Please visit our "Scenario Analysis" page for details of SAS - the ultimate advanced sales training course in CONSULTATIVE selling

“E.S.P.” is a training and self- training system for salespeople to help them continuously improve their projection, persuasiveness and overall performance. It works by asking participants to study 12 “Personality Types” to judge which ones best describe themselves (self analysis) or a colleague, at that point in time, as manifested either in a role play or on the job. The 12 types (6 “Bright” side and 6 “Dark” side) identify:

• all the key skills, attitudes and disciplines of a high performing salesperson

• all the common mistakes that can compromise sales performance

• how salespeople should behave / change in order to reach their true potential

The system is easily personalised to ensure 100% relevance and is enjoyable and non-stressful, avoiding the barriers of “normal” methods of performance appraisal. Participants are taught subliminally, as well as overtly, through repetitious exposure to all the symptoms of good and bad salesmanship.v

ESP (with a bespoke Reference Card) makes the field sales training accompaniment much more effective and enjoyable for both parties because it provides an informal and acceptable means of analysis, with opportunities for humour as appropriate.

All the good "symptoms" are presented in such a way that it is easy for the salesperson and the manager to identify and agree the salesperson’s strengths.

Common mistakes, the pitfalls and bad habits are presented on the Dark Side - but in a very carefully researched way so that they are acceptable. (Even the names of the Dark side types are chosen very carefully for this reason). The example below of the Controller is all positive to start with, so it easier to accept the "package".

If we are holding a bespoke workshop for salespeople then an "ESP Field Coaching" booklet is issued to attending sales managers and trainers free of charge. Or we can deliver a personalised Train The Trainer workshop for the managers / trainers.

• a Personality Types Reference Card illustrating the 6 Bright Side and 6 Dark Side types designed as per the 2 examples above and below

• a Personal Log, which comes in two standard forms both of which are flexible in application and use

• a professionally published booklet with detailed instructions and advice

• the E.S.P. Card Game (see below)

36 cards featuring all 12 Personality Types in various typical combinations; plus “Chance” cards that are either “Bright” or “Dark”.

When dealt a card, participants can either play or take a “Chance” card - which they have to play; plays include a variety of cameo, role play and profiling situations - none more than 5 minutes - and all FUN!

1. We research to personalise the Reference Card, Instruction Booklet and customer case studies to ensure 100% relevance to delegates.

2. Then, as researched and agreed, and dependent on numbers and the length of the workshop

• role plays, using client products / customer case studies - with 3 opinions in each debrief - the salesperson, the “customer” and observers

• The ESP Card Game sessions and other experiential situations - syndicate work, debates, etc.

3. Participants record findings in their Personal Logs.

4. The final workshop session is participants committing to HOW they are going to use the Reference Card on the job

5. Commitments are also made by managers / trainers on how they will help

Impetus Senior Consultants Cheryl Winter and Rick Whitehead facilitate researched and personalised workshops starting from £3,000.

If you want to learn more, please don't hesitate to telephone Rick on 051 625 4800, or email him.

The most effective sales training is researched to be applied to a targeted group of salespeople from the same organisation - when we can personalise not only to the level and needs of the people, but also to their products or services, market place - and CUSTOMERS. AND we adopt their sales objectives as our TRAINING objectives - ie "improving closing skills" isn't an objective - it is a method of achieving the real objective, which may be, for example: "increase the numbers of orders taken by 10% in the 3 months following the training programme"

For an initial discussion or to arrange a no cost or obligation meeting to discuss your needs, please e-mail or call us on 0151 625 4800.

If you have 4 to 8 salespeople you wish to develop by them enjoying a uniquely different sales training experience, then brief us to prepare a "Persuasive Selling" course for you. The course is unique in that delegates spend a huge amount of course time outside the training base - MAKING SALES CALLS!

LEAD IN YOUR PENCIL is a case study of a mythical pencil market with 4 competing companies selling to a range of different customers. Each company is represented by 2 delegates each with a plan of calls to make in a session. Calls are by appointment, so delegates need to plan their route and MANAGE THEIR TIME. They must allow for post call debriefs, because partners make alternate calls, with one observing, using an appraisal checklist covering both "background skills" and selling skills. Thus delegates TRAIN EACH OTHER through debriefing, in private, before moving on to their next call.

"PRIVATE INVESTIGATIONS" also involves outdoor work. It is a genuine research exercise into the psychologies of buying in which delegates also have to practise a range of background skills. Delegates seek out real customers (who aren't expecting them) and interview them (some on tape) to establish their attitudes to salespeople and being sold to. Tapes are replayed and findings presented in group and concensus reached as to the real psychologies of buying.

Salespeople will not only learn much from attending Persuasive Selling, they will ENJOY IT and talk about the experience for years! Our consultancy fee for a 3 day bespoke Persuasive Selling course for 6 delegates, is £3,250.

There are "public speaking" techniques and there are PERSUASIVE presenting techniques. We have years of experience in coaching people how to structure and deliver informative presentations aimed at CHANGING the attitudes, beliefs and opinions of targeted audiences. Whether it be a salesperson presenting to a board or committee or a heart transplant surgeon (a trainee in 2002) presenting the results of a clinical trial, the principles and disciplines are the same.

Our consultancy fee for coaching individuals is £1,250 a day. So, if you have people who you think would benefit from personal coaching, please e-mail or call us

If you have 4 to 8 people who you believe would benefit, "PRESENTING TO GROUPS" is a 3 day action-packed course during which delegates spend 70% of course time preparing and presenting - and being appraised. We personalise ach course to the client's needs and the roles of delegates. The fee for a bespoke Presenting To Groups course for up to 6 delegates is £3,250.

SELLING TO THE "GATEKEEPER" - it is no use being a brilliant salesperson if you can't get to see your potential customers! This workshop concentrates on how salespeople "sell to" receptionists, PAs, secretaries, assistants, etc. Each workshop is personalised to the needs and roles of delegates and could include, depending on their roles, face to face interaction, or over the telephone, making appointments, or trying to "get in" there and then - or a combination of all these.

SELLING AT EXHIBITIONS - the techniques and disciplines of selling on an exhibition stand are different from visiting customers, so this workshop is a must for "ordinary" salespeople as well as people in other roles who are drafted in to help.

WHOSE JOB IS IT TO SELL? - this workshop is a must if you have people in any department who have regular contact with customers, whether it be over the phone, in writing/email, or face to face. It clarifies the "power" they have (for better or for worse!) to influence customers and provides common sense golden rules on how to empathise and interact with them. Each workshop is personalised to the roles of delegates.

Our consultancy fee for any of these one day workshop is £1,500 including our time to research, personalise and prepare.

For an informal discussion on the options please email or call us on 0151 625 4800.