In response to growing demand, we have designed a 2.5-day sales program that addresses the specific needs of more experienced
salespeople in the Construction Materials Industry. This program builds on the concepts presented in the Basic Sales Course
and is targeted at salespeople who have completed the Basic Sales Course or with 5+ years of experience in the Aggregate and Concrete Industries.
We will use the same proven techniques including
group discussions, breakout sessions, case studies and role plays to encourage participation and
promote learning.
| Advanced Sales Training Topics |
| Salesperson Toolkit Review |
- Total Product Concept
- Features to Benefits to Value
- Time and Technology Management
- ABC Customer Analysis
- Market Segmentation
- Preparing for Critical Sales Calls
- Customer Satisfaction
|
| Delivering Value |
- RICP-V
- Pricing method for materials
- Significance to the customer
- Article: How to Fight a Price War
- Translating features to value
- Exercises
|
| Negotiation |
- Don't bargain over position
- Separate people from the problem
- Focus on interest, not position
- Create options for mutual gain
- Exercise
|
| Impacting the Supply/Demand Model |
- Growing the pie
- Evaluating alternatives
- Substitute products
|
| Sales Management |
- Sales management trap
- Effective leadership
- Accounting and reporting
|
| DISC Personality Profiling |
- Introduction to DISC Selling
- Personal DISC Profile
- Understanding buyer types
- Adapting your style to the customer
- Exercise
|
| Role Play Exercise |
- Assessing the customer's DISC Profile
- Anticipate likely responses
- View and critique different approaches
|
| What Participants will Learn |
- How does your company add value to its products and services?
- How do you move the discussion from price to project costs?
- How to avoid the win/lose trap in negotiations?
- How can you anticipate and respond to what motivates a customer?
- How do you maximize your limited sales resources?
- How are industry trends impacting your results?
|