Training Development Programmes
Success through Consultative Selling:
This programme will help participants make a flying start to their sales careers or provide a boost for existing sales people by maximising sales performance through an introduction to the consultative sales process.
On completing the course, the learner will be able to:
• Arrange more and conduct more successful sales meetings
• Build credibility, rapport and lasting relationships with customers
• Sell more by identifying customer needs through effective questioning and listening
• Consistently gain customer commitments to act
• Make compelling benefit-based sales presentations
• Handle customer resistance and close more sales
• Gain personal recommendations
• Provide excellent after sales service and drive up customer satisfaction levels
Successful Telephone Activity:
This course will help anyone who makes proactive outbound telephone calls to become more effective and productive by improving the key telephone skills, using a tried and tested call structure and model for handling customer resistance.
On completing the course, the learner will be able to:
• Use the Call Approach Model to make successful proactive calls
• Use the principals of Pitch, Pace, Articulation, Volume, Energy and Projection to make the most of the voice
• Build credibility, rapport and trust over the telephone
• Gather more ‘free’ information through effective questioning and listening
• Direct the conversation to a successful outcome
• Mirror and match the customer’s communication style
• Deal with customer resistance and objections
Increasing Results through Advanced Consultative Sales Skills:
As competition intensifies and customer expectations increase, securing more new accounts and increasing business with existing customers requires businesses to establish greater credibility in the eyes of customers. This can be achieved through improved customer relationship management and more advanced customer centric sales skills. This programme enables participants to increase productivity by becoming more confident, credible and adept with the consultative skills that succeed.
On completing the course, the learner will be able to:
• Help customers to buy more often through a deeper understanding of the ‘buying process’
• Use dimensional sales behaviours to become more consultative and effective
• Apply social style theory to establish credibility and develop rapport
• Pre-empt customer resistance
• Turn needs into wants to make more substantial sales
• Protect the customer base
• Gain more referrals
• Achieve targets using a dynamic business plan
Leading the Sales Team to Greater Success:
As businesses grow and take on more sales people, they need to be sure that the sales team is productive and profitable. The management of growing sales teams often falls upon the ‘super sales people’ who may not necessarily make effective sales managers. This programme covers the core sales management and leadership skills needed to develop and lead a ‘world class’ sales team.
On completing the course, the learner will be able to:
• Describe and implement the core responsibilities of a sales manager
• Use effective interpersonal and communication skills to inspire the team
• Lead the team to success
• Motivate the team to greater productivity
• Develop and coach the sales team to release their full potential
• Use management information and dynamic sales planning to deliver results
• Understand the benefits of a structured interview/selection process
• Conduct informative, interesting and effective sales meetings
Presentation Skills:
This session will help you to transform your presentation skills, empowering you with greater control, composure and confidence. We also cover how to manage your audience, keeping them engaged and managing questions and other interactions. You will leave with a toolkit of tips and techniques giving you the ability to engage any audience and to project confidence and professionalism.
On completing the course, the learner will be able to:
• Plan and organise a presentation using a structured approach
• Incorporate relevant stories to make a presentation more powerful
• Use visual aids to maintain interest and enhance your message
• Keep your audience engaged with enthusiasm and clear communication
• Interact with your audience, taking questions and feedback
• Speak to groups with greater confidence and professionalism
If you would like to discuss how PDT can help you develop with training, contact us now.
Get in Touch
Contact Us
Get in touch to discuss how PDT can help boost your lead generation.
Address
5 Cavalier Court
Bumpers Farm
Chippenham
Wiltshire
SN14 6LH
Phone
01249 758 425
©Performance Development & Training 2023 | Company number 3811515
Prince Maurice House, 5 Cavalier Court, Bumpers Farm, Chippenham, SN14 6LH 01249 758425