21 Sales Management courses in Edinburgh

A sales manager's role has more to do with the ability to lead, mentor, and motivate a sales team to achieve or exceed an organisation's sales goals. This programme concentrates on these skills and behaviours enhancing their existing skills to new levels through the sales management process.

OVERVIEW -------------------------------------------------------------------------------- This course is designed to gain advanced sales techniques through traditional and modern selling techniques. It will help train the participants for a wide range of sale environments in diverse sectors. With the increase in neck-to-neck competition sales have become a major factor and a lot of new philosophies and modern techniques including new sales methodology has been introduced in the sales industry. As a salesperson who is directly involved in sales or even managers who are into products and services, knowing how to sell is an incredibly useful skill. The course is designed with a lot of practical exercises, and modern techniques, taking from basic to advance level which will help the delegates to attain the skills they require and start implementing what they learned.

OVERVIEW -------------------------------------------------------------------------------- Any business life is completely dependent on Sales and Marketing. It delivers a significant business benefit. Providing effective training in Sales and Marketing helps boost sales, increase profit, create a brand image and also improve customer satisfaction.  The role of a sales director is crucial in improving an organization's revenue and sales. A good sales director can affect the overall performance of a business. The course is designed with a lot of practical exercises, and modern techniques, taking the delegates' skills to an advanced level. This will help the delegates to attain the skills they require and implement what they learn in their work efficiently and to their highest potential. This course will help review overall sales strategies and how they can contribute in order to achieve a desired positive outcome. It will set measurable objectives and standards within the team and will boost the confidence in their performance and achieve the objectives. 

Successful account management requires time and investment to achieve high levels of customer satisfaction and develop new business opportunities. Ensuring you are equipped with the right tools to approach every customer interaction in a structured way will help you have productive relationships with your clients. Whether you're new to account management or experienced in business development and looking to expand your skillset, understanding how you can maximise customer relationships will be key to your success. We have developed this programme to be practical, fun and interactive. Participants will have the opportunity to learn and practice a number of key skills that will see successful results, and are encouraged to bring real life examples to the course so that learning can be translated to real world scenarios. This course will help participants: * Learn how to plan growth and increase revenue from existing accounts * Develop skills to build and develop essential relationships to increase value and visibility * Learn how best to create loyalty and customer satisfaction * Identify how to set account targets and development plan for building contacts and cross-selling * Develop persuasion and influencing skills to better define needs and develop opportunities * Learn how to add value at all stages; plus gaining competitive advantage * Develop an up-selling, cross-selling strategy 1 PERFORMANCE METRICS FOR ACCOUNT MANAGEMENT * Introduction to the PROFIT account management model * Using practical tools to measure account performance and success * Planning your account strategy - red flags and green lights 2 RELATIONSHIPS FOR ACCOUNT MANAGEMENT * How to build and manage key relationships * Producing a 'relationship matrix' * Developing a coach or advocate 3 SETTING OBJECTIVES FOR YOUR ACCOUNT * Developing an upselling cross-selling strategy * Setting jointly agreed goals, objectives and business plans * Planning session 4 FEEDBACK AND RETENTION - BUILDING LOYAL AND SATISFIED CUSTOMERS * How to monitor and track your customer's satisfaction * Building a personalised satisfaction matrix * Customer service review meetings 5 INFLUENCE * Getting your message and strategy across to C-level contacts * Being able to better develop a business partnership within an accountes 6 TEAMWORK AND TIME MANAGEMENT * Working with others to achieve your account goals * Managing and working with a virtual team * Managing your time and accounts effectively 7 GAINING COMMITMENT AND CLOSING THE SALE * Knowing when to close for commitment * How to ask for commitment professionally and effectively * Key negotiation skills around the closing process - getting to 'yes' * Checklist of closing and negotiation skills * Practice session

If you're looking for a short, sharp high-impact intervention that will help motivate and inspire your sales team then a 'bite-sized' session could be just what you're looking for. We have a range of sessions that can be delivered on an 'off-the-shelf' basis, or they can be tailored to your specific requirements or, of course, we can develop something specifically for you on an entirely bespoke basis. And the length of the session is entirely up to you - 45-minutes, an hour, a half-day - whatever you prefer. Sessions can be run for small groups as part of your regular team meetings or they can be delivered for larger audiences, conference-style - the choice is yours. The session outlines below are just to give you an idea of the possibilities. If one of them whets your appetite please just give us a call on 01582 463463 to talk through what we can do for you - we're here to help!

