Getting The Basics Right

• Selling – The old and the new paradigm
• The characteristics of a client focused sales consultant
• The skills of successful sales people – how do we rate?
• Your role as a sales person
• What we dislike about people who sell to us!
• Who are you selling to?
• How should you sell to them?

The Buyer/Seller Relationship

• Initial contact: creating an impact – building credibility of you and your company
• The importance of perception – how do people see you?
• Demonstrating honesty, authority, reliability and confidence!
• Active listening
• Understanding and interpreting body language
• Developing empathy and rapport
• Differentiating yourself

Understanding Yourself
And Your Customers

• Introduction to DiSC – a behavioural model
• Understanding your style and the style of those you sell to
• Working with your strengths and weaknesses
• ‘Reading’ your customers using DiSC
• Adjusting your selling style to become more effective
• Understanding what your customers are looking for
• How do your customers buy?

Sales Call Planning

• Planning your sales call
• Define prospecting in terms of sales
• The 9 acts of a sale
• Documenting best sales practices
• The roadmap to success
• Setting appropriate call objectives
• Timing – when to sell and when not to

The Psychology Of Prospecting

• Why we need to prospect?
• Why aren’t we doing it!!!
• Getting the hunger back
• Dealing with our limiting beliefs – What is holding us back?
• Warming the phone?
• Our prospecting goals

Cold Calling and
Using Referrals

• Who are our present customers and why?
• Getting and managing referrals
• The Orphans!
• The characteristics of potential customers
• The typical needs of potential customers
• Sourcing potential customers
• Who can we eliminate?
• The ‘Ideal Prospect Profile’
• What we need to know before we lift the phone?
• The MAD technique (Money, Authority, Desire)
• Prioritising our prospects
• The prospecting diary
• Getting the appointment – Using Our ‘Elevator Story’
• What outcome are we after?

Identifying Your
Customer’s Needs

• Understanding and clarifying your customer’s needs
• Asking the right questions
• Understanding the buyer and their company
• Identifying the decision maker
• Uncovering problems and opportunities
• Solving the problem rather than the symptom
• Urgency – what is the time frame?
• Understanding why the customer is always right
• ‘Guiding not pushing the customer’

Sales Presentation Skills

• Conducting yourself professionally when meeting with clients
• Identifying value for your customers
• Creating win – win situations
• Influencing your customers perceptions during sales presentations
• Presentation techniques – integration of sales materials and technology
• Selling your message – the use of reinforces
• The delivery – presenting your solutions
• Demonstrating the benefits
• Creating presentations that are persuasive, stimulating, focused and flexible
• Differentiate between implicit and explicit presentations

Dealing With Objections

• Identifying reasons why customers do not buy
• Identifying common objections
• Recognising the difference between stalling and raising objections
• Determining the customer’s true objections
• How to respond to objections
• Overcoming price objections
• The rules regarding concessions

Asking For The Business

• Why we shouldn’t feel uncomfortable asking for the business
• Earning the right to ask for the business
• The importance of call control – Who’s in Control?
• What is the close and when do we use it?
• Why does it go wrong?
• The danger points
• Confirming commitment
• Identifying the buying signals

Negotiation Techniques

• The negotiation process
• Assessing strengths and weaknesses of sellers and buyers
• The qualities of a good negotiator
• Principled negotiation
• Defining critical points
• The importance of the win/win

Time and Task Management

• Organising yourself
• Beating procrastination
• Stephen Covey’s 4 Box Model
• Planning ahead – day, week, month
• Must, should and want to do lists
• Dealing with deadlines
• Being able to prioritise
• Being able to say ‘no’
• Changing priorities quickly
• The importance of flexibility

Business Writing

• Preparing and planning your documents
• Using appropriate language
• Choosing the appropriate style and tone
• Structure and layout
• Achieving clarity and brevity:
  • Avoiding ambiguous grammar, punctuation and word choice.
  • Writing shorter sentences.
• Memos, letters, reports and emails – what are the differences?
• Pitfalls to avoid
• A checklist for editing your work
• Guidelines for clear presentation of the report, proposal, or letter

Motivating Yourself
and Your Team

• The benefits of motivated staff
• What people want
• 10 ways to reward
• The misconceptions regarding money!
• The importance of being valued
• How to encourage employees to contribute

Goal Setting

• Where are you now?
• Your limiting beliefs
• Where do you want to go?
• Setting clear, well defined goals
• Plan of action