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Mastering Sales Relationships

MASTERING SALES RELATIONSHIPS

MASTERING SALES RELATIONSHIPS

The next level of sales development builds on our Foundational Sales course and uses the hospitality industry as its context and includes modules in:

 

The Psychology of Selling (12 modules)

–  Cognitive Biases and the Correct use in Sales

–  Confirmation Bias

–  Anchoring Bias

–  Risk Aversion

–  Bandwagon Effect

–  Familiarity Principle

–  The Endowment Effect

–  Sunk Cost Bias

–  The Halo Effect

–  The Serial Position Effect

–  Linking Cognitive Biases to your Sales Strategy

Cognitive Bias Quiz

 

Listening Skills

–  Listening Exercise

–  Scholastically we were robbed

–  5-levels of learning

–  5-levels of listening

–  The 5th Habit – Seeking to Understand and Autobiographical Listening

–  Building your 5-step plan for better listening

Listening Skills Quiz

 

Critical Thinking (7 modules)

–  Analysis,

–  Interpretation,

–  Inference,

–  Explanation,

–  Self-regulation,

–  Open-mindedness, and

–  Problem-solving

Each of these modules are focused on how these individual (and, when combined) elements of critical thinking help a seller engage a customer at a higher level.

Critical Thinking Quiz

 

Personal Branding and Social Selling (8 modules)

–  LinkedIn as THE Sales Platform (How LinkedIn might replace your CRM)

–  LinkedIn Sales Rule #1 – Start with YOUR Why

–  LinkedIn Sales Rule #2 – Farming: Social Serving not Social Selling

–  LinkedIn Sales Rule #3 – Powerful Profiles make Bigger Billboards

–  LinkedIn Sales Rule #4 – The More You Give the More You Get

–  LinkedIn Sales Rule #5 – The Right Connections Create Network Value

–  LinkedIn Sales Rule #6 – Downboard Thinking: Your LinkedIn Goal

–  Building an Example LinkedIn Content Calendar

LinkedIn/Personal Branding Quiz

 

Key/Strategic Account Management/Planning (8 modules):

–  Why Key Account Planning & Change

–  The Key Account Plan (elements)

–  Selling styles

–  Industry and Vertical Market Intelligence

–  SWOT & PEST

–  Defining the Property and Customer Teams

–  Setting Account Goals

–  The Customer Conversation

–  Implementation

–  Ongoing Account Analysis

–  Warning Signs

Key Account Planning Quiz

 

SMART Plans (MBO)

–  Module on Constructing a SMART Plan

–  Module on using as a GPS – not a Report

– 6 hospitality modules with vertical examples including:

o  Catering

o  Business Transient

o  Leisure

o  Group Corporate

o  Group Association

o  Group SMERFE

Smart Plan Quiz

 

Mastering Procurement Engagement (2 Modules)

–  Third-party Engagement

–  In-house procurement teams

Mastering Procurement Quiz

 

Positioning your Message for the C-Suite (4 modules)

–  Setting your goals for Selling to/in the C-Suite

–  How to gain access to rarified air

–  What to Present: Be Relevant, Be Credible, Be on Target, Be Concise

–  When Presenting: (At high altitude -) Less is More and Why

 

Creating Trust in Customer Relationships (4 modules)

 

Emotional Intelligence (6 modules)

 

Conflict Resolution

 

Complex Closing’s