| e-LEARNING COURSES - WINWIN SELLING® |
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| Our online sales training - WinWin Selling® - comprises four independent modules: |
| Each module has its own separate objectives and is divided into four sub-sections. The course requires the student to complete over sixty online activities, which are sent automatically to the tutor / coach for comment. |
| • Module 1 The Magic of Motivation |
| • Module 2 Creating Customers |
| • Module 3 WinWin Selling® - A Formula for Success |
| • Module 4 Negotiating Profitable Sales |
| On-Line Coach |
| As you progress through this course, your on-line coach will be responding to pre-selected activities. The role of your coach is to offer: |
| • Assistance and encouragement |
| • Quality guidance |
| • Speedy response to questions and comments |
| • Positive and helpful observations |
| To maximise the benefits of the learning, quality two-way communication is important. You are not confined only to the course material, if your tutor can help with other motivational issues, be sure to send a message. |
| Course Objectives |
| WinWin Selling® will provide you with guidance on: |
| • How to become a top-class professional |
| • Maintaining high standards of confidence and motivation |
| • Winning the continuous support of all business contacts |
| • Gaining a competitive edge at critical stages in the selling process |
| • Creating and designing winning customer proposals |
| • Many tried and tested ways to maximise selling opportunities |
| Content of Four Separate Modules |
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| Module 1 The Magic of Motivation |
| Motivation, confidence and enthusiasm are the three essential attributes common to all outstanding professional salespeople - skills that anybody can acquire and improve. In this module we discuss how to: |
| • Maximise the personal benefits of this course |
| • Develop skills that will boost and sustain motivation |
| • Identify the personal skills necessary to win people's support |
| • Achieve a co-operative client-seller selling relationship |
| • Build relationships through the principles of win/win |
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| Module 2 Creating Customers |
| The average salesperson has approximately 2,000 annual working hours available, yet, remarkably, less than 10% of that time is actually spent face to face with the customer. In this module we discuss how to: |
| • Working smarter - not harder |
| • Identifying essential customer benefits |
| • Gaining a valuable competitive edge |
| • Getting to see more prospects |
| • Stimulating sales through professional fact-finding |
| • Focusing efforts - yielding more profitable results |
| • Maximise selling efficiency |
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| Module 3 WinWin Selling® - A Formula for Success |
| When you look in the mirror, does it ever strike you that you may be looking at your No 1 competitor? A badly chosen word, a standard quotation, an ill-timed remark or a familiar sales technique are just some of the many own goals scored by salespeople every day. |
| In this module, we will demonstrate powerful ideas on: |
| • Making a positive first impression |
| • Planning professional fact finding meetings |
| • Making outstanding sales presentations |
| • Designing and presenting highly professional proposals |
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| Module 4 Negotiating Profitable Sales |
| In competitive markets, it is often the little gestures that separate one salesperson from another. This critical part of the relationship is normally relegated to faceless people back at the office. Here we discuss: |
| • Dealing with customer concerns about buying |
| • Dealing with the sensitive issue of price |
| • Negotiating profitable sales |
| • Increasing sales through better customer satisfaction |
| • Converting serious customer problems into selling opportunities |
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| Target Audience |
| WinWin Selling® is almost unique as it embraces various selling audiences: |
| • Experienced Salespeople |
| • Sales Consultants |
| • Professional Field Salespeople |
| • Telesales and Telemarketing Personnel |
| • Indoor Sales |
| • Technical Salespeople |
| • People in Sales Support Roles |
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| Experienced sellers will find this course to be a powerful refresher as it concentrates on areas not usually included in sales development. Furthermore, in consultation with your online coach, you can select parts of the course deemed to be important to the overall achievement of your personal objectives. |
