Practical Sales Forecasting
3 days|Delivered on request
This is a hands-on programme. Delegates spend most of the time working through needs analysis and customer journey mapping on live scenarios rather than listening to theory about them. The practical emphasis is deliberate: service recovery is usually the moment that decides whether a customer stays, and reading about the method has repeatedly proved insufficient. Delegates leave able to work confidently with complaint handling, service level design and upselling and cross selling in their own organisation.
What delegates leave able to do
- Bring complaint handling into line with current good practice, measured against recognised service design practice
- Make a decision about service level design without waiting for a specialist
- Put upselling and cross selling on a footing they can defend to a reviewer
- Take ownership of objection handling rather than escalating it
What the course covers
- Needs analysis
- Customer journey mapping
- Complaint handling
- Service level design
- Upselling and cross selling
- Objection handling
- Key account management
Who should attend
- client relationship managers
- sales managers
- sales representatives
