developing salespeople to develop RESULTS - training to WIN
Our Approach - we are on the side of the customer!
We define selling as "Helping People to Buy"
Salespeople have a RESPONSIBILITY to communicate effectively and persuasively all the benefits of their products or services. Even if customers are difficult to get to, or don’t want to listen, they NEED to know. You are letting THEM down if you don’t eliminate misconceptions and correct misunderstandings and put things in perspective - ie if you don’t effectively deal with objections.
Salespeople have a RESPONSIBILITY to make positive recommendations - to HELP customers make decisions - to help them “get off the fence”; to move them from uncertainty to feelings of achievement. Salespeople need positive closing skills and techniques in order to HELP their customers buy.
A wealth of experience - ready to help you boost sales
Both Cheryl Winter and Rick Whitehead, our two senior consultants, have backgrounds in sales and sales management and, as consultants, have worked with salespeople at all levels, with organisations in a wide variety of market places. Yet, because every sales job is unique, we use this experience to create truly bespoke and relevant programmes to help each client and each salesperson help their customers. Please don't hesitate to challenge us to design training that will help your salespeople. And no job is too small - we gain special satisfaction from helping individuals or small groups. Please visit our Bespoke page for details of our new "The Sales Booster" workshop.
Initial Sales Training
Advanced Sales Training
Giving newer salespeople the edge
Please 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 have all been sold to; we have all met good and bad salespeople; so delegates can all decide from the onset to be a good salesperson, based on their own experiences.
On-the-Job Coaching for Field or Telephone Salespeople
Giving experienced salespeople the edge
Every sales role is unique and circumstances - the economy, market places, technical innovations - are constantly changing. We are therefore continuously seeking to develop new methods and systems which help our clients stay ahead. Please visit our Advanced page for details of two such innovations - SAS (Scenario Analysis Selling) and ESP (Experiential Salespeople Profiling).
Using our Unique ESP - Experiential Salespeople Profiling
Please visit our Advanced page for details of ESP.
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.
We can offer exactly the same benefits to office based salespeople and can plan sessions as short as 90 minutes - maybe helping 3 or 4 different individual salespeople in one day. We could also build in an hour long group ESP session at the end of a day.
