Sales Training
We offer several core sales training courses focused on improving the quality, efficiency, and effectiveness of your sales team. Included in our sales training programs are:
Face to Face Selling
Selling products and services require a practical approach when meeting face to face. Sales skills for in-person sales should be focused and well-executed to provide value to each customer. Even long-term sales staff benefit from learning new perspectives about face to face selling protocol.
Our face to face selling courses has set objectives for sales personnel. These objectives include:
• Effective Sales Calling – necessary to execute effective phone calls to lessen the length of a sales cycle.
• Focus on Solutions – ability to identify customer concerns and offer appropriate, realistic solutions for individual clients.
• Meet Expectations – building customer confidence and credibility through meeting and exceeding expectations.
• Prove Uniqueness – ability to pinpoint what sets your service or product apart from your competitors.
• Objection Deterrence – effective methods for heading off customer objections by handling the concerns beforehand.
• Provide Value – consistently offering value to customers to become an influential element for customers.
Sales Strategy
Sales personnel need to devise a strategy in relation to how the customer makes decisions. This strategy requires sales staff to have a full comprehension of the buying process rather than focus solely on the process of selling.
Key learning elements of the sales strategy course includes:
• Learn Buying Process – ability to align the sales process with the customer’s decision and buying processes.
• See the Big Picture – become an active participant in the customers vision and address their needs accordingly.
• Pinpoint Strategies – be able to identify which strategies are relevant to implementing a positive sales cycle through each part of the customer’s buying process.
• Address Needs – ability to identify and handle the needs and concerns of customers leaving no room for objection.
• Awareness of Competition – understand the influence of competitive services and products on customers.
Prospecting
While cold calls are still a popular choice for soliciting sales, the calls are often considered the least effective, most irritating method for those on the other end of the line. Cold calls with limited results are not only a waste of time but also too much lost opportunity.
Our sales prospecting course instructed sales personnel on the strategies for executing successful calling strategies to ensure calls get returned and further communication is granted. A key element of generating effective leads from sales calls requires a focus on the value you bring to a customer and what their needs are rather than focusing on what it is you are offering.
Our prospecting leads course teaches the research skills necessary to answer such vital questions as:
• Who? Strategise methods for constructing a viable contact list with a focus on who is most likely to return your call.
• What? Understand the skills of rendering convincing communication which peaks customer interest and brings about in-person appointments.
• How? Be able to navigate the roadblocks to the decision-maker including gatekeepers and voice mail services.