Essential Selling Skills
This programme will arm all participants with the basic tools of the trade. It will allow them to position themselves as concerned, interested advisors committed to the customers well being.
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Advanced Selling Skills
This programme is designed to take the salespeople beyond the basic tools of selling and encourage them to see their role as a sales manager.
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Sales Management
This course will enable Sales Managers to get the best from their sales team by focusing on all areas under their control including; finance, people, stock, systems and time.
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Selling Contracts
The sale of soft products and R&M contracts is becoming more and more important in today’s highly competitive market place. Having the skills to sell contracts at point of sale will both enhance the customer’s perception of your business as well as improve ‘lock-in’ with your customers during the life of the product.
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Time & Territory Management
This programme is designed to teach the basic skills of time management and organising a sales territory. Efficient working practices will lead to increased output and higher levels of quality selling time. The level of customer contact is key in both areas of prospecting and customer retention strategies.
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Prospecting
This course teaches the skills and provides the systems for effective conquest selling. Many salespeople are good at ‘farming’ more from their current customers but to grow a territory and market share effectively it is essential to focus on ‘hunting’ opportunities too.
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Sales Induction
This course provides new salespeople with the necessary knowledge and skills to start their sales career on a positive foot. It explains the role and provides the fundamental skills to get them off the blocks.
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Demonstration Skills
Make your demonstrations stand out from the competition. This training course provides the delegates with the necessary skills and tools to prepare and deliver high impact demonstrations which will positively impact sales conversion rates. Product is used during the session to create a course based demonstration situation.
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Telephone Selling Skills
Telephone techniques are important to all employees as often the telephone is the customer’s first point of contact with your business. Improving the standard of your telephone techniques will instantly raise the image of your company and increase levels of sales.
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Managing the Downturn
This focused sales training course provides the delegates with the necessary skills and tools to get the most from their market in a time when things become tough. The course shows how to convert more prospects, retain high value customers and speed up the sales cycle.
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Used Equipment Sales
This package concentrates on the skills of selling used equipment. All the topics are covered from a used perspective and include: prospecting, customer qualification, features and benefits, product presentation, negotiation, closing and machinery handover.
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Negotiation Skills
Negotiation skills can be run as a traditional training course or it can be a highly specific dealer-based workshop. This is a skill-based event which has an immediate impact. Increase your margins, leave the customer with a positive feel and close deals quicker.
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Presentation Skills
This is an extremely practical and effective training course, if a delegate is unable to make a professional presentation after this event they probably never will do. This course does not try to turn out clones; rather it builds on the individual’s natural presentation style.
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