DURATION: 3 days
CPD: 21 CPD hours
Price: 7,500 QAR Only (Price includes tuition, course materials, Certification, Launch and refreshments)
Venue: Millennium Hotel- Doha Qatar
Customer sophistication … fierce competition … commoditization … price obsession … complex sales cycles … globalization … changes in buying behaviours. Even in the face of these challenges, new sales opportunities are pursued and won.
Today you have to sell more efficiently and effectively than ever before. You face stiffer competition, more knowledgeable customers, tougher market conditions, and more ambitious quotas and targets; and if you are like most salespeople, you’re looking for any advantage you can find.
Professional Selling Skills (PSS) System III will give you that advantage – whether you’re a new salesperson just learning how to sell or an old hand refining and improving your selling techniques.
The PSS III program is based on extensive research and observation of real sales people on real sales calls. The skills you will learn are those which were identified as making the difference between success and failure on a sales call.
No matter what you sell, which markets you sell in, or what kinds of customers you sell to, PSS System III will sharpen your skills and improve your sales performance.
During PSS III, you’ll learn how to improve your control of sales calls by:
• Prepare for a sales call.
• Analyse your own selling performance both during and after calls.
• Analyse the performance of others.
You will also learn a common selling language that will help you to:
• Setting a direction at the beginning of a sales call.
• Asking the “right” questions during a call.
• Listening to ensure understanding.
• Recognising and making sure you are dealing with customer needs.
• Communicating how your product or service will satisfy those needs.
• Recognising and handling constantly changing customer attitudes.
• Closing in a way that is most likely to secure customer commitment
Who should attend?
• Junior and Senior Sales People
• Sales Supervisors
• Territory Sales Managers / Small Business Owners
About the trainer
Trainer | Chartered Marketer (UK) | FAIM (Australia) | MAMA (USA) | MCIPD (UK)
David Selva works with sales teams and business owners who want bigger better faster sales for the past 24 years. He specializes in training salespeople and their managers in the principles, strategies, and tactics of Professional Value-Added Selling.
David has helped improve business top lines and bottom lines for a diverse range of industries including business services, hospitality, travel, finance, technology, insurance, pharmaceutical, media and telecommunications. He has held executive and sales/marketing leadership positions in national and global performance improvement companies, where he developed a reputation as an industry leader in developing and motivating sales organisations to drive improved business performance.
David Selva obtained his qualification of The Post Graduate Diploma in Marketing in June 1992 from The Chartered Institute of Marketing (CIM-UK) and Diploma in Human Resource Training and Development from theChartered Institute of Personnel & Development (UK).
David is a Member of the Chartered Institute of Marketing (MCIM). He is also a Fellow of the Australian Institute of Management (FAIM) and a Member of the American Management Association (AMA) as well as Member of the Chartered Institute Personnel & Development (CIPD – UK).
In 1998 David won the world award for Principles and Practices of Selling, awarded by CIM (UK).
Syllabus & Agenda