Telephone selling can be a challenge. It can be a pressured environment and sales professionals need to be able to maintain peak performance in order to meet - and preferably exceed - their targets. This programme will help make it easier for them. The expert trainer covers the whole process, to help participants see it from their customer's perspective. The focus is on how to use a practical understanding of sales psychology, and of the nature of the telephone sales conversation, to help make it easier for customers to buy. This programme will give your team the skills to: This course will help participants: * Understand why people buy - and how that makes it easier to sell * Manage the sales process better * Steer their sales calls to a more positive outcome * Recognise - and respond to - customer buying signals * Meet and overcome objections * Choose the most appropriate techniques for closing with confidence * Enhance their resilience * Improve their communication skills on the telephone 1 INTRODUCTION * Aims and objectives * Overview * Self-appraisal of current skills and development areas 2 THE SALES APPROACH * What selling means * Why selling is like nature 3 THE TELEPHONE AS AN INSTRUMENT OF COMMUNICATION * Qualities of the telephone * How telephone communication differs from face-to-face * Advantages and drawbacks of the telephone * How to optimise selling over the telephone * Communication techniques to help you stand out from the crowd 4 CREATING A RELATIONSHIP * Professional telephone etiquette * Building a rapport * Connecting with the customer so that they feel you are on the same wavelength 5 THE STRUCTURE OF A SALES CALL * Opening the call - creating a positive first impression * Effective questioning to gather information and establish need * Identifying and presenting the features and benefits of the product or service * Matching the benefits to customers' needs * Recognising and responding to buying signals * Anticipating, meeting and overcoming objections * Closing the sale and asking for the order - different closing techniques * The importance of testimonials - how to obtain them and when to use them 6 LISTENING SKILLS * The challenges of accurate listening * How to enhance listening skills * Ensuring the customer feels heard and understood through empathetic listening 7 SHAPING AND USING A SCRIPT * Developing a script to increase levels of confidence * Leaving the door open 8 MANAGING THE CAMPAIGN * Organisation and call planning * Identifying your target market group * Planning who and when to call * Logging constructive information 9 PERSONAL MANAGEMENT * The importance of persistence * Is there a time to back off? * Stamina - optimising energy levels * Bouncing back 10 PRACTISING THE NEW INFORMATION * Pulling the details together * Practising in a supportive environment 11 ACTION PLANNING * Personal learning summary and action plan

Increasing sales is the core of objective for all salespeople and it is vital they are given the tools and techniques to thrive in this highly competitive environment. The landscape within which salespeople operate is ever shifting, and now more than ever it is recognised that the key to successful selling is understanding the customer's needs and working collaboratively with them to achieve their objectives. This highly practical programme has been developed to support salespeople to develop their all-round sales skills using a customer-focused approach. The course will be fun and informal, using practical exercises to help new and experienced salespeople ensure they are equipped to deal with the challenges of selling. This course will help participants: * Develop core sales skills such as building rapport, questioning and presenting benefits * Identify the roles and goals of key contacts and recognize the importance of consultative selling * Understand how to achieve sales by uncovering needs, matching benefits and promoting value * Understand how to structure and control a customer interaction and set clear objectives for each account * Develop techniques for handling objections, questions and staying positive * Master the art of closing a sale and gaining agreement * Understand tactical selling and how to build multiple contacts and relationships * Develop skill and confidence in selling to both new prospects and existing customers 1 CONSULTATIVE SELLING - KEY PRINCIPLES FOR SUCCESS * Recognise the importance of consultative selling and being client-focused * Build the right processes to achieving sales targets - questions before features * Assess your core sales skills; building rapport, asking questions, presenting features and benefits, closing 2 CONSULTATIVE SALES CALL SKILLS * How best to structure and control a customer meeting or call to be client-centric: Four Cs * The importance of setting clear objectives for each call and account * Setting the agenda and pre-call preparation * Planning sessions 3 YOUR MISSION, MESSAGE AND MEANING - COMPARATIVE ADVANTAGE * Defining sales messages and USPs; positioning value and quality not price * Knowing your target product and services and their value to the customer * Understanding your customers buying role and qualifying the opportunity 4 AN EFFECTIVE SALES MEETING - PART 1 * Opening the sales interview - and building rapport * Gaining and retaining the full attention of the customer * Probing and identifying real needs using effective sales questions * Planning and practice sessions for consultative selling 5 AN EFFECTIVE SALES MEETING - PART 2 * Matching customer needs and wants to products and services available * Presenting your product or service using features, advantages, and benefits * Recognising and responding to buying signals and other sales opportunities * Planning and practice sessions 6 CLOSING THE SALE SUCCESSFULLY * Anticipating objections and seeing them as positives, including price objections * Handling objections using proven methods and models * How and when to ask for the sale professionally * Follow up and follow-through * Planning and practice sessions

