Sales Academies
Avnet’s IBM team are offering a number of fantastic sales academy workshops in office locations throughout 2012. This training is to be run for both Sales Executives and Sales Managers to ensure both audiences gain real and direct benefits for their job roles.
The feedback from the previous sessions has been extremely positive, with most attendees rating the session as ‘very good’ (highest rating). The attendees said they would recommend the course to their colleagues and believed it would help them sell more IBM products.
Some of the comments from the attendees included:
- Very good for people new to sales to learn good techniques from the start to help them to succeed
- Really enjoyed the course and found the content very useful
- I’m confident that as a direct result from this course I will improve in my sales role
- Thoroughly enjoyed the 3 days and learnt a lot
- The first sales course I’ve enjoyed in 7 years.
The general sales workshop covers six modules to help attendees understand how to get the most out of the various sales stages. It’s a perfect opportunity for IBM Business Partner sales representatives looking to enhance their sales techniques to learn from the best in the business. In conjunction with these workshops, Avnet is also running workshops specifically for Sales Managers, which have also received excellent feedback. Register +
The Sales modules:
- The Sales Campaign (Module 1)
Sales do not happen by accident. The Sales Cycle workshop looks at all the stages of a successful sale, from territory management, through cold calling, opportunity evaluation to closing. We use a case study as the vehicle to ensure that the whole group is involved, participates and understands the steps that are essential for sales success.
- The Sales Call (Module 2)
A successful sales call invariably follows a pattern. We cover call preparation, questioning, proposing, objection handling and closing. The learning is re-enforced with practice calls.
- Winning New Customers (Module 3)
Winning new customers should be an obsession for an ambitious company. Therefore, we have focused an in-depth workshop that will better equip sales people to tackle this. We cover territory planning, marketing, cold calling to get an appointment and the first meeting with a prospect.
- Effective Proposal Writing (Module 4)
A well written proposal will greatly increase the chance of winning business. Too often, they are a list of specifications with a price attached. We start the day by looking at what motivates customers to buy our products, and we then move to understand the need to offer benefits and value when we propose solutions. The group evaluates and rewrites proposals to reinforce the learning. Topics range from email responses to RFPs and ITTs.
- Successful Presenting (Module 5)
A persuasive Presentation is extremely powerful. Many salespeople will avoid the opportunity through lack of confidence. We cover the steps required to plan and deliver a logical, interesting and professional presentation. The group will then get the opportunity to plan and deliver two short presentations in teams.
- Closing (Module 6)
The Closing workshop will concentrate on the final stages of a sales campaign. It focuses on the importance of ensuring that the customer understands and believes that the solution being offered will deliver benefits that are of value. The session explores the different characteristics and buying motives that may be present and we look at how we must adopt the most appropriate tactics to be successful. Several practice calls consolidate the learning points. This module also includes negotiation skills and financial selling hints and tips.
Please register here if you would like to attend one of the sessions +
