Category Archives: Adding Value

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 »

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 »

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 »

We Are All Selling Services And Solutions Now

As many market-places commoditise selling organisations attempt to move up their value chain to escape the deathly grip of diminishing competitive advantage. Two common (and often interconnected) approaches to this problem are; adding services to an organisation’s offer and selling solutions. The Move To Services This has several advantages: Stand alone services tend to deliver… Read More »

Advanced Selling Skills

As products and services become more alike the real competitive edge lies in the skill of those dealing with customers. Advanced Selling Skills takes selling skills to a more advanced level. Overview In a competitive situation, every minor aspect of selling becomes more important. As products and services become more alike, or can answer the… Read More »