Sales & Marketing Training: 2 Days

Influencing Skills for Sales & Marketing Training Course Sales & Marketing Training
By Dr Rumesh Kumar
Sales & Marketing:

Influencing Skills for Sales & Marketing

Course Title:
Influencing Skills for Sales & Marketing
Training Category:
Soft Skills
Target Audience:
Sales Managers, Marketing Managers, Sales and Marketing Executives, Supervisors and Customer Service Support.
Duration:
2 Days
Public Training Events
Jul 2017 ›
Venue:
Sharma Management International
16-4, Subang Business Center Jalan USJ 9/5T, 47620 Subang Jaya
Schedule:
Mon 03 Jul 2017 - Tue 04 Jul 2017
9:00AM - 5:00PM

Fee Per Person:
RM2,500.00
Promotions:
  • Register before 03 Jun 2017 for 10% discount.
  • 20% discount for group registration of 5 paxs or more from the same organization.
Register Now!

* Other terms & conditions apply.
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Contact Sharma Management International
Contact customer service +603-5631-6230
Email customer service [email protected]
Delivery Methods
  • Language: English
  • PowerPoint Presentation
  • Workshop
  • Group Discussion
  • Presentation Handouts
  • Role Play
  • Lecture
  • Case Studies
  • Demonstrations
  • Certificate of Participation
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Course Introduction ›

Influencing is an art. More so when applied primarily to market and sell a product or service. It means having the ability to convey in a very clear, concise and convincing way to a prospect how and why a product or service offered meets their needs. Doing this calls for a repertoire of skill sets that are essentially a combination of engaging the team on a strategy, critically thinking through that strategy and being able to apply that strategy to the right target.

From a sales and marketing perspective, navigating through a rapidly changing business environment requires the development of a strategy that is results focused and at the same time adaptable. This calls for careful, critical thinking.

Creative, critical thinking means to think differently and unconventionally. It implies the existence of a propensity to be engage in thinking that defies conventional practice and an ability to form a new perspective in identifying problems and seeking novel solutions when dealing with sales prospects.

Analytical skills are required for creative, critical thinking. These skills include the ability to analyze information relating to issues, events and concerns on a structured three phase approach that involves planning, analyzing and drawing conclusions. These skills may be honed through practice.

What is required is not only to think critically but also to target the right prospects and adapt the selling and marketing technique to suit their specific needs. This requires communication and reasoning skills, observation and non verbal communication skills, active listening skills and probing skills. Theses skill sets combined will enable one to effectively influence a sales target and build the confidence and trust needed to maintain a long term relationship.

This training program has been designed to introduce participants to the concept of influencing skills designed primarily on thinking that is required to solve complex problems and developing interpersonal skills needed to influence sales prospects. It starts with the premise that everyone is a habitual, conventional thinker and then encourages the participants to expand the thinking horizon beyond conventional thinking through a series of games and activities.

This training program has been designed to inculcate sales and marketing strategy development and potential sales targets analysis techniques using very well structured analytical skills. The influencing techniques as well as analytical skills approach shall be introduced through case studies designed to suit the organizational requirements. Such an approach is aimed to facilitate the application of influencing techniques in practice using well defined and easy to apply tools in a work based setting.

Course Objectives ›

At the end of the program the participants will be able to:

  • Define the term influencing
  • Describe the link between critical thinking and influencing others effectively
  • List key elements in the development of a marketing and sales strategy
  • Analyze importance of people associated with a marketing and sales initiative skills
  • Apply influencing techniques when undertaking marketing and sales efforts
  • Use analytical tools
    • Sail Boat
    • Pentagon chart
    • Prioritization chart
    • To do, doing, done chart

Course Outline ›

DAY 1
  • Developing a sales and marketing plan
  • Small Group Work : Identifying Objectives and Obstacles
  • Role play : Getting buy in for a marketing plan
  • Critical Thinking
  • Elements and requirements for Critical Thinking
  • Small Group Work : Identifying Assumptions
  • Identifying and analyzing marketing and sales stakeholders
    • Grouping
    • Categorization
    • Attitude Assessment
  • Small Group Work : Identifying Key People to Influence
DAY 2
  • The TetraMap™ approach for identifying personal preference
  • Individual personality profiling using the TetraMap™ approach
  • Overview and prerequisites for consultative selling
  • Group exercise on needs discovery
  • Needs discovery through Active listening and Probing
  • Diagnostic Test on Active Listening
  • Role play on influencing a sales prospect
  • Techniques for Building Rapport with clients
  • Summary of “Things to do” to develop influencing skills for sales and marketing

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