SALES TRAINING
Click on the programs below to find out more:
THE BASICS OF SELLING - Click here
A fast track introduction to the world of selling
ESSENTIAL SELLING SKILLS - Click here
Improve your skills and close more deals
ADVANCED SELLING SKILLS - Click here
Master the challenge of high level selling
DELIVERING EFFECTIVE SALES PRESENTATIONS - Click here
Getting the sales message across
SELLING BY TELEPHONE - Click here
The right way to win business on the telephone
SALES NEGOTIATION SKILLS - Click here
Minimise concessions and conclude good deals in tough competitive markets
KEY ACCOUNT MANAGEMENT - Click here
Building business partnerships
EXHIBITION STANDS - Click here
Maximise the opportunities from exhibiting
THE BASICS OF SELLING
A fast track introduction to the world of selling
This program will build a good foundation for those new to selling. It is for anyone who requires a briefing on how to work as a competent, professional salesperson. How to sell without resorting to high pressure techniques is the essence of professional selling as is demonstrated on this course. The principles of effective selling are explained and related to each participants business.
Participants will be shown how to apply the principles in face to face situations. This is a very intensive, participative program in which participants will be given individual exercises and guidance.
Key topics of this program include:
The Vital Role of the Salesperson
Why Telling is Not Selling
Why People Will Buy From You
Persuasive Communication
Developing Your Own Sales Plan
How to Find New Customers
Preparing to Make a Sale
|
Opening the Sale
Establishing Customer Needs
The Importance of Call Objectives
Presenting Your Sales Case
How to Answer the Customers Objections
How to Close the Sale
Your Personal Plan for the Future
|
Back to the top
ESSENTIAL SELLING SKILLS
Improve your skills and close more deals
This program is for the salesperson who has some sales experience but no previous sales training or would like a refresher. The course presents the skills and techniques required by a successful salesperson in a competitive business environment.
The program is highly participative, the course tutor drawing on the experiences and opinions of the participants. The key points are reinforced with syndicate and practical exercises to ensure that they are seen in the context of the participants own business.
The course is intensive and requires dedicated hard work by all delegates.
Key topics of this program include:
Professional Role of the Salesperson
Rules for Effective Communication
Prospecting for More Business
Your Own Sequence for a Planned Sale
Making Appointment
Creating the Right Impression
Selling to Multiple Decision Makers
Opening Up the Sale
|
Identifying Customer Needs
Making an Effective Presentation
Dealing With Difficult Questions
Handling Price Objections
Reacting to Buying Signals
Effective Closing
Managing Your Time More Effectively
Practical Exercises with Tutor Feedback
|
Back to the top
ADVANCED SELLING SKILLS
Master the challenge of high level selling
This program is designed for the experienced salesperson who has a track record of success and seeks to become even more proficient. The course is also aimed at anyone who sells complex solutions to multiple decision makers with long sales cycles.
The program covers selling techniques, territory planning and organising ones work to maximise sales performance. Every salesperson will gain from the fresh perspective taken on this course and the chance to re-think their current work practices.
The course is practical and pragmatic in content with considerable delegate participation. The program starts by considering the role of each delegate and then analysing the logical sequence for building sales. We then consider fundamental questions about the nature of persuading the various types of customer. This is followed by a searching look at each step in the sales process.
Key topics of this program include:
The Marketing Mix and Selling
Motivations for Buying
The Nature of Need
Building Need Awareness
Consultative Selling Techniques
Communication Skills
Selling Complex Solutions
Managing a Long Sales Cycle
Multiple Decision Makers
|
Investigating and Problem Solving
Effective Presentations and Proposals
Strategies for Dealing With Objections
Trouble Shooting
Winning the Business
Positive Behavioural Techniques
Introduction to Negotiating Skills
Personal Effectiveness
Time Management
|
Back to the top
DELIVERING EFFECTIVE SALES PRESENTATIONS
Getting the sales message across
The ability to make professional sales presentations is becoming an essential skill for the successful salesperson. This program is aimed at anyone who makes presentations to new or existing customers covering every stage of the process to enable delegates to maximise the effectiveness of their sales presentations. This course is worth years of experience in learning the hard way.
