INTRODUCTION TO SALES COURSE
WHAT IS THE SALESDISK TRAINING COURSE?
SalesDISK© is a tool which helps people understand what a sale is comprised of and what tactics are used within a sales.
The SalesDISK© course is specifically designed for graduates or those with PhDs looking with no sales experience starting their journey in sales, people who have been in a sales role for a year or so looking to understand more and also those looking to transfer into sales from roles such as field applications specialists.
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The course followings the four key segments of SalesDISK© (DEVELOP, IDENTIFY, SERVICE and KNOWLEDGE) which along with their internal tactics helps the student not only understand sales but critically learn and practice key skills such as communication, questioning, presenting, demonstrating, etc.
Also built into the course is Strongman, solution selling methodology for planning, analysing sales and progressing sales.
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Watch the course creator, James Francis, explain the concept futher
WHAT'S COVERED?
Over four days the course takes you through the concepts of selling, learning how to conduct and develop a sale, responding to fresh requests and finding new business. We finish with a day of Strongman where we use the tool to plan new and review existing opportunities.
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The course is a mix of lecture, exercises and role plays.
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Introduction
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Sales perception
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Types of sales roles
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What is sales
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SalesDISK
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General concept​
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Making your own SalesDISK to understand your sale
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Develop
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Listening and positioning​
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Demonstrating capability
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Consultation and configuring
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Deal Making Authority & Closing
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Identify
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Lead processing
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Prospecting
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Farming
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Business development tactics
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Service - Assessment and discussion of all post sales activities
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Knowledge - Assessment and discussion of all post sales activities​
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Strongman
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Process & principle
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Reviewing opportunities
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Planning sales calls​
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WHAT YOU WILL LEAVE WITH
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An understand on sales with a focus on how your sale works
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A personalised KAI (key application information) allowing you to ensure you capture all relevant information
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Experience in meeting and discussion with customers
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Personalised scripts and email templates for initial communications
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A demonstration plan, ensuring you remain in control
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Strongman integrated into your planning and review
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An understanding of current projects with clear actions to take
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INCLUDES ONE-TO-ONE FOLLOW UP SESSIONS TO HELP DRIVE EXECUTION & AVOID BUMPS
WHAT OUR CUSTOMERS SAY
"SalesDISK section was a "eureka" moment for me - specifically the "research/review" aspect. It provided me with a definitive point on my checklist that will help streamline the process with leads. As well as this, ascertaining things from this section such as "needs" (eg. upgrade vs replacement) will help develop my sales process by knowing the amount of traction the sale has (eg. to provide more incentive on an uncertain lead when the customer is considering upgrades, vs maximising margin when the customer requires a replacement for a broken piece of kit and has decided they want a product that I'm selling).
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Greg Perry, Business Development Manager, CoolLED
"I really enjoyed the course, especially the sections on KAI and Strongman which helped me understand what information i needed to ensure opportunities could be discussed and progressed. Also my own SalesDISK was very useful and helped explain to me what part I was expected to play in the sale.
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Josh Higgs, Tucsen Photonics
"This really helped me tie together a lot of the aspects of sales and gave me the ideas needed to structure better calls and emails. We plotted out the SalesDISK for the course and it was clear most of my work would be in the Identify segment and so it was good to understand and plan how to prospect and how I can hand off to others for demonstrating capbaility."
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Dani Newell, Business Development Gaido Scientific