Selling in Competitive Markets
FMS-01

Duration: 2 days
Course description:
Fulfilling customers’ needs is the pathway to success at selling and the first step to that is the ‘humanistic approach’ or making that first impression a positive one that sticks while build- ing rapport along the way. Customer relationships are grown from the first seed sprouting to the picking of the fruit – each step must be watered and minded carefully. Take on some new tools from the toolbox of selling today and invest in oneself or the team.

Who would benefit:
All sales personnel


The changing world of sales management
Assuming a YES: maintaining a positive attitude
Planning the work and ensuring the plan works!
Compensation programs that drive superior performance
Lead: measuring and managing performance
Coaching and counseling the team
Checklist for success


Relationship Selling and Customer Management
FMS-02

Duration: 2 days
Course description:
The truth is that people buy from people they like to work with. It’s that simple. We’ve all been treated as if we were a number and not surprisingly, few of us like this uncaring approach. This program teaches participants how to partner with customers, listen, and build lasting, profitable business relationships to diversify customer base and maximize the revenue to unexpected figures.


Who would benefit:
Frontline sales personnel at any level and business type


Getting into the sales mindset
What differentiates your product and services
Understanding relationship and needs-based selling
A look at the sales process
Networking and professional basics


Competitive Selling using Cross and Up Selling Techniques
FMS-03

Duration: 3 days
Course description:
This course will improve a team’s ability to introduce new products or services to customers and to close more sales. It is a fully customized Cross Sales and Up Selling course. Participants will learn and develop new approaches, language and sales skills to build rapport with the Customer, to introduce products/ services, to sell the benefits of these to Customers and to sell successfully for revenue maximization.

Who would benefit:
Sales personnel at all levels


Cross Sales or upselling
Goals on each sale call
Improving the structure of the sale process
Building rapport with customers
Core sales skills
Role-play & record to improve skills
Motivation to succeed


Selling ICT Solutions
FMS-04

Duration: 3 days
Course description:
This course is designed to help organizations to identify their ICT (Information and Communication Technology) objectives and requirements, on an ongoing basis, and explains how to undertake the steps required in order to fulfill these aims, from an informed position. Best-practices are illustrated and common pitfalls & potential problem areas to be avoided, are also highlighted.

Who would benefit:
Professionals involved in network administration and telecommunication solutions


Business Case Analysis
Requirements Analysis
ROI Return on Investment
Understanding the power of high- impact and third-level questions to influence
Decision-making criteria
Influencing skills and persuasion


Strategic and Conceptual Selling
FMS-05

Duration: 3 days
Course description:
This program focuses on Large Account Management Process to enable participants to reveal how to best manage and grow strategic accounts, by bringing the entire relationship into view. This process will provide a road map for strategic customer relationships with growth potential through the development of a one-to three-year plan to guide team selling and customer collaboration efforts.



Who would benefit:
Anyone handling Large Accounts


Secure approval from multiple decision makers.
Navigate the internal bureaucracy of customers and prospects.
Forecast revenue with greater accuracy.
Increase close rates for opportuni ties with long sales cycles.
Transition from a product-led sale to a solution-led sale.


Large Account Management
FMS-06

Duration: 2 days
Course description:
Survival in today’s market place relies on many more elements than price alone. One must be able to brand themselves and their products and services to survive. If it’s not possible to compel, it won’t be possible to sell. This course will explore how to manage accounts to maximize their potential, how to influ- ence prospects and how to win and retain key account business.



Who would benefit:
Marketing & sales team leaders and managers


What is a key account
The buying model
Building value
Securing appointments
Maintaining client engagement
Negotiation
Relationship selling
Customer audits and referrals