IQ

Sales Training IQ
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Who should attend:
The program has wide application from business-to-business selling organisations to customers at a retail and personal level. It provides a framework of basic skills and a practical understanding of the sales process for new sales people or customer facing technical or consulting people. More experienced sales professionals deepen their understanding of what makes them successful; helping to systematise best selling practices and gain fundamental insights into their own behavioural style, and that of their customers.

Course Background:
Customer value means higher margins. Customers pay for value, yet ‘value’ is subjective and depends on the perception of the customer. When sales representatives seek to understand, develop and deliver unique customer value, price becomes less important.

To build successful sales relationships and close business a Sales Representative has to meet two needs; a prospect’s psychological needs must be identified as well as the prospect’s objective or business needs.

This training workshop is for people who sell consultatively. That is, by understanding customer needs and identifying customer imperatives. For sales people who need to be proficient at communicating with their customers in the way best suited to their behavioural style; to become better ‘Sales Psychologists’.

"People buy from people" is an axiom of professional selling and yet all too often sales people stick to talking product features and fail to develop an effective problem solving sales relationship. By ‘selling too soon’ competitive strengths are diminished and trust is not established.

The workshop explains and provides practical exercises to understand the development of the tasks of selling at each step of the consultative sales process and how to work with different personality styles at every stage.

How is this course different:
Provide one-on-one feedback on participants’ progress.
Ability to deliver at a level tailored to each individual
6 - 12 monthly refresher courses
3 months Phone and Email support for successful graduates
Individual participant report based on achieved outcomes (Optional)

Why are our trainers the best in the industry:
Over 28 years in training experience with over 500 major corporations
International awards in training and leadership
Trained a diverse network of participants ranging from the jails and mentally disabled to CEO and executives
View our previously trained participants
View more information on our trainer

Course Delivery:
Private in-house session
The course involves a 2 full day workshop where participants learn, develop and inspire others in a safe environment via positive reinforcement.

What participants will learn:
Understand the wonderful paradox: helping other people get what they want gives us more of what we want
Use goal-setting techniques as a way to focus on what you want to accomplish and develop strategies for getting there
Recognize the difference between features and benefits of products and services, and develop a plan for increasing product knowledge
Identify the most critical elements of telephone sales and customer service
Understand the power of your behaviour for more successful sales and customer service
Develop communication skills to better share information and to better listen to the customer
Recognize opportunities for both individual and team problem-solving
Delivering desired modules encompassing the tactile, written, show and tell also informative data components


Workshop Content :

What selling is all about? The Road map to success Product Passion Planning Preparation Prospecting Protocols Principals Performance Perseverance Persistence Pro-Activity Patience Behind every sale is a person Find out what they want Figure out how to help them get it People buy trust and service That first seven seconds First Impressions Last Rapid Empathy Responses Principals & Disciplines Setting achievable goals The value of setting goals Planting the seed The characteristics of SMART goals The Big Picture – Circle of Influence Determining & Processing goals Developing a strategy to reach your goals Celebrating success – Win – Win factor Reap the Rewards Time Planning – hourly, daily, weekly, monthly & yearly program The Philosophy of Selling Know your products, services, yourself and your passion Establishing Rapport – The Connection People doing business with people they like Defusing Call Reluctance Understanding personal dynamics and inhibitors Determine Decision Makers Tyre Kickers and Ice Cream Lickers Reduce to the ridiculous! What are your products and services? What are their outstanding features or USPs? How do these benefit customers? Telephone techniques Make a friend The verbal handshake Using your voice effectively Keep it simple sweet Telephone manners Using your telephone to get into relationship Using your telephone as a sales tool Establishing and building relationships by phone Create a customer Discover the proven equation and dynamics in telemarketing Understanding the Effective Communication process Deal with objections The Geneses – In the beginning Integral and Initial setting up Who is in the drivers seat Defining the difference between a conditions and objections Never leave a stone unturned – the formulated approach What works and what doesn’t The buy-back principal Ask for the sale Implementing and Modifying selling styles to suit [mix and match behaviours] Building trust The soft sell – negotiation process Assisting with decision making Closure Back-up an support Behaviour styles Learn to profile and read other people Personal Styles – my own style The ideal style Challenges of individual styles Styles of others Methods of influencing others Behavioural Modification Matrix Team Behaviour Styles Stages of team development Leader/Team Expectancy model Recognition & Rewards to win Stress Factors Anxiety back-flips and somersaulting Exploration of group dynamics

speech network's Refresher courses

speech network offers refresher courses to all participants of our public speaking courses The objective of the refresher courses: Reinforce key princples trained previously Provide more advance training to complement participants current skill levels Duration: Refresher courses are conducted over a half day session of 4 hours. Find out when is your next refresher session

What to do now?

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