2014 course brochure - the academy for sales excellence · 2014 course brochure the academy for...

2014 Course Brochure

The Academy For Sales www.theacademyforsales.com [email protected] +971 44 438 138

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THE ACADEMY FOR SALES PORTFOLIO

The Academy For Sales www.theacademyforsales.com [email protected] +971 44 438 138 2

Corporate Programs

Key Note Speaking 4

Basic Selling Skills 5

Merchandizing Skills 6

Systematic Sales Acceleration 7

Key Account Management 8

Systematic Negotiation Skills 9

Coaching and Leadership Skills for Sales Manager

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Effective Sales Presentation Skills 11

Sales Technology 12

Customized Sales Training Programs 13

Sales Coaching 14

Sales Recruiting 15

Public Programs

Train the Trainer 16

Sales and Negotiations Boot Camp 17

Online Programs

Selling Made Easy 18

KEY NOTE SPEAKING

The World Class Sales Organization- Are you part of the elite 3%?

In our new economic reality, what worked just a decade or two ago has become obsolete. And thus the answers have also changed here as well! With the rise of information technologies, customers are more educated and your competitors are able to offer an almost identical product to yours. Not to mention that most decisions that were made by middle management have moved up the ladder due to the recent economic climate and the attention to the bottom line top executives are forced to focus on.

If you are not getting the sales results you want, your competitors probably are.

What is that actually costing you and your company?

How much more business could you be doing if your sales team had the “know how” and secrets used by world class sales organizations?

Having a GREAT Sales Team does not cut it anymore in the super competitive environment. The only way to win and stay ahead of your competition is to elevate your team to “World Class”.

Your audience will learn:

• What does it REALLY mean to be a “WORLD CLASS” sales organization

• If being the best is truly mental, what is your organizations “mental sales capacity”

• How to become a “WORLD CLASS” sales organization

• How World Class Athletes and World Class sales organizations are the same

• The Secrets of World Class Sales organizations that if adopted and implemented, win over 95% of the time


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BASIC SELLING SKILLS (Duration 2 Days)

The Program- “Nothing happens until something is sold” unless you have the necessary skills to uncover a customer’s needs or “pain” associated to that need, you will not make a sale.

This course enables participants to excel in developing “core selling skills” for B2B and B2B sales professionals. During this highly interactive class, you will learn a proven systematic sales process that you can use immediately with your customers.

Ideal Candidates – This course is designed for the B2B and B2C salesperson who has had some sales training or no formal or anyone looking for a refresher or someone transitioning into sales.

Course Benefits

• Participants will be enabled with specific skills to:

• Systematically apply a structured plan for your customer

• Learn how to properly research, analyze and plan your sales call

• How to uncover the customers “needs” or why they should do business with you

• How to crush your competition

• Closing techniques that work to get the sale

• Basic negotiations

• Customer behavioral styles and how to deal with them

• What to do after the sale has been made

• Certificate of Completion

The Academy For Sales

www.theacademyforsales.com [email protected] +971 44 438 138

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MERCHANDISING SKILLS (Duration 2 Days)

The Program- “The retail store’s shelf is the final battleground… If it’s advertising that gets customers into the store, it’s merchandising that gets them to select one product over another once they’re there” -William Keenan

Do your sales delegates understand the role and importance of merchandising within an overall commercial plan? Do they truly understand the key variables that make up a practical merchandising solution? Do they know how the shopper/consumer interacts and what critical steps need to take place so your product wins at the point of purchase? Do they know their competitive edge? Do you want to sell more?

Essential Merchandising Skills is a training course that uses proven techniques to yield measurable results. This is an action based course using the proven Science of Merchandising Skills techniques that have resulted in 80% increase in sales if practiced correctly.