Key topics of this program include:
Preparing an Effective Presentation
Voice and Body Language
Opening the Presentation
Visual Aids
Sales Presentation Techniques
|
Presenting to Multiple Decision Makers
Gaining Customer Involvement
Dealing with Difficult Questions
Techniques for Ending the Presentation
|
Back to the top
SELLING BY TELEPHONE
The right way to win business on the telephone
Selling by telephone is arguably more difficult than face to face selling. The course covers all key aspects of telephone selling from cold calling to appointment making, objection handling and closing the sale.
It is a course for those who have to react positively and be able to persuade pleasantly. To master the art of selling by telephone requires an understanding about why and how people make decisions to buy. To positively influence others, one must know about effective sales techniques and make sure that high pressure tactics are not used. A good telephone manner is obvious but there is a lot more to it than just remembering to smile.
Key topics of this program include:
The Importance of First Impressions
Telephone Tactics
Your Voice
Questioning Techniques
Listening Skills
Why People Buy
Planning Outgoing Calls
Making Cold Calls
Making Appointments
|
Opening a Call Positively
Using Benefits Effectively
Establishing Needs
Building Your Case
Dealing with Questions
Handling Objections
Closing the Call Business
Practical Exercises
Individual Self Development
|
Back to the top
SALES NEGOTIATION SKILLS
Minimise concessions and conclude good deals in
tough competitive markets
Designed for sales people, selling products or services, where negotiation is part of the process leading to a successful sale. The course identifies the specific differences between sales and negotiation.
Participants are taken through step by step how to negotiate business deals that are acceptable to both buyer and seller. It is an advanced level course for the more experienced sales executive to hone their skills and techniques of sales negotiations. Delegates will have plenty of opportunity to practice the principles learnt during this participative program.
Key topics of this program include:
Enhancing the Sales Proposal/Proposition
Establishing Client Requirements
Techniques for Presenting Price
Presenting the Sales Case
Valuing Benefits
Dealing with Difficult Questions
Gaining Commitment
When Selling Becomes Negotiating
Communications and Body Language
Negotiating Styles
|
The Principles of Negotiation
Characteristics of a Successful Negotiator
Preparing for a Negotiation
Negotiation Techniques
Dealing with Conflict in Negotiation
Avoiding the Common Mistakes
Negotiating with Skilled Buyers
Confirmation and Contracts
Practical Exercises with Individual Feedback
Self Development Techniques for the Future
|
Back to the top
KEY ACCOUNT MANAGEMENT
Building business partnerships
Todays Key Account Manager needs a clearly defined, timely and dynamic approach to the planning process not just for the present but especially for the future. This program offers an insight into the key strategic and operational processes as well as the marketing principles that will enable delegates to understand the importance of getting the strategy right.
Key topics of this program include:
The Successful Key Account Manager
An Introduction to Basic Management
The Ladder of Goodwill
Why Customers Buy
Situational Analysis
Preparing Your Strategy
|
Implementation, Planning and Penetration
Understanding the Marketing Process
Managing Buyer Relationships
Designing and Presenting Winning Proposals
The Benefits of a Well Managed Meeting
|
Back to the top
EXHIBITION STANDS
Maximise the opportunities from exhibiting
Avoid the common mistakes. Make sure that you or your stand staff can meet, greet and facilitate business when representing your company at exhibitions. Recent research conducted at a number of exhibitions has shown that over 80% of stand staff use strongly negative behaviour which discourages potential customers.
Exhibiting is an extensive marketing activity. It will pay to ensure that your investment is not eroded by inadvertent negative stand behaviour. By providing this training shortly before working on the stand, enquiry and sales levels can be maximised.
This course will appeal to companies who are planning to participate in an exhibition within the next twelve months. It will also be welcomed by exhibition organisers and others who may wish to brief stand staff on positive stand behaviour.
Key topics of this program include:
The Nature of Exhibiting
Why are you at the Show?
Logging Enquiries
Organising for Success
Working as a Team
Effective Stand Layout
How Not to Exhibit Yourself
Opening Discussions
Establishing Visitor Credentials
|
Communicating at Exhibitions
Selling Benefits
Demonstrating
Making the Show Memorable
Handling Difficult Questions
Closing Conversations
Post Exhibition Follow-up
Action Plan
|
Back to the top
