Complete Salesperson Course: The Seven Traits

The Traits

1. Sales Competence
2. Commercial Knowledge
3. Business Development Capabilities
4. Bidding and Tendering
5. Application of Excel and PowerPoint in Sales
6. Use of Digital Media
7. Presentation Skills.

Course Contents

Day One

Sales Competence

• Personal traits:

- external focus

- internal focus

- flexibility

- self control

• The 80% salesperson's handicap
• Success aspirations
• Mastering cost-value balance
• Handling resistance:

- if it's a doubt

- if it's a misunderstanding

- if it's real

• The A-B-C of sale closing
• Building customer relationships that endure

- 3A = 3P

- open lines of communication

- mastering customer equity

• Focusing on metrics that matter
• The salesperson's Force-Field analysis.

Day Two

Business Development Process

• What is trending - spot development potentials
• Build  a credible market position
• Track individual contributors for commercial accomplishments
• Bidding and Tendering
• Write business proposals
• Negotiate successfully.

Commercial Knowledge

• Cash sales and cash flow
• Business growth
• Pricing power
• Margin and profit
• Revenue Generation - Focus on what makes the business Money.

Day Three

Application of Excel in Sales

• Understanding Spreadsheet
• The Menus
• How Excel Handles What You Type

- Data in Excel

• How Are Charts Made
• Sorting and Filtering for Report Making
• Freezing Panes for Report Viewing.

PowerPoint Skills for Effective Presentations

• Create Slides
• Enter and Format Text
• Add Picture and ClipArt
• Slide Show Effects – Transitions, Slide Animation

Day Four

Use of Digital Media

• The Digital Marketing Platform

- What really is digital marketing?

- Digital marketing vs Traditional marketing

- Recent trends in the global business and marketing world

- The components of Digital Marketing

• Social Media Marketing

- Social Media fundamentals

• What really is social media?
• How did the social media come about?
• How does the social media work?
• What are the current global trends for businesses?

Day Five

Business Pitch and Presentation

• Sales presentation
• Proposals presentation
• Reports presentation
• Technical lecture
• Motivational speaking.