Author Archives: Prospero

From Management To Leadership

Managers need more than ever to add value, not only in their conventional role of team management, but also in the wider role of personal leadership. This leadership training course focuses on how to balance the local issues of managing performance with the challenges of offering genuine leadership and vision to the team. Who Should Attend Experienced… Read More »

Telephone Selling

The telephone remains an essential part of selling. The telephone provides great opportunities, and it presents particular challenges – which explains why many sales people are successful face-to-face but not on the telephone. Overview Telephone selling is a highly specialised form of selling. It is more than just selling by use of the telephone. The… Read More »

Creating A Coaching Culture

A coaching culture transforms your people into enablers of others’ potential. Organisational coaching capability is a powerful source of competitive advantage because it puts learning and people development into a continuous state of implementation, so increasing speed to competence and reducing skills attrition. However, simply putting your people (especially managers) through a skills-based coaching training… Read More »

Coaching For Success

The modern manager needs to be a coach to be able to get the very best from the teams they manage and to achieve higher performance for their organisations. Who Should Attend Any manager or team leader who is seeking to improve the way they coach, motivate and empower their people. Those who wish to develop the… Read More »

Sales Questioning

The difference between ‘telling’ and ‘selling’ is ‘asking.’ As buyers become increasingly resistant to ‘aggressive’ selling, questioning skills have become a key difference between average performers and the top performers. Overview Today’s competitive environment requires more than good interpersonal skills. Good salespeople are made, not born. They may have the inherent interpersonal skills and the… Read More »

Managing Sales Inquiries

Overview Today’s competitive environment requires more than good interpersonal skills. Good salespeople are made, not born. They may have the inherent interpersonal skills and the ‘will-to-win’ but that must be matched by effective structures, processes and techniques. Salespeople are human. They develop good habits and bad habits. The good habits need reinforcement. The bad habits… Read More »

The Sales Meeting

Professional Selling is not manipulation or bullying. Special skills are required. This module introduces the skills, situations and key points in a competitive sales process. Overview Today’s competitive environment requires more than good interpersonal skills. Good salespeople are made, not born. They may have the inherent interpersonal skills and the ‘will-to-win’ but that must be… Read More »

Developing Sales Proposals

The sales proposal is often the result of extensive effort. Poor proposals waste the investment and effort involved.  Get it right to improve your sales efficiency. Overview Written communication is an essential skill for all salespeople. As organisations become more complex, the need and circulation of proposals increases. Common errors include lack of clarity, irrelevance… Read More »

Leading In Conflict Situations

It is essential when handling conflict situations to withhold judgement and not offer advice, this will ensure that you are not drawn into the conflict and remain neutral.  Each person involved should be interviewed separately to determine his or her perception of the situation.  Once this has been done, bring the parties together and outline… Read More »

Prospecting For Sales

More telephone prospecting takes place today than ever before, and internet searches and email introductions can be a minefield. To obtain qualified appointments needs greater skill. Overview Generating new sales leads is perhaps one of the most challenging selling skills. Prospecting includes all areas of lead generation such as mailing and telephone. Many salespeople who… Read More »

Use Of The Johari Window

The Johari Window was originated by Joseph Luft and Harry Ingram.  It is used to depict leadership personality. Leadership personality includes both self perception and the perception of others thereby differing with leadership style which is a one-way perception.  The model depicts a window which reflects aspects of our behaviour with communication flowing out from… Read More »

Presenting Benefits

It is not  enough to bore customers by a standard monologue, they can read your regular sales patter for themselves on your website. Competitive selling requires presentations to be tailored to a customer’s needs and situation. Overview In today’s competitive environment, the quality of the selling and sales strategies is often more important than the… Read More »

Indirect Selling

Selling through others, such as distributors, agents or retailers requires additional skills to selling direct. We must create the right environment and support for the intermediary to sell. This course allows participants to develop their action plan and skills. Overview Selling through other people is particularly challenging. The ‘other people’ may be distributors, dealers, sales… Read More »