Excelling in Selling – building relationships face to face - or how to get the Prospect to say YES! 
PART ONE

If you don’t make a sale, you don’t have a business. It’s as simple as that. However, it’s a myth to think that good sales people are born with the ‘gift of the gab’. Good sales people have developed a whole range of marketing and communication skills that enable them to identify what people really want and how they can help them achieve it.

 

This first steps workshop shows you not only how to win the sale but also how to create a customer. In just over 3 hours you will discover what makes a good sales person a better sales person, what customer’s value in a sales person and what motivates Prospects to say YES.

 

Together, we explore the key aspects of successful selling - using proven techniques and practical ideas from over 35 years experience in selling at all levels and to all types of client and customer. Discover the 5 steps to problem solving, the sales person’s secret weapon, the key factors that motivate people to buy and most importantly of all – the difference between buying and selling. A great workshop, ideal for both novice and veteran alike.

 

This workshop takes you beyond making the sales presentation and up to overcoming objections and closing the deal. Check out the other linked workshops – such as closing skills and techniques and networking for success to help build your own complete selling toolkit.

 

In this workshop you will:
 

• * Find out what makes people tick – remember people buy people
• * Learn how to identify your best customers and Prospects
• * Know how to plan the call – the sales person’s secret weapon
• * Understand the key stages to selling a product or service

* Discover powerful selling tools and profitable applications

* Pinpoint your customer’s motivating key – what makes them say yes

* Evaluate the effectiveness of your product / services USP / UPB

* Discover how to ask the right questions and create interest using FAB

* Learn the ABC of selling – the key to your sales success

* How to recognise a buying signal and what to do about it

Available as 2 x HALF DAYS (part one and part two)

Also: Available as a FULL DAY - Excelling in face to face selling

Download pdf learning outcome

Excelling in Selling – building relationships on the phone or is there a better way than cold calling? - PART ONE
Is selling on the phone that much different to selling face to face and how do you establish customer rapport without this personal contact?  Thanks to the advance in telecom technology more Prospects can now be contacted in a much shorter time frame. And there’s the problem.

Your prospects are now receiving more calls than ever before trying to sell them everything from double glazing to private health care and as such have erected barriers to prevent these sales calls. The gatekeeper, the screener, the blocker – call them what you will, they are there to provide a vital role. That of filtering the call.

So with all this against us, is selling on the phone still worthwhile? You bet. Get it right and it becomes one of the most powerful selling tools you have. Get it wrong and it’s both expensive and damaging to the Organisation.

Talking to the right person, getting your message across and promoting the benefits of the product or service are essential ingredients to selling using the phone. So why do many people get it so very wrong?

Book on this workshop and you will find out. However, if you are looking for a workshop that shows you the more aggressive style of cold calling – this is not it. This workshop looks at every aspect of using the phone to sell. From call preparation to painting the benefits picture.  A very comprehensive 50+ page resource manual accompanies this seminar

During the workshop you will learn about:

* Doing business by phone – the use of the phone in selling

* Key telephone skills – listening efficiency levels, painting the brightest picture and body language over the phone

* Telephone behaviour – call preparation, cue cards v scripts the verbal handshake and standards to aim for

* The selling process – opening and closing the sale, telephone selling style

Available as 2 x HALF DAYS (part one and part two)

Excelling in Selling – overcoming objections, criticisms and no’s / closing the deal - PART TWO

Many sales people – even those who may have been selling a long time – say that closing the deal is the hardest part of the whole sales process. But why should this be? After all, if you are confident you have followed all the key steps in building the initial relationship (excelling in selling – part one) then closing the sale should be a natural progression in the selling sequence.

This workshop looks at overcoming Prospect objections – but first we have to define them – leading on to achieving a simple closing statement that suits your style. And this is the cruncher. Thousands of words have been written and spoken about the ‘big secret’ – techniques that may very well work for the author but does one size really fit all?

This workshop makes you the key player relating very much to your own temperament, your specific communication style (how to be an effective communicator) and the relationship you have with the client. Only then can we consider the many different styles of closing that apply to you.

In just over 3 hours – without the use of embarrassing role play – you will develop your own particular way of overcoming objections and closing the sale

During the workshop you will learn: 

* The importance of qualifying your prospect – the customer may be right but is this customer right for you?

* How to recognise and define an objection – the 2 main types

* That there is no secret to overcoming objections – we share some sample responses

* How to close the deal / sale – the skills needed to successfully overcome Prospect resistance

Available as 2 x HALF DAYS (part one and part two)

Also: Available as a FULL DAY - Excelling in face to face selling / Excelling in telephone selling

How to be a happy sales manager - sales management skills

Great sales people don’t necessarily make great sales managers. To be effective at sales management not only needs different skills but a different ‘mindset’  This highly interactive – without any embarrassing role play – workshop looks at sales management from the viewpoint of both the individual sales person and the Corporate Sales Manager.

Developing a customer focussed sales strategy is the basis of a quality approach to sales management. It is also the basis from which effective sales managers will develop the sales objectives for each member of their sales team.

This one day course, developed in conjunction with Barnsley & Rotherham / Sheffield Chambers of Commerce, is aimed at those sales people who have recently been thrust into sales management or existing sales managers who are keen to ensure their sales team are outperforming the competition. Participating in this workshop will help you establish an effective customer focussed sales strategy for your Organisation by concentrating on five key areas:

* The corporate sales strategy
* The role of the sales manager
* The development of the sales person
* The market – place. Trading conditions / Opportunities and trends
* The Competition – their strategy
 

Aim: To develop a customer focussed sales strategy

Objectives: 

* To establish a sales plan
* To recognise the role of a sales manager
* To identify the skills needed of a sales manager
* To create classic team roles within a sales team

Available as a FULL DAY interactive workshop

A practical workshop that clearly illustrates the benefits of learning the skills of negotiation. An essential skill for anyone in business today.

This half day workshop introduces you to the two types of negotiation –along with the five stages of negotiation.

During the workshop, participants will discover

Since the 1980’s we are all now effectively ‘self employed’ this means we can no longer depend on others to create our job security or career advancement; It’s down to us. We live in a world of mass redundancy, downsizing, consolidation that has created a culture of self-employment and the growth of freelance consultants.


This workshop encourages us to consider networking as a pro-active activity rather than simply ‘leaning on a bar’  According to the experts, networking is 12 times more effective than answering a job description, helps you find hidden opportunities and sets you apart from the competition.

This short workshop shows you how.

Participants in this workshop will discover:

* The 10 key steps to successful networking

* How to identify opportunities and how to respond

* Building up contacts / network

* Following up contacts and how to sort them

* How to develop a networking kit

* Useful contacts both actual and virtual

Available as a HALF DAY / FULL DAY interactive workshop

Download pdf learning outcomes

• Communication skills
• Dealing with difficult people
• More effective meetings
• Effective telephone techniques
• Mangaging stress in the workplace
• Developing a winning team

Click on the title to find out more