|  BUSINESS CHALLENGE
To be successful, today’s salesperson must be very well organised, know how to plan a strategy for success, know what to do before, during and after the face to face meeting with the prospect or customer. This course is designed to provide participants with strategies, tools and an easy to use process for improving their sales efforts.
 TARGET AUDIENCE
Designed for new sales people and those at an intermediate level.
 LEARNING OUTCOMES
On successful completion of this programme, it is expected you will understand:
- How successful salespeople think and how their inner drive makes them achieve
- How to stay motivated in spite of rejection being a daily part of selling
- Crucial disciplines including prospecting and territory management
- Questioning and listening skills, plus other persuasion tactics
- Why people buy, and how understanding this changes everything
- The five steps to the sale including:
- How to handle the greeting process
- How to probe for important information (qualify the client)
- How to match the client with solutions to their needs and sell the benefits
- How to manage client concerns (objections)
- How to close the sale
 PROGRAMME STRUCTURE
Interactive theory sessions and discussions are accompanied by opportunities to practise the skills taught.
 IN-COMPANY OPTION
NZIM will partner with you to deliver a customised programme for your organisation. NZIM partner with some of New Zealand’s leading organisations, to deliver high quality learning programmes, designed to meet specific organisational needs.
 SALES DEVELOPMENT PATHWAY
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