COURSES
Structured Sales Course
Location: Nelson House, Park Road, Timperley WA14 5BZ
One day course - from planning through to closing, providing
the participants with the rules to the sales game.
It Includes:
Planning - How to get the maximum return from your efforts.
Introduction - 'Getting in' techniques and how to sell the call.
Requirements - Questioning techniques, the difference between
open and closed questions and when to use them.
Benefits - Features and benefits of your products and services.
Investments - Having spent money developing your company,
we look at how to get a return for your investment.
Closing - Asking for the order at the right time and in the right manner.
Evaluation - How was it for you and could we have done better.
Admin - Monitoring results and performance to ensure maximum return.
The course is shaped to suit experienced individuals who have
had exposure to sales, or beginners new to sales that need to
know the rules.
Alternative: On your site or location of your choice - min of 5 participants
Telephone Sales
Location: On site
Live calls - 2hr sessions with the trainer and each participant,
contacting your actual customer base and getting results.
Perfect as a follow up to the Structured Sales Course as it helps
put into practice what they have learned from the course.
Great for tele-sales staff who need a fresh approach, new techniques
and support for their efforts.
Get away from a script and make professional high return sales calls.
Number of participants: To suit how many you wish to fit in per day.
Key Account Management
Location: Nelson House, Park Road, Timperley WA14 5BZ
Two day course
How to get the biggest return from your biggest potential customers.
How does your Company profile fit with your Key Accounts profile
and what opportunities does it give you?
What drives your customers and where do you fit in?
Look at decision criteria and identify all the influential players.
Assess if you need business partnerships to reach your goals,
what champions and supporters do you need on your side?
Look at the strengths and weaknesses of your Company and your competitors. What strategies do you and they have in place.
Assess the sales force and investigate their knowledge of their own organisation, products and services, clients and competitors.
Set SMART objectives.
Set up a visit strategy.
Appraisals
Location: On site or location of your choice
Gathering vital information from employees on how they feel about the Company and how they are treated. They tell me a lot more than they
tell their line manager.
This has proven to be useful in nipping small problems in the bud
before they become costly bigger problems.
Look after your biggest asset by showing that you value them.
Back up Investors in People concept.
Capture all their good ideas – there may well be a hidden gem that
will make a big difference to your bottom line.
Written report with each appraisal for your records.
Number of participants: max 10 per day
Screening Interviews
Location: On site or location of your choice.
Mainly for sales roles. The aim is to leave busy Sales Directors and Sales Managers with a shortlist of the right candidates at a more cost effective rate, freeing their time to carry out more constructive duties.
The right person to interview a candidate for a sales role is a sales expert. At a cost of £500 per day it saves tying up senior managers
until the final stages of the interviews.
You may wish to run parallel interviews with an experienced member of your team to look at how the individuals fit with your Company culture, market place and the team.
Includes a sales questionnaire to establish sales ability and competency and highlight areas for development.
It cuts the costs in what can be an expensive and time consuming process and presents the decision maker with a choice of the right
sales person.
Number of participants:
Between 6 and 12 per day depending on how in-depth.
