Managerial Sales Skills
Managerial sales skills help us to carry out activities behind the scenes so that we keep winning new customers. They are used by everybody who is successful in selling and are very different from other Management Skills.
They are important because they help us to comprehend customers, competitors and businesses. Additionally the ability to understand people's business strategies, position our own value, market to others in the right way and make effective presentations all have a huge bearing on how successful we are at meeting our sales targets. Knowing what is important to customers, how to deliver what they want and keep them happy over the length of a business relationship are all part of the fundamentals of good selling and everyone has to learn these skills to succeed.
Just think how disappointed we are when someone with a good product or service turns up and gives an awful presentation. It is easy to see that if learning these skills is left to chance then that is usually followed by a heavy price being paid. A brief description of each course that covers these skills is shown below:
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This course enables you to:
 Appreciate how to work closely with customers to gain respect, trust and confidence so that you win new customers and retaining existing ones
- Examine generic corporate needs, strategic direction and competitive advantage
- Demonstrate a commitment to your customers’ growth and ability to meet their business targets
- Make customers believe that you are truly a partner by demonstrating you understand your customers' business strategies
- Know what’s important to the other party so that you build and maintain successful relationships
- Understand how to judge whether we would buy from ourselves by putting ourselves in our customers’ shoes
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This course enables you to:
 Appreciate why "positioning value" unlocks more doors than other forms of selling, regardless of what you sell
- Use value propositions to differentiate yourself by specifically mapping your offerings onto your customers’ stated requirements
- Understand your customer's business to “create demand” for value
- Use value propositions so that the price argument becomes secondary
- Convince people that your story is much better than your competitor's
- Know why not creating demand means that you are in danger of merely servicing it by just "order taking"
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This course enables you to:
 Let people know that you exist and what you can do for them
- Make people aware of how you can meet their needs, so they come to you rather than you having to go to each one of them
- Make Sales more easily by setting that up through great Marketing
- Define your key Marketing messages and knowing the profile of the people you are seeking as “typical buyers”
- Convey your Marketing messages to your target market
- Have a compelling proposition which describes your product and is a "call to arms" for buying from you
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This course enables you to:
 Give presentations that inform, invigorate and inspire so that your audiences don’t drift off
- Make the most of an opportunity to influence a lot of people at the same time by presenting well to them
- Understand how to maximise the impact of our five key component model: objective, speaker, room, audience and the message itself
- Appreciate the major do's and don'ts for each of these areas to ensure your next presentations inform, educate and entertain
- Ensure your audiences remember what you said and more importantly acted on it afterwards
- Make quality presentations that enable you to make sales more effectively
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This course enables you to:
 Understand that people only buy from people they like and relationships are difficult to get right every time
- Appreciate why having the best product in the world is no guarantee for making sales but having the best business relationships guarantees revenue
- Know why the power of good relationships in business is so important that if you leave that to chance you win far less business than you should
- Know how to get the best out of the team around you
- Comprehend how building relationships internally and externally helps you meet sales targets more than any other single skill
- Appreciate the differences between strategic and tactical selling
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