Category Archives: Adding Value

Problem Solving and Decision Making Tips

Today we are required to make decisions and solve problems quickly. The rapidly changing internal and external situation is constantly creating new success criteria, constraints and options. We can no longer rely on ‘gut instinct’ and precedent for creative and effective solutions and ideas. As more people become involved in decision-making and problem-solving, we must… Read More »

Influencing Skills

The working environment, with its limited time and resources, demands that each of us maximises the benefits that can be drawn from our relationships with others. [Geoads2] This practical management training course focuses upon those things that we can all do to ensure that our influence is optimised. Drawing inspiration from history and combining it with the very… Read More »

Finance For Non-Financial Managers

This management training course is designed to give managers an introduction to interpreting information in financial statements and how that information can be used for planning, decision-making and control of business operations. The course will develop commercial insight by connecting the numbers with real world business decision-making. This is achieved through case studies of actual companies and topical issues using the… 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 »

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 »

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 »

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 »