This Sales & Marketing training workshop is designed to help those working in sales and marketing to identify, recruit and retain the perfect customer.
After attending our Sales & Marketing workshop, delegates will be able to:
- Identify the ‘perfect’ customer.
- Create powerful introductions.
- Fill the sales funnel.
- Understand the psychology of selling.
- Close and follow-up sales.
Workshop Overview
The Definition of Marketing
- The Sales and Marketing Interface
- Philosophies
Identifying the Perfect Customer
- Recognizing an Opportunity
- The Marketing Environment
- Research and Information Systems
Buyer Behaviour
- B-C, B-B, C-C
- Consumer Decision Processes
- Organisational Buying
Selecting the Perfect Customer
- Segmentation
- Targeting
- Positioning
Creating the Perfect Offering
- Product, Price, Place, Promotion
- Putting the P’s Together
- Multiple Mixes
Planning and Control
- Marketing Planning
- Forecasting and Expenditure
- Organization and Control
Filling the Funnel
- Enquiries
- Cold Calling
- Deepening Existing Relationships
- Networking and Gaining Referrals
Presentations
- Desired Result
- Features and Benefits
- Framework and Proof
- Objections
The DREAM Buying Path
- Do
- Repeat
- Evaluate
- Access
- Money
Powerful Introductions
- 30 Second Introductions and Commercials
- Identifying and Managing Buying Profiles
- Questioning, Language and Listening Skills
Closing and Follow-Up
- Buying Signals
- Closing Questions
Who Should Attend
Anyone interested in learning or developing their sales & marketing skills will benefit from this Sales & Marketing course, it is guaranteed to bring out new ideas that are specific to the individual’s experience & industry sector.
Instructional Methods
- Lecture
- discussion
- group exercises
- role-playing.
Duration
3 Days.
