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Xel-SMBS™ professional short programmes in Sales & Marketing
Programme Duration: 3 Months (12 weeks)
Tues/Wed/Thurs - (9.00am - 5.00pm)
Programme Content (12 modules):
Programme Content is available to download in PDF format or click on each module below for further details
Programme Content PDF
Module One:
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- Effective telephone appointment making techniques
- How to stay motivated when facing rejection
- How to get past the ‘gatekeeper’
- How to ‘sell’ the appointment and handle any objections
Module Two:
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- The psychology of selling and understanding what makes people buy
- The personal qualities of a professional sales person
- Measuring and monitoring your own personal performance
- How to develop a territory business plan
- Call planning and territory management
- How to use features and benefits effectively
- How to identify customer needs and objectives
- Effective questioning skills
- How to handle objections and how to sell quality
Module Three:
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- How to identify a customer's criteria for ordering
- How to develop and present an effective proposal
- How to improve their quote to order conversion rate
- Understanding the rules for faxing and emailing proposals
- How to differentiate a company/business from it's competition
Module Four:
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- What is Principled Negotiation - and how to focus on merits
- How to create the ‘feel good factor’ when negotiating
- How to amend/adapt your negotiation ‘style’ relevant to the customer
- Understanding how and when to close throughout the negotiation process
- Understanding and using body language when negotiating
Module Five:
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- How to use marketing tools for rapid growth
- Easy ways to get vital marketing information
- How to develop an essential marketing strategy
- Understanding which promotional tools to use for specific objectives
- How to use alliances for rapid growth
- How to write and use a marketing plan
- How to write powerful sales letters
- How to manage the marketing mix
- Understanding segmentation, targeting and positioning
Module Six:
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- Understanding why everybody is a SALES body in an organisation
- How to meet and exceed customers' expectations
- The personal qualities of a customer services person
- How to develop and maintain a positive mental attitude
- How to develop winning ways
- What you should know about your six best customers
- How to embrace the competitive spirit
- How to maximise all points of contact with a customer
- How to set performance standards for Awesome Customer Service
- How to be (or become) the best in a particular industry sector
Module Seven:
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- Understanding the personal qualities of a professional Tele-Sales person
- Understanding how your voice will make or break a sale
- The essential tools for selling over the phone
- How to handle incoming calls and convert more enquiries into orders
- How to handle customer complaints
Module Eight:
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- How to make productive out-going telephone calls
- How to control a conversation on the telephone
- The importance of questioning and listening skills on the telephone
- How to demonstrate product/service benefits over the telephone
- How to deal with objections
- How and when to close/gain commitment and ask for the order
Module Nine:
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- Understanding what world class performance looks and feels like
- Understanding what makes effective teams
- Understanding the values & opinions of others to aid group decision making
- How to define the rights and standards of a team and the impact this has on productivity
- Understanding what impact effective team working has on the profitability of an organisation
Module Ten:
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- Understanding what is stress and why does it happen
- The signs, symptoms and causes of stress
- How to recognise unusual work-based triggers of stress
- How to break the vicious cycle of stressful thinking
- The vital link between our beliefs, perceptions and our experience of stress
- Strategies for managing and combating stress
- How to relax and refresh your mind and body thinking positively and proactively
- Learning how to relax and recharge, anywhere, anytime
- How to use practical tools to prevent stress
- Methods to prevent anger and conflict escalating in relationships
- How to take the stress out of working with difficult people
Module Eleven:
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- The core concepts of ‘quality’ and how they apply in every aspect of administration
- To identify and address those areas which have an adverse effect on effectiveness and efficiency
- How to set up effective systems manual & electronic
- How to effectively plan and set priorities
- How to deal with procrastination
- How to take the stress out of deadlines
- How to set up your own time management system
- How to prioritise tasks and set clear SMART goals
- Understanding the difference between efficiency and effectiveness
- How to delegate more easily and effectively
- How to manage interruptions and handle disruptions
- How to organise and conduct an efficient and effective meeting
Module Twelve:
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- How to present to large groups/audiences
- How to project a message with confidence and charisma
- How to manage an audience effectively
- How to develop ideas creatively
- How to develop the ‘ingredients’ of the message
- How to control fear and nerves
- How to use notes and visual aids to achieve the greatest impact
- How to use body language to reinforce your message
- How to use and project your voice