Personal Effectiveness for Sales People

An effective salesperson may achieve greater results than an ineffective salesperson of greater sales ability. Working hard is not enough; top salespeople need to be effective. Overview A salesperson with great knowledge/skills will achieve less than someone with lesser knowledge/skills, but who is significantly more effective. With pressure on time increasing, slack time has become… Read More »

Sales Negotiation Skills

As more customers are trained in negotiation, we need special skills to protect and increase profits while building relationships. Negotiation increasingly involves teams and may need more than one meeting to reach agreement. Such issues require even greater skills. Overview As competition increases, the frequencies of negotiations increase. In most industry sectors negotiation is an… Read More »

Business Management for Sales People

As business moves forward, salespeople need to manage their business including effective pipeline management and forecasting. This course helps participants develop the key skills using their accounts/prospects. Overview Increasingly we ask salespeople to act as business-people and ‘run their business.’ What makes a good salesperson is not necessarily the same as what makes a good… Read More »

How To Be A Good Team Member

An effective team is more productive than a group of loners. Teams settle down over time. To be effective quickly, the individuals need to acquire key skills and understand team dynamics. Overview A team is far more than a group of loners. An effective team shows greater results, resilience and creativity than a group of… Read More »

Guidelines For Effective Negotiation

Only negotiate when you have to: Distinguish between selling and negotiating Don’t use negotiation as a substitute for effective selling – that’s costly! Don’t use negotiation to resolve ‘risk issues’ Negotiate when you can’t outweigh or influence a situation in any other way. Only negotiate when both parties are both able and willing to move… Read More »

Training The Trainer

Skills’ training is different to many other types of training. A skill training has certain advantages and challenges by comparison with other types of training. This course provides participants with the key skills needed. The duration is based on a group of 4-6. Larger groups will need a longer course. Overview Skills training is more… Read More »

The Four Stages Of Negotiating

Preparation Gather all the relevant facts from as many sources as possible to have the widest view of the situation. Having done so you will be able to assess your bargaining power and that of the other party and as a result, the scope for either party to apply leverage. You need to be clear… Read More »

Report & Proposal Writing

Reports and Proposals are often the product of extensive effort. Poor documents ensure the previous effort is wasted. There is increasing competition for attention; every document must compete for attention. Overview Reports and Proposals are a major element in communication, internally and externally. As more people are involved in decisions, documents increase in importance. Many… Read More »

Creativity and Brainstorming

Creativity Creativity is concerned not only with new ideas, but also with escaping old ones.  Many old ideas survive through habit or routine, and not – as they should – as a result of a continuous re-assessment of their value and validity. Our usual method of thinking is referred to as VERTICAL THINKING, in which we… Read More »

Letter Writing Skills

Letters are our ambassadors and provide a permanent record. Excellent relationships created face-to-face can be ruined by one poorly written letter. Overview Letters, e-mails and memos are a vital element in customer communication and internal communication. Problems in relationships and costly errors are common. Written communication also provides a permanent record and may ‘haunt’ the… Read More »

Are Your Employees Under Performing?

Detecting Poor Performance Detecting poor performance in an employee is not always as easy as it seems, but any check list should cover the following: Aggression:  Appears to provoke a lot of conflict?  Others seem reluctant to work with them?  Customers sometimes complain about behaviour? Childishness:  Practical jokes?  Silly comments?   Keeps colleagues up late at… Read More »

Displacement Selling Part III

We must increasingly deal with a wide range of behaviour types amongst the customer group. Our success will be increased if our versatility increases. Overview Increasingly the salesperson must be able to persuade and work with a wide variety of people. This means the salesperson must develop a ‘chameleon’ quality to quickly change behavioural style… Read More »

So You Want To Be a Consultant?

Core Consultancy Behaviours Effective consultants need: Profound understanding of customer needs Systematic analysis of the true priorities and problems within these generic needs Ability to position products/services against these customer priorities To multiple levels of the customer organisation To all relevant members of the “decision making unit” Understanding of: the customer’s experience level their attitude… Read More »