Further Details
Understand Sales Excellence - Discover the seven essential roles of sales people and the one ideal goal. Evaluate the five keys to sales competence. Learn the behaviours top sales people attribute to their success.
Make a Habit of Achieving Targets - Use pipeline management to predict future sales results and focus attention on the right sales activities. Use prospect profiling to find new customers. Use the sales growth triangle to choose the right sales development strategy. Tune your methods to deliver better results in less time.
Sell More Immediately - Achieve a 25% increase in your sales and improve forecast accuracy. Pick more winners using a proven quantitative analysis tool that automatically adapts for variations in individual judgement. Predict sales outcomes and make better use of scarce sales resources.
Upgrade Communication - Learn why first impressions count even more than you think. Explore the six aspects of appearance, seven aspects of voice, and three aspects of feeling, that effect how others assess us in the first face to face meeting. Examine the seven faces of friendship and learn how to win trust faster.
Choose Your Unspoken Message - Study the non-verbal communication secrets of successful people. Learn a six-part strategy for projecting the right unspoken message. Read other people’s silent signals, the easy way. Learn the part unspoken language plays in conversational rapport. Acquire matching and mirroring techniques for achieving deep levels of harmony and resonance in communication.
Adapt for Different People - Discover how individual personality differences effect communication. Identify your own personality style and learn to recognise the personality characteristics of others. Adapt your natural style to enhance rapport. Identify buying preferences to ‘zero in’ on the right sales message for each person.
Get Through to the Right People - Practise getting the attention of decision-makers using the telephone. Manage your motivation and make more calls. Learn how to make appointments more easily. Call high and get through using a structured, easy to follow method.
Understand Persuasion - Study the conclusions of the world’s greatest authorities on the science of persuasion. Learn the three tenets of Aristotle and the six weapons of influence described by Cialdini.
Persuade Passively - Become an expert with the most powerful, non-aggressive persuasion technique known. Recognise the power in asking better questions and becoming an attentive listener. Learn principles and techniques for developing both these critical selling skills. Learn a unique five-stage formula that guides you through a proven consultative sales process then practise using it in a role-play exercise.
Plan to Win - Explore reasons for not planning and the unique benefits of creating plans. Use goal setting to turn a prospect from a sceptic into an advocate. Learn a structure that guides and speeds plan preparation. Find out how to test a plan before putting it into action.
Negotiate with Confidence - Learn a proven method for maximising your profit and your customer’s satisfaction. Apply four simple principles to take control of a negotiation and achieve better outcomes. Practise negotiation skills in a realistic simulation.
Gain Commitment - Recognise buying signals. Discover the right way to handle objections and learn how to turn around a customer’s most challenging doubts. Discover the vast difference between simply asking for an order and taking a part in making the decision. Learn why, when and how to take a decision on a customer’s behalf.
About the Course Experience
Two weeks before attending the course you will receive pre course exercises. These will help you prepare to get the most benefit from the course. Throughout the three days you will be involved in discussions and exercises. You will test methods and principles to prove their value and try out what you learn in role-plays and simulations.
Major exercises include Quantified Qualification, Recognising Personality Style, Discovering the Real Situation, Creating Common Vision, Fast Freight Negotiation, and Final Reckoning. Each exercise will help you connect your learning with the real situations you face in fulfilling your role.
Creating an action list as you progress through the course provides you with clear and concise actions that will have an immediate impact on your sales success. You take with you a colourful aid memoir that will provide an easy reference to all of the principles, ideas and methods explained over the three days.
Essential Skills and Habits for Sales People is fun, challenging, and effective in helping you sell more. You have our guarantee that you will enjoy the course and finish it feeling a new confidence in your ability to take control of your sales career.
Read participant comments at: www.salessense.co.uk/esh03d.htm
Guide price
£995 per candidate, discounts for multiples |
