Course Overview
This self-paced online course is designed to provide skills for sales personnel. Our focus is on
gaining significant improvements for our customers in terms of time-to-revenue from new
initiatives as well as optimization of sales process for existing solutions.
Learning Outcomes
Participants will learn to:
Lead masterful sales conversations from beginning to end
Use questioning techniques to uncover the full set of buyer needs and desires
Sell ideas, insights, and perspectives that influence the buyer’s agenda
Develop and communicate the most compelling value case
Understand buyers, buyer types, and buying
Close new business with maximum success and integrity
Overcome objections that get in the way of the sale
Sell based on value and reduce price push backs
Avoid common mistakes that even the most experienced sellers make
Course Highlights:
Account management
Perception mapping and the competitive matrix
Business buying cycle
Value added selling
Creating value and capturing value
Portfolio management
Negotiation and influencing factors
Customer relationship management
- Trainer/Facillitator: Viscar Admin
The training content is founded around the principles of ISO 31000:2009; Risk Management Principles and ISO 31010:2009; Risk Assessment Techniques and PMI PMBOK Guide.
The training not only provides participants with guidance and proven tips in projects risk management but also basic tools they can use and further develop as complexities within an organization and projects
- Appreciate of Risk management as a tool for business efficiency and sustainability
- Appreciate ISO 31000 as the guide for Business Risk management
- Understand and apply the principles of effective risk management.
- Gain an overview to identify and analyse risk, and plan risk responses
- Gain an understanding on how to monitor and control risks throughout a project.
The training covers the below areas:
- Risk Management Basics
- Relationship between Business Strategy and Risk management
- Risk Planning
- Risk Identification
- Risk Analysis
- Project Risks
- Risk Monitoring and Controlling
- Risk Reviews
- Trainer/Facillitator: Viscar Admin
- Trainer/Facillitator: Winnie Otieno