer Calling

Module 6 – Closing & Objection Handling

  • Pre-Closing Techniques
  • How to Close the Sale
  • Programme & Progress Review
  • How to Navigate Objections
  • PDP Created for Continued Development

Coaching

1 hour One to One Coaching

Who Is This Course For?

This course is best suited to anyone involved in sales from experienced vets to newcomers.

Modules

Module 1 – Solution Selling

  • Updating the Solution Selling Model
  • Understanding the Rules of Coaching
  • How to use Training
  • Mentoring & Coaching
  • Strategic Planning Tool & Investigation Pitch

Module 2 – Strategy & Time

  • How to Value your Time and Effectively Use It.
  • Planning Tactically & Strategically in your Territory for Sales Growth
  • Prep for Key Account Meetings

Module 3 – Key Account Management

  • Analysing your Key Accounts
  • Analysing your Product Gaps
  • Service Level Focus
  • Service & Programme Gaps

Module 4 – Communication & Tech

  • How to Create Powerful Value Proposition for Products & Services
  • Core Communication Skills
  • Creating Powerful Online Pitches & Presentations
  • How to Tame your Tech

Module 5 – Selling & Pitching Online

  • Great Questions Get Great Answers
  • How to Get Meetings
  • Building Your Own Questions Toolbox
  • The Solution Selling Conversation
  • Live Customer Calling

Module 6 – Closing & Objection Handling

  • Pre-Closing Techniques
  • How to Close the Sale
  • Programme & Progress Review
  • How to Navigate Objections
  • PDP Created for Continued Development

Coaching

1 hour One to One Coaching

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Applications Closing on 27/04/2021

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