If you're looking to move to the next level in your career in sales, then understanding how to maximise your sales results, using a consultative and structured approach, will be key to your success. In order to develop the competitive advantage that enables you to stand out from the crowd, it is important to understand the tools and techniques to take your selling to new heights and build the confidence to apply them in work-based scenarios. We have developed this programme to be practical, fun and interactive. Learners will gain a range of practical skills that they can take back and apply to the workplace straight away, that will have a positive impact on sales and customer satisfaction. This course will help participants: * Develop a structured and client-focused approach to creating high quality sales opportunities and account growth * Learn persuasion and influencing skills to better define needs and develop opportunities * Understand how to have better sales conversations, presentations, and proposals - leading to higher order value and increased sales * Develop advanced sales questioning skills and techniques; understand the importance of listening * Understand how to add value at all stages; plus gaining competitive advantage * Develop proven ways to overcome and reduce price pressure * Know when to use options and upselling when presenting products and solutions * Develop techniques and skills for improved negotiation and closing 1 ADVANCED SELLING - HOW TO INCREASE YOUR SALES RESULTS * Review of pre-course data and questionnaire * The AVC model of increasing your sales results * Creating a sales growth plan to achieve higher sales targets * Mapping the accounts and products for targeted growth 2 THE FOUR CS TO STRUCTURE A SALES CALL * Research before the meeting or call; setting objectives, planning and preparation * How to gain instant rapport and taking control - including online meetings * Qualifying and initial questioning skills * Creating an agenda and first-meeting structure: Four Cs * Planning and practice sessions 3 BUILDING BIGGER AND BETTER SALES OPPORTUNITIES * How to use questions to 'build' more opportunities * Learning and using high-impact and third-level questions * Advanced sales questioning techniques: five questioning techniques * Qualifying and gaining commitment to the next stage * Planning and practice sessions - advanced questioning skills 4 PRESENTATION AND PERSUADING SKILLS BEST PRACTICE * Compelling benefits and reducing perceived risk - key messages to deliver * Helping the customer choose your proposition by using options * Professional and effective presentation skills * Writing compelling sales proposals that improve your conversion rate * Planning and practice session - presenting your solution 5 OVERCOMING CONCERNS AND CLIENT QUESTIONS * Proven techniques for answering client objections and concerns * How to isolate, prioritise and answer objections, including price * Overcoming delay and procrastination * Planning and practice session - answering client concerns 6 GAINING COMMITMENT AND CLOSING THE SALE * Knowing when to close for commitment * How to ask for commitment professionally and effectively * Key negotiation skills around the closing process - getting to 'yes' * Checklist of closing and negotiation skills * Practice session

