Specification Sales Master Class

Course Overview

Background:

Following extensive discussions with Industry leaders and our in-house R&D, we have produced a detailed course, with the full expectation of meeting your needs. Industries of key interest – Healthcare – Personal Protective Equipment – Building – Construction – Textiles – and many more

Development:

Due to the nature of the Specification Sales and the complex sales pipeline, we believe the incorporation of certain Project Management skills is essential for the salesperson to successfully run various projects at any one time.

Description:

This course is designed for Specification Salespeople. It focuses on preparing the Salesperson in reaching their goal which involves the targeted promotion and sale of products based on their alignment with detailed client specifications.

Students are supported by case studies, breakout sessions, role playing scenarios & the inclusion of key components from Project Management to assist in their development.

This course suits:

Any professional involved in the sales pipeline and complexities, which need to be understood for successful Specification Sales.

This course qualifies for Continuous Professional Development hours. Learn more about CPD

Timetable

Day 1
9:30 - 9:45
· Introductions & 3rd Person Presentations
9:45 - 10:00
· Colleagues as coaches – focusing on perceived weaknesses – personal action plan.
10:00 - 10:20
· The Specification Sales Pipeline includes pipeline visualisation.
10:20 - 10:50
· Planning & defining clear objectives, includes KPI’s, stages, key clauses, deliverables & milestones for each part of the sales pipeline.
10:50 - 11:05
· Utilize Gantt charts or Kanban boards to provide a clear overview of the global sales process for multiple projects.
11:05 - 11:25
· Lifetime engagement.
11:25 - 11:40
BREAK
11:40 - 11:50
· Specification Sales – The DO’s / The DON’Ts
11:50 - 12:30
· Selling as a Benefit, including the Golden Circle & lining up with company values.
12:30 - 13:00
· Customer-centric mindset in the sales process, includes timing.
13:00 - 13:30
LUNCH
13:30 -14:00
· Consultative Selling, become a “Trusted Advisor”.
14:00 - 14:40
· Customer Needs Analysis includes response techniques to build solid & logical sales arguments.
14:40 - 15:20
· Sales strategizing & the importance of Marketing (sales tools, content, social media).
15:20 - 15:50
· Questions & answers, includes Opening / Closing
15:50 - 16:15
· Building technical knowledge, expertise & staying in touch with latest developments
16:15 - 16:30
· Building a knowledge data base
16:30 - 16:40
· Review Day 1 END

Day 2
9:30 - 9:45
· Day 1 recap
9:45 - 10:15
· Risk management & mitigation
10:15 - 10:45
· Dealing with objections, includes change management basics.
10:45 - 11:00
· Developing on site skills, being present, on-site networking.
11:00 - 11:30
· The know-how of a building project + basics such as network diagrams & mapping.
11:30 - 11:45
BREAK
11:45 - 12:15
· Territory & Time Management
12:15 - 13:00
· Negotiation
13:00 - 13:30
LUNCH
13:30 - 14.15
· Essential financial skills - costs/revenue/margins
14:25 - 14:40
· Transparency, by the book, proof, values, environmental, ethical, sustainable, company values.
14:45 - 15:15
· Learn From Experience, includes documentation for each sales project (including contracts, specifications, and communication records.)
15:15 - 15:45
· Continuous improvement – self-analysis, team analysis, customer & colleague feedback
15:40 - 16:00
· Body language, attitude & dress for the occasion.
16:00 - 16:30
· Course review, testing, includes a series of role plays & mini presentations to show they can apply the learning process from the previous 2 days.
16:30 - 16:40
· Feedback & Colleagues as coaches – the personal action plan finalised.

Benefits

How to meticulously follow the sales pipeline for long term sales projects

Develop and incorporate key aspects of Project Management

Knowledge related to financial understanding, continuous development, and many other useful skills.