Defining the skills of ‘Qualification’: This section will provide a clear understanding of what qualification means in the context of sales, highlighting the essential skills and criteria involved.
Identifying ‘real’ prospects and eliminating ‘China Eggs’: You will learn how to distinguish between genuine prospects that are likely to convert into customers and those that are unlikely to yield results, often referred to as ‘China Eggs.’
Effectively dealing with budgets, time-scales, and the competition: This part of the course will teach you how to handle budget constraints, time constraints, and competition effectively while navigating the sales process.
Identifying the decision-maker: You will gain insights into identifying and engaging with the key decision-makers within potential client organizations, a crucial aspect of successful sales.
Demonstrating the ‘net gain’ of dealing with your company: Learn how to showcase the unique value and benefits that your company offers, helping you stand out in the eyes of prospective clients.
Keeping control of the sales process: This section will provide strategies and techniques to maintain control throughout the sales process, ensuring a smoother and more predictable path to closing deals.
Closing the deal: You will acquire the necessary skills and tactics to confidently and effectively close business deals, even in challenging situations.

This course content is designed to equip Account Managers and Corporate Sales Executives with the knowledge and skills needed to excel in their roles and drive sales success.