Category Archives: Sales

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 »

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 »

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 »

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 »

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 »