Whether an extensive sales force development process or a one-off refresher workshop for your sales team, our sales force effectiveness programs build the confidence to win new business, develop better long-term relationships with clients and negotiate more effectively. Examples of our sales training workshops include:
Effective Selling Skills: This training covers how to plan and structure sales calls effectively, understand decision makers and the decision-making process, present according to the customer’s style, and handle objections effectively.
Better Buyer Relationships: This internationally-recognised workshop gives the tools and techniques to help sales people differentiate their offering and demonstrate the value of thei company’s services and products. Unique tools and approaches include:
- I-We-U openings: to build rapport and trust from the opening words
- Octagon™ profiling: to understand how our behaviours impact relationships
- SHAPE questioning: to engage with the client and discover their priorities
- Value Sheets: to focus on the buyer’s issues, and what they value
- Need-Feature-Benefit & Storytelling: to position offerings & prove capability.
Sales Negotiating: Participants apply a step-by step process for planning and conducting sales negotiations systematically and effectively. Through tailored role-plays, case studies and best practice sharing, participants learn how to plan and prepare for negotiations systematically and develop skills for exploring options, highlighting value, and making concessions. We also how to explore how different negotiating tactics can be skilfully used to gain a better result.
Sales Coaching: We provide sales managers with the insights, skills and tools to coach their team members as a regular, ongoing process throughout the year. Participants learn how to plan, implement and follow-up on coaching conversations to maximise involvement, ownership and commitment, and learn how to structure different types of coaching conversations through tailored cases and role-plays.