Introduction

With the growth of international business, there naturally follows a big demand for new sales professional who can withstand the challenges of selling globally whilst running international teams. The role of the sales team, which is regularly the most externally focused part of a company, has a huge impact on that international presence so getting this right in different countries is critical.

The Global Excellence for Sales Professionals training course has been designed for sales professionals who want to explore the latest trends in global sales, develop consultative sales skills, improve cross-cultural communications, perfect leadership skills required for leading international team and gain a comprehensive range of very practical and highly effective leadership tools to increase their efficiency. Participants will walk away from this training course with a specific action plan and the tools they need to lead a world-class sales team.

Goals

Participants will learn:

• Develop awareness of current trends in global sales to stay competitive.
• Understand new roles of sales professionals.
• Build the knowledge of partnership sales skills.
• Effectively utilize distinctive features of cross-cultural communication & negotiations.
• Manage and motivate international teams more effectively.
• Support their organization by becoming highly effective leader.

TRAINING OBJECTIVES

• Gain insight into global demands and changes in sales world.
• Realize the importance of social selling and developing business acumen in the global contest.
• Learn strategies of consultative selling in modern world.
• Perfect their questioning and listening techniques.
• Define the importance of positive attitude for building relationships.
• Improve their cross-cultural competencies.
• Study the techniques of negotiating globally.
• Learn the main principles of leading, developing and motivating international teams.
• Examine cultural impact on selecting process.
• Improve their managerial and organizational skills in changing global environment.

Training Methodology

The Global Excellence for Sales Professionals training course combines presentations that share both theory and industry best practices with practical sessions. Each module includes practical exercises to try out the new knowledge and skills they learn. We use small and whole group exercises, videos, case studies, peer exchange, brainstorming, role plays and discussions. Participants will be able to capitalize on their existing experience and expertise and encouraged to apply new skills to their individual workplace.

TRAINING SUMMARY

The Global Excellence for Sales Professionals training course has been designed to cover an array of international business topics whilst focusing on those most critical to reach sales success on a global scale. The emphasis of the training will be on powerful methods and proven techniques, for improving personal management effectiveness and understanding all possible blind spots of global selling including cross-cultural communication and new demands of global selling.

Target Groups

• Sales Professionals.
• Business Development Team Member.
• Key Account Managers.
• Team Leaders and Sales Executives.
• Anyone involved in global sales or looking into enhancing their sales skills.

Program Content

Day 1 : Global Demands and Biggest Changes in Sales

• World trends in sales.
• New roles of sales people in the global contest.
• Changes in buyers’ behavior.
• Future selling: it is social.
• Principles and importance of developing sales professional’s business acumen.
• Positive attitude to build relationships and sales.
• From transactional to consultative / relationship selling.

Day 2 : Consultative Sales Approach

• Growing your sales pipeline.
• Upsell and cross-sell.
• Discovering prospect needs.
• Listening and questioning skills for sales success.
• Art of story-telling.
• Adding value.
• Secrets at selling full price.
• Principles of negotiating globally.

Day 3 : Cross-Cultural Communication and Negotiation

• Cross cultural competency.
• Acculturation and assimilation.
• International business customs.
• Business etiquette.
• Language and cultural barrier.
• Setting mutual expectations.
• Secrets of diplomatic communication.

Day 4 : Leading International Teams

• Hiring the right talent.
• Cultural impact on selecting process.
• Conducting appraisals and evaluations.
• Retaining the staff.
• Sales coaching.
• Developing big-picture thinking.
• Motivating your team.
• Setting and managing sales targets.

Day 5 : Managerial Efficiency in the Global Environment

• Managing multiple relationships.
• Stress management.
• Time management.
• Organizing your day at work considering different time zones.
• Self-actualization.
• Action planning.