COURSE DESCRIPTION

Sometimes referred to as 'Three and a half steps to selling', the course teaches delegates how to maximise their sales potential by learning the rules of selling. From prospecting and establishing interest, to presenting and closing, this course shows sales people how to plan and execute a sale from conception to handshake.

OBJECTIVES FOR DELEGATES

• The ability to identify their market
• Greater confidence in generating new business by telephone
• The ability to identify and implement various closing techniques
• Negotiating skills
• Knowledge of follow-up systems

COURSE DESCRIPTION

Negotiation is an essential element of selling. Frequently poor negotiating skills lead to lost sales or a failure to maximise the potential of the sale. This course offers delegates the confidence to plan a negotiation strategy and execute it effectively. Seven methods of improving negotiating are taught, with the most common negotiating errors exposed. Through a series of role plays each delegate develops the best negotiating technique for them.

OBJECTIVES FOR DELEGATES

• Greater confidence to negotiate at all levels
• Knowledge of strategic negotiation
• Achieving a conclusion for both parties
• To return to the workplace with well practiced negotiating techniques relating to their own individual sales situations

3. Developing Key Accounts

COURSE DESCRIPTION

This course contains information and skills essential to any salesperson developing a major account. Delegates learn how to identify key influencers in the organisation, assess the political strengths and weaknesses of their contacts and allocate sales time accordingly. Delegates complete the course by designing tailor-made strategies for selling more to their major accounts.

OBJECTIVES FOR DELEGATES

• Ability to formulate a sales proposal that takes into account the main competition
• Strategies for achieving true alignment with the politically powerful people within the customer's organisation
• Knowledge of how to implement a CRM (Customer Relationship Management) system which incorporates multiple influencers within each company.

4. Time Management for Sales People

COURSE DESCRIPTION

Modern business environments place many varied demands upon the time of salespeople. Efficiently allocating time so as not to be distracted from tasks that achieve results is central to achieving objectives. This course teaches how to produce results in a given time frame.

OBJECTIVES FOR DELEGATES

• To understand the importance of time management in a business environment
• How to prioritise tasks in order to achieve your objectives
• How to plan in the short, medium and long term

5. Understanding Body Language

COURSE DESCRIPTION

Focusing on all aspects of Body Language, the course examines why it is important, its parameters and why it is so important today in the world in which we live. It will help to develop and improve delegates understanding and usage of body language. Modern theory is combined with practical know-how

OBJECTIVES FOR DELEGATES

• Know the benefits interpreting body language will give
• An understanding of the impact of body language
• Theoretical understanding of interpreting body language
• Learn how to 'read' body language and 'body patterns'
• Best practice techniques for using these skills back in the workplace or other situations
• How to use body language to benefit you

6. Successful Presentations

COURSE DESCRIPTION

A practical presentation skills course designed to give delegates the confidence to make effective presentations that will be remembered. Successful presentations are founded on good preparation. The course covers objective setting, planning the content and structure of a presentation, and how to make a presentation memorable - including the effective use of visual aids. Communication skills are also covered - use of the voice and body, how to overcome nerves and deal with difficult questions. Delegates make a presentation during the day which will be analysed by the group and constructive feedback will be given by the tutor.

OBJECTIVES FOR DELEGATES

• Greater confidence to make effective presentations with personal composure
• The ability to focus on a clients exact needs
• Understand the difference between features, benefits and matching benefits
• Return to the workplace with a presentation which can be implemented immediately

7. Sales Management (1 Day)

COURSE DESCRIPTION

Very often a good salesperson is promoted into sales management on the basis of his or her achievements ‘in the field’. However, the skills required to succeed as a sales manager differ in fundamental ways from those of a salesperson. This course is designed to start sales professionals along the road of becoming effective managers, understanding the importance of the difference between a ‘good sale’ and ‘good business’, as well as how to develop marketing strategies.

OBJECTIVES FOR DELEGATES

• To understand the importance of customer care in a sales environment
• To improve telephone techniques
• How to unlock profit growth through an effective marketing strategy

8. Sales Management (2 Day)

COURSE DESCRIPTION

This two day sales management course builds on the foundation skills learned in the one day course. High achieving sales managers understand the importance of building good business and not simply booking good orders, and how building and retaining a target client base provides focus and stability in commercial activities. Additionally, the course provides techniques designed to avoid fighting a ‘one armed war’, where price is the only available weapon against the competition.

OBJECTIVES FOR DELEGATES

• How to develop a sales strategy process
• Identifying and building a target client market
• How to build and motivate a high achiever sales team
• Identifying the drivers of competitive advantage
• Developing marketing strategies, products and pricing.
• Countering competition.