This highly practical one-day workshop has been designed specifically to help maximise sales where customers make contact by telephone. When customers contact us direct they have clearly already considered the possibility that they might buy from us, but we're still only half-way to making a sale. Unless we fully understand their needs and make it easy for them to buy, we may not secure the business. This workshop concentrates on the telephone skills and techniques needed to achieve the most positive outcome in any inbound customer call. A combination of excellent customer service skills and savvy sales awareness techniques will increase our chances of a successful outcome for both parties. The programme features the unique INBOUND model, to help remember the key principles for effective inbound telephone sales: Initial impressions Needs of the customer Bring them with you Open up the conversation Understand the triggers Narrow down the solutions Decision time! The programme also covers how to deal with difficult calls and challenging people - after all, every complaint is a sales opportunity! This programme will help participants: * Create the perfect interaction with any customer making contact by telephone * Make every call count * Build rapport quickly in any situation * Handle difficult calls and challenging people * Create sustainable and profitable relationships * Increase your sales conversions 1 THE INBOUND SALES PROCESS * Each customer who contacts us will be at a different stage of the sales process. Some might be making general enquiries whilst others will be ready to commit, having made most of their decisions already. Sales and customer service people need to be ready to find out the stage the customer has reached before helping them to make the right decision for them 2 ENGAGING WITH THE CUSTOMER * Having clarified where the customer is on their journey to making a purchasing decision, our next responsibility is to create and build a trusting relationship on both sides. This involves establishing rapport quickly to ease the communication process, thus enabling smooth transactions, both now and in the future 3 QUESTIONING AND LISTENING SKILLS FOR GATHERING INFORMATION * Developing these skills requires practice so that the communication becomes natural for the customer. This helps the customer to feel comfortable with us and work with us towards an effective solution. We discuss different types of question and how to use high-gain questions to uncover key information. Active listening will ensure that we can really help customers get what they need 4 OVERCOMING OBJECTIONS AND EXCUSES * If we have followed the process properly and really understood the customer, then there should no further objections or barriers to completing the transaction. The reality is that there will still be the occasional issue that needs clarifying, so we need to prepare for possible objections and questions that customers might have. This includes probing objections so that we fully understand the customer's perspective before constructing suitable responses or solutions 5 GAINING COMMITMENT AND ENDING THE CALL * Customers want to gain a solution to the issue they are facing and the sooner we can help them achieve that the better. Guiding the customer and helping them to believe in their own decision is part of our role. This section is dedicated to getting commitment all the way along the process, not just at the close 6 DEALING WITH DIFFICULT AND CHALLENGING SITUATIONS * The realisation that everybody is different, with different personality types, different ways of looking at the world and different goals, is key to understanding sales. With this is mind we discuss these differences and how we adapt our approach to ease communication and maintain trust and understanding 7 ACTION PLANS * Course summary and presentation of action plans

Maximising the relationship and sales potential of each active account is key to the sustainability of any business relying on repeatable custom. In this workshop we start by looking at key techniques for analysing the profitability and development opportunities for different clients before deciding upon the strategy and skills needed for moving the relationship to that of trusted adviser and partner. By understanding and creating the need we can use our influencing skills to harness any sales development potential. By creating the habit of explaining our ideas in a way that also meets the need of the other party we help everybody make the right decisions for them. This course will help participants: * Assess the sales profitability and potential of existing key accounts * Prioritise where time and energy is directed for maximum profitability * Understand the key players in the decision making unit * Create a strategic plan for the development of each client target * Develop proactive sales consultancy skills * Learn advanced communication and influencing techniques 1 WHAT MAKES AN EFFECTIVE ACCOUNT MANAGER? * The difference between order taking and account management * How do you define a key account in your business? * Why should existing customers remain with your company? * How do you compare to the competition? 2 HOW DO I PRIORITISE MY ACCOUNT MANAGEMENT ACTIVITY? * Use practical tools to help you assess revenue potential * Analyse the investment required versus the return on your time * Create a SWOT analysis on your clients - Strengths, Weaknesses, Opportunities & Threats * Appreciate how this knowledge will improve your sales development 3 PLANNING STRATEGIES FOR EACH ACCOUNT * Create a list of priority accounts and activities * Learn how to develop a long-term and sustainable relationship * Discover how they make their purchasing decisions * Research the make-up of the Decision Making Unit for each client 4 LEARNING AND UTILISING THE SIX PRINCIPLES OF INFLUENCE * Learn the secrets these principles offer sales people * Discover how these principles will work for you * Create an influencing strategy for influencers within the client * Learn new habits of influence 5 PROACTIVE SALES SKILLS * Plan proactive sales meetings for key accounts * Set primary and secondary objectives for every touch point with the customer * Structure sales meetings for maximum effectiveness * Help the customer commit and achieve their objectives 6 PUTTING IT INTO PRACTICE * Discuss real scenarios to plan for putting these skills into practice * Share common issues with fellow sales people * Create a personal development plan