Typically, the process develops as thus

• A relatively brief meeting with your Sales Manager/Director, Managing Director and Finance Director at your premises. During this meeting we ask various questions to get a better understanding of your markets, products, strengths, weaknesses and traditional sales patterns. We will also ask your “perceived” strengths and weaknesses of your sales force as individuals.
• We will book a sales training course to be conducted at your premises or nominated venue for approximately 2 weeks after this initial meeting.
• During the interim period we will assimilate and evaluate the information provided at the meeting and formulate the bespoke sales training tailored for your sales staff. This may include individual one-to-one briefings based on the information gained. We will also “market research” during this time to try and identify any new sales opportunities/markets and see what your competitors are up to!!
• The sales training day. At your premises or nominated venue, we will engage your sales people in a brief introduction and talk based around getting to know each other, their personal achievements, what they hope to gain from the day and their perceived personal strengths and weaknesses! (you would be amazed how often and by how much they differ from those offered by you at the initial meeting)
• The course then begins in earnest!
• Sales training will generally cover :-

*The sales persons role

*Personal appearance/body and spoken language

*The entire sales process (introduction to close)

*Preparation and target/achievement setting

*Prospecting and cold calling

*Establishing decision makers

*Beginning the sales process

*Effective sales communication

*Identifying the buying motivation

*Providing solutions

*Features and benefits/U.S.Ps/Added values

*Building an agreement staircase

*Recognising the buying signals

*Overcoming objections and effective back tracking

*Gaining agreement and closing the sale

*Obtaining agreement for further sales

• Finally: We produce a written report of the day and email our findings and observations to you! This gives you the opportunity to evaluate the courses true worth and whether further sales training/mentoring would be advantageous and beneficial. We will, if asked, give our honest, impartial opinion of your team. We are also available to visit you and discuss the course on a face to face basis if required. This meeting is a great time to discuss further sales training or to discuss on-going mentoring.

So, there you have it! Simple, concise and VERY COST EFFECTIVE.

It is certainly not unreasonable to expect to see individuals increase their sales turnover by as much as 5 – 10% almost immediately following the course! Indeed many delegates actually request further mentoring and sales training in the knowledge that it WILL spur them on and help to increase their sales even further.

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