What study options do I have?
This brochure contains information on 6 study options.
Full Program:
- Business to Business Sales Training Program
Single Units:
- Closing and Objection Handling
- Defining the Target Market
- Managing the Sales Conversation and Understanding Client Needs
- Prioritisation and Planning
- Understanding & Managing the Sales Process
Overview
This program provides specialised guidance for anyone working in a business-to-business sales role. Upon completion of this program, you will have the tools to better identify how to develop your target market and follow through with successful sales.
At the successful completion of this course you will be able to:-
- Identify and prioritise your key personal development areas
- Identify your addressable, selected and target markets
- Define your approach to planning
- Develop a comprehensive portfolio and territory plan to maximise the probability of converting opportunities
- Complete a detailed client plan and activity plan to identify the right approach to engage key stakeholders
- Frame your sales conversations to maximise your client interactions
- Articulate the importance of managing the end-to-end sales process
- Select the closing technique to suit your client and use the CEACR technique to address objections in the moment
Duration
5 hours
Cost
$850
Overview
This module is designed to help sales professionals successfully complete the sales cycle. In dealing effectively with the objections and being able to close the sale, a salesperson can start to boost their client list.
At the successful completion of this course you will be able to:-
- Proactively manage the end-to-end sales process
- Select the closing technique that best suits the client and opportunity
- Understand why clients object
- Formulate strategies for making your answer count
- Use the CEACR technique to address objections in the moment
Duration
1 hours
Cost
$255
Overview
This module provides guidance on our sales practices that enable you to perform at your full potential.
It provides you with valuable tools that can help you begin your journey as a sales professional.
It will help you plan your sales, define your target markets and describe your ideal client profile.
At the successful completion of this course you will be able to:-
- Define where planning fits into the overall sales process
- Identify your addressable, selected and target markets
- Construct your ideal client profile
- Define your approach to planning
Duration
1 hours
Cost
$255
Overview
This module has been designed to give you the foundations for planning and executing successful sales conversations, whether over the phone or face-to-face.
At the successful completion of this course you will be able to:-
- Effectively prepare for a sales meeting by defining desired objectives and outcomes
- Frame your sales conversations to ensure the interaction with your client gets off to a strong start
- Use effective questioning skills to engage your clients in meaningful conversations about their needs, objectives and drivers
- Articulate the value of your product, service or solution
- Obtain a commitment from your client to take the next step towards a successful outcome (e.g. a proposal, meeting again to discuss solutions in more detail, closing the deal)
Duration
1 hours
Cost
$255
Overview
This module provides guidance on how to create a sales plan for your own target market. It also provides guidance on how to create a comprehensive territory plan to ensure you are engaging key stakeholders.
At the successful completion of this course you will be able to:-
- Prioritise sales opportunities to maximise return on your sales effort
- Develop a comprehensive portfolio plan to maximise the probability of converting opportunities
- Complete a detailed client plan to identify the right approach to engage key stakeholders
- Prioritise sales opportunities to maximise return on the sales effort
- Develop a comprehensive territory plan
- Complete a detailed Activity Plan to identify the right approach to engage key stakeholders
Duration
1 hours
Cost
$255
Overview
This module forms the introduction to the Business-to-Business Sales Effectiveness Learning Program and is designed to provide you with a broad overview of the end-to-end sales process.
The program has been designed by sales professionals for sales professionals.
At the successful completion of this course, you will be able to:-
- Describe the key stages in the sales process
- Define high performing sales professionals
- Recognise the benefits of a well-defined sales process
- Clarify the critical objectives of your sales activity
- Identify and prioritise your key personal development areas as a sales professional
Duration
1 hours
Cost
$255
- You have 6 months to complete each course; however you may complete sooner.
- For your optimal learning experience it is recommended that you complete each course over a 3 week period to complete relevant activities and assessment.
How to Enrol Online:
- Take note of the Delivery Package Number:
- Log on to create or update your personal student profile.
- Select the course/s you are going to enrol in and follow the steps to complete and pay for your enrolment.
- Important! Print or save your receipt and enrolment confirmation.
Complete one of?the below enrolment forms:
Submit the enrolment form by Fax or Post.
Source: http://www.lnq.net.au/short-courses/online-courses/business-to-business-sales-training-programs/
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