The purpose of this programme is to develop a sales process to retain existing clients and increase the amount of business we receive from them through a focused customer sales and service culture.
This programme delivers a systematic sales process that has been proven to increase sales for frontline salespeople and business owners.
Target Audience: Frontline salespeople, business owners who need to sell their product and/or services, self-employed professionals who need to market and sell their professional services.
The programme covers the five key areas of professional selling:
This programme can be run over either
Our trainers work with you in house and to your schedule.
Prior to commencement of the training each participant will complete a training outcomes form to establish key areas to be focused on and specific outcomes to be achieved during the course of the programme.
At the commencement of the programme each participant develops a personal sales goal to be achieved by the completion of the programme with a measurable outcome for them which gives a return on investment for the training costs.
All the tools contained within the programme will be customised to the individual’s personal style whether it is
The tools are also customized to the particular product or service that the participating company sells.
A challenge for many Sales Managers and Business Owners investing in training is how to measure the long term results of the training.
Programme participants are given assignments on completion of the course which need to be achieved within three months. These assignments reinforce the key skills and techniques which have been gained through the programme.
Assignments are reviewed after that 3 month period with the participant and his/her Manager.
A mentoring pack is supplied to the Sales Manager/Business Owner on completion of the programme to ensure ongoing personal development of the individual participants.
We encourage the Sales Managers to participate in the training programme as by doing this they gain a full understanding of all the tools and systems that their team members will be using.
Another major advantage of this is that they gain a full insight as to how their team members think and approach their sales.
| Getting Started | |||
| Welcome! | 00:00:00 | ||
| Selling Concepts | 00:00:00 | ||
| Selling Concepts Quiz | 01:00:00 | ||
| Goal Planning | |||
| Introduction to Goal Planning | 00:00:00 | ||
| Optimism vs Pessimism | 00:00:00 | ||
| Optimists Sell More | 00:00:00 | ||
| The Sales Wheel | 00:00:00 | ||
| How and Why Goals Work | 00:00:00 | ||
| The Power of Goals | 00:00:00 | ||
| Goals Create A Stronger Mindset | 00:00:00 | ||
| Performance and Outcome Goals | 00:00:00 | ||
| Goal Planning Worksheet | 00:00:00 | ||
| Time Management | |||
| Introduction to Time Management | 00:00:00 | ||
| Identifying high pay-off activities | 00:00:00 | ||
| Time Blocking and To Do Lists | 00:00:00 | ||
| Handling emails | 00:00:00 | ||
| Procrastination and Delegation | 00:00:00 | ||
| How to maximise your selling time | 00:00:00 | ||
| Goals Planning/Time Management Quiz | 01:00:00 | ||
| Sales Interviewing | |||
| Introduction to Sales Interviewing | 00:00:00 | ||
| Best Practice Sales Process | 00:00:00 | ||
| Sales Principles | 00:00:00 | ||
| Personality Profiling | 00:00:00 | ||
| Transactional vs Consultative Sales | 00:00:00 | ||
| Pre-call Planning | 00:00:00 | ||
| Trust Factors | 00:00:00 | ||
| Premature Presentations | 00:00:00 | ||
| Unbreakable Rules of a Sales Presentation | 00:00:00 | ||
| The Power of Questions | 00:00:00 | ||
| Key Question Types and their Function | 00:00:00 | ||
| Client Problems Issues Grid | 00:00:00 | ||
| Background Questions | 00:00:00 | ||
| Scenario Questions | 00:00:00 | ||
| Return on Investment | 00:00:00 | ||
| Needs Analysis | 00:00:00 | ||
| Sales Interviewing Diagnostic Quiz | 01:00:00 | ||
| Planning a Sales Call | 00:00:00 | ||
| Pricing and Discounting | 00:00:00 | ||
| Dealing with Objections | 00:00:00 | ||
| Features vs Benefits | 00:00:00 | ||
| Presenting Your Solution | 00:00:00 | ||
| Closing the Sale | 00:00:00 | ||
| Proposals and Advancing the Sale | 00:00:00 | ||
| Sales Interview Appraisal | 00:00:00 | ||
| Sales Interviewing Prescriptive Quiz | 01:00:00 | ||
| Prospecting | |||
| Introduction – Prospecting | 00:00:00 | ||
| Your Suspect Profile | 00:00:00 | ||
| Networking and Elevator Introductions | 00:00:00 | ||
| The Benefits of Email Marketing | 00:00:00 | ||
| Optimizing Referrals | 00:00:00 | ||
| Optimizing Inquiries and Inbound Leads | 00:00:00 | ||
| Contacting a Referred Lead | 00:00:00 | ||
| Following up | 00:00:00 | ||
| Centres of Influence | 00:00:00 | ||
| Testimonials | 00:00:00 | ||
| Your Prospecting Plan | 00:00:00 | ||
| 00:00 | |||
| Prospecting Quiz | 01:00:00 | ||
| Client Management | |||
| Introduction – Client Management | 00:00:00 | ||
| Growing and Managing Your Existing Clients | 00:00:00 | ||
| Client Product Service Grid | 00:00:00 | ||
| Reasons to Contact Past/Existing Clients | 00:00:00 | ||
| Client Management Quiz | 01:00:00 | ||
| Final Assessment | 01:00:00 | ||
| Your Next Steps | 00:00:00 | ||
