Sales Training I, II & III

Without Sales What Have We Got?

There is no single way to sell. There are many ways because the style has to suit the personality of the sales person, the product and the needs of the buyer. A sales person’s aim is to give to the customer what they want, in a way that the customer feels really good about the decision that they have made.

Therefore the sales person has to demonstrate flexibility in their approach, find out what the real issue is and select the right approach.

Sustained Increased Performance

It’s usual that every time a sales training course is delivered there is a positive upturn in results … at first.  Following the training the motivation is higher than normal and sales people see a fresh approach to their role. If this fresh approach is not reinforced, then performance dips and goes back to somewhere near where it was before.  We are creatures of habit!

The only way to achieve sustained increased performance is through repetition.  It takes approximately 21 days to create a new habit. Through regular feedback and demonstration, the line managers of the sales staff need to reinforce these newly learned behaviours. Line managers are leaders and need to lead as well as understand their team.  This is why we recommend that the managers are present on this training. 

We offer 3 levels of Sales training with each workshop building on the foundations of the one laid before it.

Workshop Aim:

We present and teach a number of different tools and techniques for each stage of the sales process. Like all learning, repetition is key and this series is designed with an initial two day workshop; followed by two one day workshops over a period of time.

The sales workshops are intensely practical and will have participants delivering high quality sales presentations using all of the tools available. Working in small groups, each delegate will have the opportunity to develop and hone their sales skills through practical exercises as they integrate each new piece of content into their own unique selling style.

Participants will learn:

  • How to build instant rapport with people
  • Emotional steps to learning
  • Effective communication
  • Valuable listening skills
  • Successful questioning styles
  • The 15 most persuasive words to use
  • Features, advantages and benefits
  • Closing styles
  • Overcoming objections and turning them to your advantage
  • Managing your time / calls
  • How to elicit strategies (buying, decision making, convincer & reassurance strategies)

Who should attend?

  • Anyone with responsibility for sales on junior and senior levels
  • Sales Managers and Directors of Sales in order to support their teams in the applications of learned tools
  • Anyone being developed into a future sales position 

Tailored programmes and coaching

Specific training courses can be designed to meet specific requirements. More advanced or follow-on sessions such as Negotiation Skills and/or Dealing with Demanding Customers are also available for participant’s further development.   For those people who really want to hone their skills, and make significant improvement in their impact, one-to-one coaching is available for extra assistance.

 

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