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| Sales Training
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| Courses | ||||||||||||||||||||
 DMS
provide client driven, bespoke sales and marketing training for
clients across the world. We specialise in designing and delivering
professional training programmes in a whole range of disciplines.
Below are some examples of programmes we have recently designed
and delivered for other clients. Click on a title for more information:
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| Key Account Management
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| Key account management stems from the
knowledge that the 80/20 principle provides, i.e. that the majority
of any companies business usually comes from a small selection of
customers and that these select customers deserve a special level
of attention and need managing skillfully in order to both retain
and grow that business. This comprehensive key account workshop is for people who have been given the responsibility of managing their company’s prize assets…their key accounts. By the end of the programme you will have a complete Strategic Account Plan aimed at meeting your key vision and goals for your selected priority account. In addition you will have a template for all future major account planning. Back to top |
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| Global Account
Management
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| This programme is designed for those
senior level account managers who are responsible for truly multi
national client s where the spread of business and potential growth
is worldwide. This programme helps you to understand and create a
global strategic account plan: work with different cultures and nationalities:
map out a project opportunity process; manage relationships with both
direct customers and channel partners; network and build a team approach
to the account, internally. It also looks at the importance of skilled
negotiation in global account sales. Back to top |
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| Business Development
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| Business development in its true form
is a potent cocktail of new business research and development, selling
skills, relationship and project management and internal / external
networking. BDMs need to be able to dig out new opportunities, network
effectively, position their organisations to have the best chance
of success via short lists, tenders etc and be able to put together
and manage plan, bringing together their own companies key players
with those of your prospective client. That means selling both internally
and externally. This programme will look at all aspects of the BDM
role and offer real workable skills that will enhance your strengths
in all future business development situations. The course has a practical
and realistic case study running through it offering you the chance
to test your new skills in a challenging but effective environment. Back to top |
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| Negotiation Skills
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| Good negotiation skills are important
in all walks of life, but they are particularly critical in the sales
environment where even the best sales presentation can be undermined
by poor negotiation. This programme introduces you to a practical
and highly effective negotiation process and offers the opportunity
for you to practice the skills you learn on the programme, via realistic
business case studies and exercises. You will walk away with a complete
set of tools, skills and techniques for negotiating in even the most
demanding business environments. Back to top |
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| Selling Skills
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| Behind any successful sales professional
are a set of core selling skills built around a clear and focused
sales structure. This highly participative programme will piece together
skill set by skill set, a complete sales structure. Key areas covered
include: time and territory management; planning and preparing for
a meeting; setting clear objectives; cold-calling; opening a meeting
with impact, attracting and maintaining a buyers total attention;
key questioning and communication skills; selling your companies USPs;
using motivational and persuasive language; turning objections into
selling points; and gaining commitment to close the sale. You will
leave this programme with a complete sales "tool kit" of
best practice skills and techniques. Back to top |
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| Advanced Selling
Skills
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| With all your experience and knowledge
from training courses you have previously been on, you do the basics
well, but now you want to raise the bar. This programme focuses on
giving sales professionals that extra edge in key areas that will
differentiate them from the ‘average’ sales person. You
will gain: advanced verbal and non-verbal communication skills; an
innovative approach to building rapport with your key contacts; senior
level questioning skills; the ability to objectively view both your
individual and company performance from your customers’ perspective;
the ability to adopt a more consultative and strategic role with your
customers. Back to top |
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| Communication &
Relationship Management
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| Excellent communications skills are
imperative for any sales person no matter which stage of the sales
process they are at. In the highly competitive business world that
sales people have to operate in, the wrong first impression; poor
communication; lack of rapport; or simple misunderstanding, can have
hugely detrimental effects on the success of a sale. To make matters
worse, the sales person would probably not even realise what they
had done wrong! In this programme you learn about your natural behavioural
style and the behavioural characteristics of your customers and prospects.
You will then develop the key skills that will enable you to adapt
your behaviour to compliment theirs…building rapport; improving
communication and developing a strong business relationship. You will
also have the opportunity on this course to gain a 360 degree perspective
on your behaviour and communication style from fellow sales professionals. Back to top |
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| Sales Management
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| A complete, practical and thought
provoking workshop designed for both newly appointed field sales managers
and those looking for a refresher and guide to best practice. This
course covers every key aspect of the sales manager’s role from
selecting and recruiting your sales team, to understanding the importance
of adapting your management and leadership style according to the
individuals in your team, to effectively field coaching, to running
successful sales meetings, to motivating and developing your team
and managing the team using Key Performance Indicator’s…plus
much more. You will leave this programme with a complete sales management
toolkit that you can apply directly to your own sales people back
in the workplace, from day one. Back to top |
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| Presentation Skills
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| As the saying goes: "the brain
begins working the day we are born and only stops when we stand up
to speak!". Standing up and presenting to a group of people can
be a nerve racking and stressful experience for anyone, particularly
when the group you are presenting to are making a decision about whether
to buy from you or not… This programme is aimed at anyone who
has to present to groups and who wants to be able to deliver a professional,
impacting and effective presentation or talk. On this high impact,
interactive programme, you will be offered insightful practical advice
and introduced to proven skills and techniques, guaranteed to improve
your performance on your feet. Back to top |
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| Industry Experience |
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 DMS
have successfully delivered sales training programmes across a broad
spectrum of business sectors for companies of all shapes and sizes,
from partnerships to Corporate business. Some of the sectors we have worked in are listed below:
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| The DMS Sales Training 10 Step
Process |
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| Bite-Sized Learning
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 DMS
also offer Bite-Sized Learning – short high-impact learning
sessions of between 2hours and half a day on key sales / management
topics, delivered to suit your business need. These sessions are great
for motivational bursts of training at the event of your choice. Examples
of where DMS Bite-sized learning can really add value include: monthly
Sales Meetings; Conferences; Product Launches and other organised
team events. |
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Conference Hosting and Key Note Speaking |
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 A
DMS trainer / speaker can host your event by providing a professional
and high impact link between speeches, presentations and other key
areas of your conference. In addition one of our consultants can deliver
a high impact key note speech on the topic of your choice. These speeches
are delivered by professional, motivational speakers who are leading
specialists in their field and who will work with you prior to your
event to deliver the message that you want to get across to your audience.
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