Code	SM-01
Days	5
PDH	30
Daily Schedule	08:30 - 16:00 hrs
Certificate	Yes
Instructor

About this course:
Sales proposals and presentations:   A great sales presentation does not demand you have all the bells and whistles to impress the client with your technical skills. Rather, try impressing your clients with your knowledge of the products and services you sell and your understanding of their problems and the solutions they need.  The first day of this course will focus on your formal written proposal and in-person presentation.   Successful selling skills:   It’s no secret that selling has changed in recent years. We are all working harder, with more responsibilities. High pressure selling is no longer effective. Customers want involvement. They want to be recognized and listened to. And they don’t want you to forget them once the sale is made. Two key objectives of the second day of this course are to help employees feel more comfortable and skilled in selling to their customers and to help them identify and address some of their customer service challenges.   Facing challenges and objections that could nail the sale:   If you are like most sales professionals, you are always looking for ways to overcome customer objections and close the sale. The third day of this course will help you plan, prepare, and execute proposals and presentations that address customer concerns, reduce the number of objections you encounter, and improve your batting average at closing the sale.   Sales prospecting:   Prospecting is the key to your success. Your success today is a result of the prospecting you did six months ago. Become skilled at networking and remember the old 80/20 rule. Know whom to target and how to target them, and remember to do some prospecting every day through warming up cold calls, following up on leads, or networking. Build your personal prospecting plan to ensure your future by planting seeds daily. This will be covered in the fourth day of this course.   Building relationships for successful sales:   No one questions that making friends is a good thing. In this workshop, you are going to discover that the business of business is making friends, and the business of all sales professionals is making friends and building relationships. Strategic friendships will make or break any business, no matter how big and no matter what kind of market.
Main learning objectives:
Identify the key elements of a quality proposal. Know how to write a winning proposal. Perfect your first impression, including your dress and your handshake. Feel more comfortable and professional in face-to-face presentations. Understand a wonderful paradox: helping other people get what they want gives us more of what we want. Use goal-setting techniques as a way to focus on what you want to accomplish and develop strategies for getting there. Recognize the difference between features and benefits of products and services. Identify and be able to better present the competitive strengths of your products and services, so that you can be proactive in handling objections and more successful at asking for the business. Use different types of selling for different situations. Identify ways to find new clients and network effectively. Identify the steps you can take to build your credibility. Identify the objections that you encounter most frequently. Develop appropriate responses when prospective buyers throw you a curve. Learn ways to disarm objections with proven rebuttals that get the sale back on track. Learn how to recognize when a prospect is ready to buy. Discuss how working with your sales team can help you succeed. Understand the importance of expanding a client base through effective prospecting. Learn how to use a prospect board to make you more successful. Identify target markets and target companies with the 80/20 rule in mind. Develop and practice networking skills at every opportunity. Develop, refine, and execute the art of cold calling. Learn the secrets to being a friend in sales Identify strategies for building strategic sales relationships and finding personal fulfillment in the process. Enjoy more sales success
Course contents:
Day 1   Business Writing Basics Writing a Proposal Writing Your Proposal Getting Thoughts on Paper Basic Formats Editing The Finishing Touches The Handshake Getting Ready for Your Presentation Elements of a Successful Presentation Dressing Appropriately Dealing with Questions   Day 2   Essential selling skills What is selling? Features and benefits Setting SMART goals Time management tips Customer service Types of selling Ten major mistakes Finding new clients Selling price   Day 3   Building credibility Your competition Critical communication skills Observation skills Handling customer complaints Overcoming objections Handling objections (including general and specific response strategies) Pricing issues How can teamwork help me? Buying signals Closing the sale   Day 4   The importance of prospecting Targeting your market Your customer profile Making the most of trade shows Setting goals Networking The 80/20 rule Developing and using a prospect board Warming up cold calls Public speaking Regaining lost accounts Going above and beyond   Day 5   How to get people to like you Influences in forming relationships Building customer relationships Self-disclosure How to win friends and influence people Communication skills Sending the right non-verbal messages Managing mingling Networking effectively Developing an effective handshake Business card do’s and don’ts Tips on remembering names

Who should attend this course?
This course is prepared for all businessmen, salesmen, sales engineers, sales managers and business development managers.
For course schedule and fees please see course schedule page
Registration:
You can register by any of the following methods:   1. Register online.   2. Download the registration form and fax to : 00962-6-551-4686   3. By email : training@najahtraining.com   Note: Seat can only be secured after the full payment is received. However early registration is always encouraged.
Payment:
Course fee includes course manuals, handouts, software, coffee breaks and lunch as applicable. 10% discount is provided for every extra delegate and for payment made at least 45 days before the event start date. Fees shall be transferred to account: 0118-269412-3-510 (USD). Arab Bank PLC, Shmaisani Branch, Amman – Jordan Beneficiary name: Najah Engineering Consultants L.L.C Beneficiary address: PO Box 460382, Amman-11946, Jordan
Cancellation and Refund Policy