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 »

Sales Presentations

The sales presentation is increasingly popular as a method of communicating with the many people involved in a decision. A good solution can fail – due to poor presentation. Overview Presenting ideas/findings/solutions to groups is a normal part of modern commercial life and yet the majority of presentations fail to be memorable or relevant in… 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 »

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 »

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 »

How To Be A Good Team Member

An effective team is more productive than a group of loners. Teams settle down over time. To be effective quickly, the individuals need to acquire key skills and understand team dynamics. Overview A team is far more than a group of loners. An effective team shows greater results, resilience and creativity than a group of… Read More »

Guidelines For Effective Negotiation

Only negotiate when you have to: Distinguish between selling and negotiating Don’t use negotiation as a substitute for effective selling – that’s costly! Don’t use negotiation to resolve ‘risk issues’ Negotiate when you can’t outweigh or influence a situation in any other way. Only negotiate when both parties are both able and willing to move… Read More »