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Content - Maximising Your Sales Performance
The programme will be a highly relevant session for business people who sell or are responsible for sales and selling. The session will be highly motivational, participative and full of real life examples. Maxima will use the theme of individuals auditing their own sales performance and the sales performance of their organisation in terms of skills and process. This will help participants identify areas where they can improve in 2010 to maximise their sales performance. The content will be tailored according to the types of business present in the audience.
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Aim
To enable participants to audit their own personal sales performance at both an organisational and personal level in order to identify where positive evolution is required to maximise their sales performance in 2010
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Topic areas
? Attitude and sales performance
? The 10% sales challenge
? The natural law of the sales cycle
? Personal sales image
? Maximising sales conversion from enquiries
? Maximising sales conversion from show rounds/product demonstrations/ sales presentations (This will depend on audience mix)
? Finding new business
? Getting appointments with key decision makers
? Face-to face selling techniques ? ONE STOP Selling
? Opening a sales conversation
? Needs analysis
? Exploring other opportunities to up sell
? Summarising the customer need and selecting the best solution
? Turning the customer on to the solution
? Overcoming customer resistance
? Positive commitment
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