An Introduction to Impetus Training

 SALES

developing salespeople to develop RESULTS - training TO WIN

the following can be either included in a bespoke agenda or programme, or as stand-alone training sessions

Sales Training Modules

research and setting call objectives,call preparation,the Steps to a Sale / Callcold calling, selling for appointments,selling to the “gatekeeper” egs receptionist, secretaryopening the call, building rapport,questioning and listening to establish needs
presenting and demonstrating,use of visual aids and samples,gaining feedback,closing techniques,dealing with objections,negotiating,presenting to groups

Knowledge and Skills

Sales Roles

the psychologies of buying, selling and negotiating; the Mental Steps, questioning, listening, summarising; controlling the call, self control, assertiveness, use and interpretation of body language; use of the telephone, selling over the telephone, text and email; the “social” meeting - eg: lunchtime to a team; entertaining

A wealth of experience

Ready to help you boost sales

Cheryl, Ian and Rick, our senior consultants, all have backgrounds in sales and sales management and, as consultants, have worked with salespeople at all levels and organisations in a wide variety of market places.

consultative selling, developing strategic partnerships, direct selling, retail selling, FMCG, capital goods, services, raw materials for fabrication, the professions, medical, pharmaceutical, finance, B to B - and CUSTOMER SERVICE - office based or field (eg: Service Engineers) - we class customer service as a selling function (visit our Specialised page)

Initial Sales Training

Advanced Sales Training

Giving newer salespeople the edge

Giving experienced salespeople the edge

Visit our Bespoke page for details of “An Introduction to Selling” - our course for newer salespeople. Our approach - “we are on the side of the customer” - makes it easier to learn and understand the fundamentals of selling.

We are continuously developing new methods and systems which help our clients stay ahead. Visit our Advanced page for details of two: SAS (Scenario Analysis Selling) and ESP (Experiential Salespeople Profiling).

Please visit our Advanced page for details of ESP

On-the-Job Coaching for Field or Telephone Salespeople

Using our Unique ESP - Experiential Salespeople Profiling

We have vast experience of Field Sales Training and, most importantly, the skills to ensure a day on-the-job with a salesperson, calling on customers, is a stress-free and enjoyable experience for the salesperson, as well as a valuable learning event. Using Experiential Profiling with a personalised (to the individuals salesperson's job) ESP Reference Card contributes to both relevance and informality.

Delegates not only learn more from Impetus Sales Training, they ENJOY IT and talk about the experience for years!

Training TO WIN

- since 1985

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