Ideal Candidates- Sales Managers, Merchandisers, Merchandiser Managers, Merchandising Supervisor, Business Development Managers, Account Managers, Key Account Managers


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Course Benefits Participants will be enabled with specific skills to: • Basic Principles of Merchandising • Merchandising as a critical part of influencing the Point of Purchase in an

outlet • Merchandising Key Themes • Right product, at the Right time, at the Right place, at the Right Quantity

and the Right quality. • Purpose of Merchandising. • How to Merchandise to stimulate the shoppers senses • Fundamental differences between a shopper and a consumer. • Understanding

• Traffic Flow • Traffic Builder • Sign posts • Hot spots

• How to Merchandise to stimulate the shoppers senses • Merchandising guidelines • Fundamental Best Practices • Certificate of Completion

SYSTEMATIC SALES ACCELERATION (Duration: 2 days)

The Program: Are you selling what the customer needs or what you have to offer?

This course enables participants to excel in developing and strengthening business relationships with their specific customers. During this program, participants will role play and applying the principles learned to identify the decision making process of the buying organization, uncover specific customer needs, match specific solutions, build value, close the sale, handle objections, deal with different customer behavioral styles and learn the art of building rapport consciously and unconsciously utilizing Neuro Linguistic Programming techniques.

Every executive will be empowered with a clear engagement strategy ready to implement with their customer to gain maximum results.

Ideal Candidates: Sales executives, telesales, account managers, sales managers and other business professionals eager to improve their solution and consultative selling skills will benefit greatly from this course.


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Course Benefits Participants will be enabled with specific skills to: Identify real decision makers in a complex organization (an organization with multiple contact points) and learn how to speak their business language. Apply the successful ’5 Steps to Effective in Call Selling’. Design and employ strategic questioning skills to identify risks, loss of security and consequences that will help customers recognize the value addition and long term benefits you bring them. Eliminate objections before they appear and handle challenging situations with poise. Identify behavioral styles of their clients allowing them to develop and structure an argument to impact their natural way of thinking.

SYSTEMATIC KEY ACCOUNT MANAGEMENT (Duration: 2 days)

The Program: In today’s challenging business environment, your key accounts are being targeted by your competitors! If 80% of your business is coming from 20% of your customers then it’s safe to assume that this 20% is essential to the overall long term success of the organization. We refer to that 20% as external assets of the company.

Just as any asset, it requires a certain level of maintenance and attention in order to ensure its continued functionality. This program becomes a strategic tool in developing existing relationships and attracting new ones.

How would your business be affected should you lose a key account? How much faster could you grow and achieve success by developing and sustaining long term relationships with your key accounts?

Our “Systematic Key Account Management Process” allows the account managers to define, structure and deliver their key account plans to achieve their organizations’ long term objectives.

Ideal Candidates: Key account managers, sales managers, sales directors and other “C” level executives that are involved in Key Account customer engagements will greatly benefit from this course.


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Course Benefits Participants will be enabled with specific skills to: Differentiate between selling and key account management Understand the buying process and influencers involved in it Defining the unique business drivers and personal needs of the client and the type of Key Account Relationship Structuring the engagement strategy and contact matrix Analyze macro and micro environment to structure optimum customer opportunities Identifying ideal Key Account criteria Creating action plans and accountability

SYSTEMATIC NEGOTIATION SKILLS (Duration: 2 days)

The Program:

In order to be successful in business, you need to learn the fundamentals of negotiations. This course will teach you what you a proven methodology that is customized for you to WIN here dealing with multiple cultures in the Middle East. There are 8 Key principles that you must master if you want to be successful.

Ideal Candidates: Account managers, salespeople, telesales, business development managers, sales managers, buyers, purchasing managers and anyone looking need to improve their negotiation skills.

Course Benefits:

Participants will be enabled with specific skills to:

• Negotiations Basic’s

• Develop mindset and beliefs of successful negotiators

• How to plan your negotiation

• Stop making common negotiating mistakes.

• Learn win/win negotiation.

• Learn when to not negotiate

• The Power Negotiators formula for success

• Dealing with challenging buyers

• Learn the “tricks” that your customers use against you



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COACHING AND LEADERSHIP SKILLS FOR SALES MANAGERS (Duration: 2 days)

The Program: Developing performance through others remains the one skill that will differentiate the average from the top performing managers. In addition, the proper leadership and coaching environment will enhance staff motivation, engagement, and retention. This will in turn drive productivity and build a positive culture that drives accountability. If you feel that there is still untapped potential in your people, then this program will enable you to bring it out. (Apart from this highly interactive training program, additional coaching of the coaches is recommended.)

