Sales Process Management (SPM)

Programme Overview
What is SPM? Unlike most sales training programmes, which target on presentation skills only, SPM focuses on prior positioning. The SPM programme teaches a process to discover all about your customer: All what you already know, what you don’t know, and what you need to know before you meet your customer.

Who is your customer? What is he doing? Who are the doorkeepers and decisionmakers? Are they in real charge according to their companies org-chart? How to assess each one’s level of buying influence? Are you able to meet their expectations and do you know how to determine which results will enable them to make a real good decision?

Topics and Key Elements

Introduction & Overview

CHANGE: Are you ready?

Buy and sell – what counts is the point of view

SMART goals and objectives

Customer analysis

Who is your Ideal Customer

Who is in charge here? Discover decisionmakers

The power of buying influences

The steps of your Sales Process

Track your objectives

Opportunity management

The bridge to CRM

SMART action plan and projectlist

Setting priorities – don’t ride a dead horse

How to manage your selling time

Salesmen evolution task

Debrief, discussion & feedback

Advantages & Benefits
Working on their own projects, prospective customers and current accounts, the participants develop practical and realistic strategies to achieve their personel goals based on a SMART action plan. As a result your company will lower the total cost of sales and increase turnover and profit.

Participants

Field Salesmen

Key Account Managers

Sales Managers

Country Managers

Back Office Salesmen

Methodics
Presentation, discussion and work shops, based on participants real customer projects

Duration
2 days training including at least 4 interactive work shops.

Cost & Training Fee
Depends on customer requirements, no. of participants and location you like.

© Reinhard F. Schlemminger / bnn / 2009