Professional Sales Process Seminar



Software Park Tower – 02 Quang Trung, Hai Chau Dist, Da Nang City, Vietnam



Presented by Dong Si Phung
Dated : Nov 20-21-22 and Nov 28-28-29
Time : From 3.30 pm to 5.00 pm

Introduction

Provide concepts of selling skills
Define your targeted accounts
Define sales process
Improve your relationship with accounts
Help you adapt to professional working environment
Sales training materials was issued by AchiveGlobal Singapore

Agenda

Estimated Date: Nov. 20-21-22 and Nov 27-28-29
Estimated Time : from 3.30 pm to 5.00 pm
Training course overview : Nov 20
Account Prioritization Process :Nov 21
The professional sales process :Nov 22
Pipeline Management :Nov 27
Appendix for landlord :Nov 28
IID’s Case studies :Nov 28
Group Discussion :Nov 29

Training Course Overview

Topics to be intended to help you maximize the effectiveness and sales process management activities. It is Account prioritization.

You’ll learn about the value of prioritization and what factors to consider in prioritizing the accounts .

You’ll also consider how to manage the time you spend with contacts in your accounts.

Training Course Overview ( continue )

You’ll learn about how to priority customers in your territory, our focus will shift from accounts to opportunities through the sales process

You’ll apply the stages of the sales process to a multi-step case study that will build your understanding of, and comfort with, the process.

Training Course Overview ( continue )

You’ll also examine pipeline management principles that will help you maintain an acceptable number of opportunities at each stage of the process to ensure you achieve your objectives.

Training Course Overview ( continue )

Help you how can you be sure that you anticipate, recognize and resolve problems.
You’ll also discuss ways to ensure you and your manager share a consistent understanding of your pipeline.

Training Course Overview ( continue )

Topic 1: Account Prioritization

Purposes:
This is the process of sorting established accounts and prospects into special groups.

The purposes of account prioritization are to enable you to establish the relative value of accounts based on factors that are important to your real estate business.

Help you effectively allocate our time so that you spend the majority of your efforts maximizing profits through focus on high value, existing customers and new growth potential within your current account portfolio that both existing business and new opportunities can create.

Topic 1: Account Prioritization ( continue)

Effective account prioritization also deciding on the most appropriate amount of time to spend focusing on existing accounts and new opportunities

You’ll learn spend the majority of your time servicing existing accounts, or you may enjoy the challenge of finding new opportunities and want to focus most efforts here.

Help you before making decisions, talk with your supervisor how your time should be allocated between these two types of situations.

Topic 1: Account Prioritization ( continue)

Account prioritization process
The Account prioritization approach involves six steps:
Create account profiles
Analyze
Prioritize all accounts
Determine call frequency and resource allocation
Create sales call objectives
Design your working schedule

Topic 1: Account Prioritization ( continue)

Account Attributes:

Potential value to IID
Potential value of IID to the accounts

Topic 2 :The professional sales process

STAGE 1 : Prospect
STAGE 2 : Identify Account need
STAGE 3 : Formulate offer
STAGE 4 : Negotiate to Close
STAGE 5 : Manage Implementation
STAGE 6 : Deliver on Commitments
STAGE 7 : Expand/Develop Relationships

Topic 3: Pipeline Management

You’ll learn how you can be sure that you anticipate, recognize and resolve problems as you guide a large number of opportunities through the sales process at the same time.
The pipeline formula
The pipeline calculation
Problem pipelines
The pipeline tracking

Topic 4: Appendix for Landlord

Glossary of terms
Account Profile Form
Account Classification and Call Planning Worksheet
Sales Process Checklist
Pipeline Tool

Topic 5: Real Estate’s Case studies

Office for lease ( A-H )
Conference room/hall leasing services
IT solution services : network and communication; network devices; server; security appliances

Summary

Group Discussion

Opened discussion related to selling skills and making relationship with customers
Brainstorming session
Q & A

The end