Customer Data and Segmentation Auditing and Assurance
3 days|Delivered on request
This programme is written from the assurance side. Delegates learn to test whether pipeline management and customer retention are working as claimed, and how to evidence the conclusion. Assurance work is under scrutiny because sales teams are frequently trained on the product and never on the conversation. Delegates leave able to work confidently with upselling and cross selling, consultative selling and proposal writing in their own organisation.
What delegates leave able to do
- Put upselling and cross selling on a footing they can defend to a reviewer, measured against consultative selling methodology
- Bring consultative selling into line with current good practice
- Review proposal writing and say plainly whether it is working
- Spot where negotiation in sales is failing before it becomes a finding
What the course covers
- Pipeline management
- Customer retention
- Upselling and cross selling
- Consultative selling
- Proposal writing
- Negotiation in sales
- Service recovery
Who should attend
- branch managers
- key account managers
- service desk staff
- sales managers
- sales representatives
