Sales and Marketing Strategies

Ref	MK 650
Dates	12 - 16 December 2010
Venue	Dubai
Fees	US$ 3850
CPE Credits	30

INTRODUCTION

In today’s society, the successful organisations have a unique ability so market and sell their products and services. Sales and Marketing Strategies is a fast-paced, dynamic and highly informative programme that covers ideas, techniques, tips and practical useful information. The programme uses case studies, interactive and engaging exercises, video clips, and real-world examples from world-class practices in sales excellence. In the programme you will learn how to:

Understand the psychology of selling
Practical sales tools and techniques
Marketing and branding
Internet marketing
Success habits of the ‘greats’ in sales
Knowledge that will help you to meet and exceed targets

WHO SHOULD ATTEND?

If you're presently in a sales or a sales environment position within your organisation and you wish to step up to the next level of skill development, this programme is for you
Other personnel who need to promote products or services internally in the organisation, or who have to market to external clients and who are responsible for improving the overall productivity of their employees whilst maximising the potential of their sales organisation, would benefit from attending

PROGRAMME OBJECTIVES

The sales cycle
Characteristics of successful salespeople
How and where to find new clients
How, where and when to network
Planning and setting targets
How to use the phone effectively to set up appointments
Phoning scripts that work
Dressing for success
Developing rapport and easing tension levels
Powerful questioning and listening skills
How to close sales and overcome objections
Customer service and the impact on sales
How to deal with different personality types
NeuroLinguisticProgramming and the impact on sales
Overcoming fears and limiting beliefs
Understanding body language
Time and focus management
Communication and negotiation skills
The power of goal setting
How to develop a winning attitude
Habits of highly successful people
Maximizing your marketing programme
Brochures, print ads, radio and TV
Marketing mistakes to avoid
Working with the media
Branding
Internet marketing strategies
Search engine optimization

PROGRAMME OUTLINE

DAY 1 - The sales cycle and finding new clients

understanding the sales cycle
characteristics of successful salespeople
effective networking strategies
how to work a room
creating the right impression
developing your elevator speech
how to get referrals
swap meetings
clubs and social networking
centers of influence
how to approach and sell to top executives

DAY 2 - Planning, qualifying and the discovery process

strategic planning and setting objectives
qualifying buyers
customer based selling
dressing for success
easing tension levels
effective questioning techniques
the power of listening
developing a winning attitude

DAY 3 - The psychological factors of selling

dealing with different personalities
body language
closing and overcoming objections
NeuroLinguisticProgramming
developing the habits of successful salespeople

DAY 4 - Advanced sales skills

time and focus management
councilor selling
attitudes, beliefs and outcomes
how to present to groups
customer services and the effects on sales
advanced negotiation skills
goal setting
walking with tigers – secrets of the worlds best
action planning

DAY 5 - Marketing, branding and internet technology

designing a marketing programme
understanding the various forms of marketing
brochures, print ads and newsletters
working with the media
soundbites
4d branding
website development and design
website optimization
marketing on the internet

To Register on this seminar, please click here