Ideal Candidates: Sales supervisors, managers, directors involved in developing performance of the field sales force will greatly benefit from this course.

Course Benefits:

Participants will be enabled with specific skills to:

• Identify their leadership styles and their blind spots

• Differentiate between various coaching styles that drive performance and when to use them

• Identify behavioral styles of subordinates to effectively coach and mentor them to success

• Prioritize who to coach and what to coach them on?

• Structure a coaching conversation that brings results

• Giving feedback and how to handle poor performers

• Understand principles of field coaching and that of writing of development plans



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EFFECTIVE PRESENTATION SKILLS (Duration 2 days)

The Program

Power Presentations at the Highest Level. This course is designed for those that have basic presentation skills but want to take their game to the next level. You will learn the latest techniques and standards that are expected in this highly competitive environment.

Ideal Candidates:

Senior managers, sales managers, sales personnel who have basic presentation skills and are looking to improve and deliver first-rate presentations.

Course Benefits

Participants will be enabled with specific skills:

• To introduce powerful presentation techniques for effective results oriented presentations

• Teach the latest techniques on how to handle the audience

• To allow the sales professional to receive constructive feedback on their current style of presentations in a safe and supportive environment

• Increase confidence to deliver top class presentations

• Learn how to speak naturally, persuasively and effectively to audiences

• Learn how to deal with interruption’s and challenging situation’s


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SALES TECHNOLOGY

i-Snapshot

How would you like to increase sales and activity by over 19% regardless of business size or sector?

I-snapshot is a sales activity reporting tool for field sales team. A quick and easy way to record the outcome of a sales visit via a text message or an app.

This simple to use tool results in the sales force generating a higher return from their time in the field. It is quick and easy to use. This alone has an impact on the success of the sales force as it frees up their time significantly on call reporting, leaving more time to sell.

The online dashboard contains a wealth of real time information on sales force activity. Instead of spending hours and days of management time sourcing and collating information from a number of systems, the relevant statistics that are needed to ensure that the sales teams are spending their time generating a higher return on investment, are only a few clicks away. Managers can use this information to identify which activities are more successful and replicate throughout their teams resulting in increases sales revenue.


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TRAIN THE TRAINER (Duration 2 Days)

The Program

In today’s competitive environment, it is imperative for successful companies to deliver top notch training. This program is designed for in company trainers or independent training consultants wanting to improve their current capabilities and to prepare and deliver top quality on the job and off the job training.

Ideal Candidates: In company trainers, independent training consultants, anyone wants to improve their current training capabilities or anyone new to training.

Course Benefits

Participants will be enabled with specific skills:

• Knowledge of “effective training” in the Middle East and how it is different

• How to write and design training materials

• A “training tool box” to assist you with your training delivery

• Dealing with challenging participants

• Individual presentations

• A proven systematic approach to learning

• How people really learn

• Training evaluations

• Certificate of completion


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SALES AND NEGOTIATION BOOT CAMP

Live Public Work Shop

Do you feel stuck, frustrated and overwhelmed trying to negotiate

with your clients?

Get ready to discover the “Secrets to Negotiating” the Best deals all the time so you can confidently negotiate, close more deals and earn

more money!

• During this “Boot Camp” you will discover:

• Why people negotiate and how to develop the mindset, beliefs and traits of effective negotiators

• The traits of successful negotiators

• How to qualify your prospective buyers and negotiate when there are multiple decision makers involved.

• How to shift the power in the negotiation to your favor

• How to overcome intimidation and emotional obstacles

• How to create satisfied customers even if they pay a premium for your product or services

• The secret to lead win/win negotiations with ease and feel good about it

• The method to spot and neutralize negotiation tricks so that you retain your margins

• The 4 negotiations styles and when to use them

• The 3 most important steps to plan and negotiate anything like a pro!

• Stop dreaming and start getting more of what you want by Negotiating better now!


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SELLING MADE EASY On Line Sales Training Course


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2014 course brochure - the academy for sales excellence · 2014 course brochure the academy for...

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