Complete Salesperson Course: The Seven Traits

The Traits

• Sales Competence
• Commercial Knowledge
• Business Development Capabilities
• Bidding and Tendering
• Application of Excel and PowerPoint in Sales
• Use of Digital Media
• 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.