Sales Leadership
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Duration:
1 day
Level:
Intermediary
Course Code:
SEL101
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Course Objectives
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The objectives of this one-day program are:
- to become familiar with thinking in sales terms
- to be able to determine your own personal strengths – and prove it!
- to understand how and where to change your style to get the deal
- to be able to use negotiation tactics to maximise your results
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Course Abstract
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In an IT world of rapid change the focus among professionals is very much on staying sharp and up to date on the technical side. This is a fallacy! Do not get dragged onto this never ending treadmill.
If you want to protect yourself from irrelevance and extinction, you have to boost your sales skills.
Look at it this way: Which is more likely to keep you fed – better sales skills or better database skills? Not much point in being a database expert if you cannot persuade the client to choose you to do the work in the first place!
This course/conference is designed to give you 10 easy to remember, easy to use tools to strengthen your self-confidence in front of clients and increase your conversion ratio from proposal to contract. |
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Course Outline
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| Session Title |
Session Description |
Time |
| What is 'Sales'? |
• How to sell a BMW?
• Any similarities to IT?
• It is a numbers game
• Inspirational leaders who can sell |
1.0 hour |
| Personality Types |
• Description of types/theories
• How to read your own type
• How to read other people's type
• Personality types under stress |
2.0 hours |
| Negotiation Tactics |
• Dealing with irrational buyers
• RV, BATNA, ZOPA
• Anchoring
• Contingency contracts |
2.0 hours |
| How To Manage Your Relationships |
• Building relationships
• Principled selling
• Consultative selling
• Be S.M.A.R.T.! |
1.0 hour |
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Target Audience
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The target audience for this course include:
- IT Developers
- Business Analysts
- Sales Managers at IT firms
- Thought Leaders
- Managers at larger firms
- Owners at smaller firms
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