The most empowering sales development programme ever offered!
Advanced selling skills
The keys to peak performance and personal leadership.
The Goal
Selling today is more competitive than ever before. Sales success in this market demands a new breed of top calibre professionals with advanced selling skills. Business survival today is absolutely dependant on a world class sales force. By fielding the best trained, most highly skilled salespeople, the company can control its own destiny.
How You Benefit
This state-of-the-art training programme, custom-tailored to your organisation, will give you powerful tools, techniques and methodologies that enable you to defeat the competition and make an immediate jump in sales performance.
Learn how to penetrate major accounts and identify the multiple decision makers in each sale. Uncover and solve the real problems of the customer and position yourself as the best all round solution. You will achieve a rapid, measurable improvement in sales performance.
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Programme Features
- Challenges of Selling
- Being the Best
- Selling Like a Professional
- Positioning Strategies
- Information Based Selling
- Personal Performance
- Prospecting for Profits
- The Heart of the Sale
- Consulting vs. Selling
- Partnering for Profits
- Interviewing Techniques
- Balancing Life and Work
- Gap Analysis
- Building Buying Desire
- Competitor Analysis
- Competitive Strategy
- Reducing Risk
- Leading the Field
- Power and Politics
- Proposing and Presenting
- Holding Your Prices
- Sales Negotiating
- The End Game of Selling
- The New Paradigm
- Knowing Your Customer
- Powerful Presentations
“…which is virtually twice my previous highest figure.” Brigid Hurn, Allied Dunbar"
Superior Sales Management
The Goal
Most salespeople today are inadequately trained in the professional selling process. As a result, most are selling well below their potentials. This decreases sales results and negatively impacts company forecasts.
Top salespeople are invariably more skilled, better organised and more highly motivated. The way to achieve and exceed sales targets is to give people the skills they require.
How You Benefit
This programme is designed for custom- tailoring to your specific products and services, your customers and your market. You will learn better prospecting skills, better questioning and listening techniques, higher motivation and greater enthusiasm, better objection handling and how to set clear sales goals and plans to achieve them.
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Programme Features
- Introduction to Selling
- Keys to Psychological Selling
- Unlocking Your Sales Potential
- Your Formula for Building Self Esteem
- The New Model of Selling
- Building Trust with Customers
- Seven Secrets of Persuasion
- Why People Buy
- How to Qualify Your Prospect
- Using the Power of Suggestion in Selling
- Developing Mega-Credibility
- Creative Selling Techniques
- Powerful Telephone Techniques
- How to Approach Your Prospect
- The 100% Formula for Income Building
- Mental Preparation for Selling
- Buyer Personality Types
- Sales Presentation Skills
- How to Handle Objections
- Recognizing Nine Types of Objections
- Closing Requirements and Signals
- Dealing with Price Resistance
- Handling Money and Price Objections
- Overcoming Obstacles to Closing
- Seven Key Closing Techniques
- How to Set and Achieve Sales Goals
- Maximising Selling Time
- Turning Time Into Money
- Going for the Gold
- Ten Keys to Success in Selling
- Business to Business Selling
- Four Keys to Strategic Selling
- Consultative Selling Techniques
- ROI Selling Skills
- Pathways to Personal Progress
The New Psychology of Selling
The Goal
The role of the sales manager is the vital link between sales planning and sales results. All improvement in the sales force begins with improvement in sales management. An investment in building excellent sales managers assures higher, more dependable sales results.
How You Benefit
Learn how to recruit better salespeople and get them up to speed faster. You will develop better coaching and counselling skills and become more effective at managing, motivating, delegating and supervising. Ultimately, you will achieve greater predictability of sales results.
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Programme Features
- The Pivotal Skill
- Managing and Leading
- Planning for Success
- The Sales Plan
- Recruiting Sales People
- Interviewing and Selection
- Communicating for Results
- Motivating Salespeople
- Effective Delegation
- Strategy and Positioning
- Sales Training
- The Winning Team
- Territory Management
- Sales Supervision
- Skills Coaching
- Key Accounts
- Communication Channels
- Sales Meetings
- Performance Appraisals
- The Problem Salesperson
- High Performance Management
- Time Management Skills
- Leading the Action
- Pushing to the Front
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