Leading EDGE Selling
- Course Code GSAE100
- Duration 2 days
Course Delivery
Additional Payment Options
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GTC 11 inc. VAT
GTC, Global Knowledge Training Credit, please contact Global Knowledge for more details
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Course Delivery
This course is available in the following formats:
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Company Event
Event at company
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Public Classroom
Traditional Classroom Learning
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Virtual Learning
Learning that is virtual
Request this course in a different delivery format.
Course Overview
TopThe two-day Sales E.D.G.E. program has been designed to provide sales professionals with the foundational skills they must possess to meet and beat their sales targets.
No matter what product or service your organization provides to your customers, you are facing increased competition. On price. On quality. On availability. On relationships with customers. New sales professionals need the foundational skills to find, develop, service and retain customers for the long term.
Course Schedule
TopTarget Audience
TopCourse Objectives
TopAfter the workshop, you will be able to:
- Understand your own personal needs and the personal needs of your customers
- Gather customer feedback and data in order to understand strengths and area for improvement through the eyes of your customers
- Apply the four phases of the EDGE of customer interaction (Establishing, Determining, Guiding, Ensuring)
- Create a personal sales vision that you can use as a touchstone for decision-making and account planning
- Access customer motivations in the context of your own organization and develop customer-specific strategies
- Complete a competitive analysis of your own organization and your top competitors to identify your relative strengths and opportunities and threats
- Apply a powerful 5-step sales process to maintain and expand your customer base
- Complete a detailed Customer Analysis on high-potential/high-volume customers
- Complete a Call Planner to help you more effectively plan and structure your next contact with a prospect or customer
- Apply the Customer Interaction Model to help you understand what the customer is thinking, feeling or focusing on through each phase of the sales call
- Improve essential communication skills for the sales professional
- Complete a Sales Professional performance contract with your sales manager, including actions you have both agreed to take
Course Prerequisites
TopFollow on Courses
Top- Building Strategic Partnerships (GBSPE100)
Further Information
TopThe Sales E.D.G.E. course focuses on the following competencies:
- Communication Skills
- Territory Planning
- Account Development
- Service Interaction
- Competitive Analysis
Benefits for the individual:
- More confidence preparing for and conducting sales calls
- Better communication skills
- Improved strategies for growing business with existing accounts
- Improved strategies for attracting new business from high potential accounts
- Better overall sales results
Benefits for the organization:
- Greater professionalism of the sales force in interactions with customers
- A disciplined approach to customer selection, attraction, management, retention and growth
- Increased customer satisfaction through enhanced customer service
- Better understanding of the competition and how to succeed against them in the marketplace
- Better overall sales results
- GSAE100
- Leading EDGE Selling
- Sales Effectiveness
- GSAE100 | Leading EDGE Selling | Training Course | Leadership & Business Skills.
- Leadership & Business Skills