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In the arena of high-level sales, professionals can
no longer expect to rely on luck, their personal selling
talents and a small number of contacts in order to
succeed. New sales strategies for more complex sales
are now called for.
Our programmes dispense with the component of luck
and replace it with vital, proven skills and processes
for your sales people to ensure that they focus not
on the value creation of products or services but
on ways to create value for customers.
Advanced Selling
Skills
Few companies who sell products or services can afford
to take a back seat and wait for business opportunities
to materialise. To ensure sales success, it is imperative
that client relationships are managed professionally and
best working practices are adopted to generate new business.
This programme identifies how to satisfy customer requirements
and build long-term profitable relationships in order to
win new and higher levels of business.
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Consultative
Selling skills
Researching and understanding client problems, turning
them into needs and then providing tailored programmes is
central to consultative selling. This focus on the client
as opposed to the product can help foster long-term relationships.
This programme focuses on the requisite skills to ensure
sales success.
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CRM for Contact
Centres
Many companies now use contact centres to deal with sales
and ongoing customer service. As customer relationship management
over the telephone or by email is very different to face-to-face
management, a new approach is required from staff and managers
must be developed.
This programme helps you master the art of customer handling
by telephone and email and ensures that you have a thorough
understanding of the issues involved in providing excellent
customer service.
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Developing your
E-Commerce Capability
How do you sell online? This programme is a practical guide
to E-commerce and will provide the information you need
to sell your products or services in fiercely competitive
market conditions. It will help you find out which technology
is right for your company and your customers. You will also
be assisted in the identification of those web designers
who are best for you – namely, the ones that can communicate
with your customers and can manage themselves.
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Essential Selling
Skills
Everyone in business is in sales and, as such, they are
responsible for promoting the business. It can therefore
be assumed that training all staff in sales is a wise and
necessary investment. People buy from people, so all staff
must be able to communicate effectively with customers.
All too frequently, however, sales training fails to address
business issues and identify business opportunities. It
is therefore ineffective.
This programme will ensure that the sales process, from
prospecting to after sales service, is explained, thereby
enabling you to make the most of your business opportunities.
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Key Account
Management
Since research suggests that it is more difficult to attract
new customers than it is to retain existing ones, it is
imperative that these existing customers are kept happy
and managed skilfully.
This programme provides account managers with an
overview of account management, a better understanding
of their role and techniques for generating more profitable
business.
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Negotiation
Skills
Negotiation skills are key to managing customer relationships.
Many managers are sent into negotiations without sufficient
training and may, as a result, either lose business opportunities
or give away profits unnecessarily. If a win-win outcome
is to be achieved, managers and sales people must be properly
prepared and able to negotiate effectively.
This programme offers you the opportunity to develop and
practise the requisite competencies for successful negotiation.
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Strategic
Sales Management
Sales managers are usually promoted from the best sales
people within a business. Often they are launched into a
management career with little or no training in managing
people. This is clearly a recipe for disaster, as often
the best sales people are unable to explain their route
to success. Without the necessary development, many are
unable to make the transition into management and can either
be lost to the business or fail to manage their teams to
reach their full potential.
This programme can provide you with the knowledge, skills
and techniques, motivation and drive you need to be successful
in building and leading a high performance team of sales
professionals.
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Overview
