Tag Archives: Proskill

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 »

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 »

Training The Trainer

Skills’ training is different to many other types of training. A skill training has certain advantages and challenges by comparison with other types of training. This course provides participants with the key skills needed. The duration is based on a group of 4-6. Larger groups will need a longer course. Overview Skills training is more… Read More »

Report & Proposal Writing

Reports and Proposals are often the product of extensive effort. Poor documents ensure the previous effort is wasted. There is increasing competition for attention; every document must compete for attention. Overview Reports and Proposals are a major element in communication, internally and externally. As more people are involved in decisions, documents increase in importance. Many… Read More »

Letter Writing Skills

Letters are our ambassadors and provide a permanent record. Excellent relationships created face-to-face can be ruined by one poorly written letter. Overview Letters, e-mails and memos are a vital element in customer communication and internal communication. Problems in relationships and costly errors are common. Written communication also provides a permanent record and may ‘haunt’ the… 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 »