Tag Archives: Photo

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 »

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 »

The Four Stages Of Negotiating

Preparation Gather all the relevant facts from as many sources as possible to have the widest view of the situation. Having done so you will be able to assess your bargaining power and that of the other party and as a result, the scope for either party to apply leverage. You need to be clear… Read More »

Are Your Employees Under Performing?

Detecting Poor Performance Detecting poor performance in an employee is not always as easy as it seems, but any check list should cover the following: Aggression:  Appears to provoke a lot of conflict?  Others seem reluctant to work with them?  Customers sometimes complain about behaviour? Childishness:  Practical jokes?  Silly comments?   Keeps colleagues up late at… Read More »