Author Archives: Prospero

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 »

Proposition Development

Developing new propositions or modifying propositions for particular clients/markets requires particular skills. Selling to clients who have not yet recognised the need requires particular skills. This course helps people to develop the skills and focus on current issues. Overview Competition has meant that we need to develop propositions beyond mere products and services. Propositions that… Read More »

Professional Selling is not just ‘the gift of the gab.’

Professional Selling is not just ‘the gift of the gab.’ Professional salespeople need a structured approach to help them to be successful – fast. Experienced salespeople also benefit from a refresher. Overview Competition is a key factor. The level of skills required to be a success twenty years ago, will not result in significant sales… Read More »

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 »