| Sales Planning(Growth Engineer 2 Sales Person)
This course looks at how to plan your sales time, from a territory management point of view. It covers, identifying your target customers, mapping the sales activities needed at suspect, prospect and sales lead stage, sales cycles and sales conversion rates.
Available files:
Course Duration: 2 hours
Number of Pages: 26
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| Setting Effective Meeting Agendas(Growth Engineer 2 Sales Person)
In a world where we are time-poor being productive with our time and our prospects is critical if we are to be seen as business professionals and a potential business partner.
One way of doing this is to create and distribute a clear meeting agenda for each customer meeting.
This course looks at the different types of agendas that may be appropriate throughout the sales process to help you maximise the efficient use of your selling time.
Available files:
Course Duration: 30-45 Minutes
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| Qualifying a Sale - S.C.O.T.S.M.A.N(Growth Engineer 2 Sales Person)
Available files:
Course Duration:
Number of Pages: 10
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| Becoming a Great Sales Person(Growth Engineer 1 Starter)
This courses presents a structure for developing yourself into a great sales person. It looks at how you can develop a personal sales strategy, an operational/territory plan, how you can manage your time effectively and what you need to be thinking about in terms of sales skills.
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| Sales Presentations(Growth Engineer 1 Starter)
Once the salesperson is out of the room, the only thing convincing a buyer is the quality of the proposal and presentations he's left. Learn how to make yours punchy, effective and engaging.
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| Creating Value - the buyers journey(Growth Engineer 2 Sales Person)
This course looks at creating client value through understanding the buyers purchasing journey. This type of selling is ideal for those working in competitive complex sales environments where the sales person needs to help the client identify the problem, create a bespoke solution and ensure implementation runs smoothly.
Available files:
Course Duration: in excess 90 mins
Number of Pages: Training presentation 43 slides in addition to full trainers notes & exercises.
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| Buying Decision Making Unit(Growth Engineer 2 Sales Person)
For any sales person dealing with major or key accounts, this module enables you to understand who is involved in the buying decision, what their key influencers are and how you should structure your development plans. This should be taken in conjunction with the other modules within Key Account Management
Available files:
Course Duration: in excess 90 mins
Number of Pages: Training presentation 20 slides in addition to full trainers notes & exercises.
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| Negotiations - Advanced(Growth Engineer 2 Sales Person)
This course looks at multiple-issue negotiation and how to create value for both parties by finding solutions that address shared and conflicting interests.
Available files:
Course Duration: in excess 90 mins
Number of Pages: Training presentation 35 slides in addition to full trainers notes & exercises.
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| Closing Skills(Growth Engineer 2 Sales Person)
Sales people often take the sales process to the point where the customer is willing to buy but lack the closing techniques to get the order. Learn different types of closing techniques and how to use them.
Available files:
Course Duration: in excess 90 mins
Number of Pages: Training presentation 22 slides in addition to full trainers notes & exercises.
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| Order, advance or continuation - what is successful selling(Growth Engineer 2 Sales Person)
In this module, we look at how to measure the success of a sales call. Introducing concepts including Order, Advance or Continuation, we examine what can and cannot be considered success, and also the effect of too many attempts at closing. Focusing on developing needs, and persuasion techniques, we examine what to do with a sale which has stalled.
Available files:
Course Duration: in excess 90 mins
Number of Pages: Training presentation 21 slides in addition to full trainers notes & exercises.
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| Objection Handling(Growth Engineer 1 Starter)
This course covers the skills needed to overcome and deal with objections. It covers the different types of objection you might come up against and gives some practical suggestions as to how to deal with them.
Available files:
Course Duration: in excess of 30 mins
Number of Pages: Training presentation 17 slides in addition to full trainers notes & exercises.
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| Making Presentations(Growth Engineer 2 Sales Person)
To give people who have a presentation requirement in their job role now or in the future a structure to work to when creating and delivering a presentation. The module covers the basics and can be further enhanced by advanced presentation skills.
Available files:
Course Duration: in excess of 30 mins
Number of Pages: Training presentation 18 slides in addition to full trainers notes & exercises.
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| Buyer Motivation(Growth Engineer 2 Sales Person)
This course looks at why organisations make the decision to buy. Through understanding why organisations are motivated to change their current practise you are better able to ascertain why and when they will move to buy from you.
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| Prospecting(Growth Engineer 2 Sales Person)
This training covers the basics of prospecting, looking at how you would create an effective focused list of prospects, and how you would determine the best way to reach them.
Available files:
Course Duration: in excess of 30 mins
Number of Pages: Training presentation 17 slides in addition to full trainers notes & exercises.
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| Trusted Advisor Status(Growth Engineer 2 Sales Person)
It is essential that Key Account Managers know how to Develop and grow meaningful customer relationships and as a result differentiate themselves so that customers view them as a trusted advisor rather than a vendor.
Available files:
Course Duration: in excess 90 mins
Number of Pages: Training presentation 21 slides in addition to full trainers notes & exercises.
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| Cold Calling - making appointments(Growth Engineer 1 Starter)
How to structure a cold call and build an effective script to make appointments for a sales visit
Available files:
Course Duration: in excess of 30 mins
Number of Pages: Training presentation 18 slides in addition to full trainers notes & exercises.
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| Pipeline Creation(Growth Engineer 2 Sales Person)
This course looks at effective business development activities that will allow you to build your pipeline. It maps out an effective process covering writing prospecting letters and emails, developing a script to follow up with a telephone call and detailing likely objections. It lays out the importance of setting aside specific prospecting time (at least 20% of your time)to ensure a consistent sales pipeline.
Available files:
Course Duration: in excess 90 mins
Number of Pages: Training presentation 36 slides in addition to full trainers notes & exercises.
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| Commercial Awareness(Growth Engineer 2 Sales Person)
Gives you an understanding of key commercial skills to be able to sell effectively - pricing, margins, cost of sales, cashflow, break-even points etc. The objective is to ensure that all of the sales team have the same level of knowledge as a minimum and speak the same commercial language.
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| Features, Advantages and Benefits(Growth Engineer 1 Starter)
In this module, we look at the difference between features, advantages and benefits, and how each is used in the sales process. We examine the buyer's response to each of these, and use set examples of dialogue to illustrate how discussion in sales meetings can differ depending on which is used. We finish by mapping participants company products into a matrix, and establishing their benefits in specific customer situations.
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| Rapport Building(Growth Engineer 1 Starter)
People buy from people they trust, and building rapport with a client is critical to a long term buying relationship. Learn how to put clients at their ease, and gain their interest and trust to shorten the sales cycle and lay the foundations for repeat business.
Available files:
Course Duration: in excess of 30 mins
Number of Pages: Training presentation 17 slides in addition to full trainers notes & exercises.
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| Dealing with Difficult People(Growth Engineer 1 Starter)
This workshop is an introduction in how to deal with difficult people to create positive outcomes. It contains the practical techniques you need to adopt to manage real-life situations.
Available files:
Course Duration: in excess of 30 mins
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| Understanding Customers Needs(Growth Engineer 2 Sales Person)
The key to selling - if a customer has a need you can provide the solution - you need to learn how to understand what those needs are
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| Questioning Skills(Growth Engineer 2 Sales Person)
This module deals with how to question effectively, in order to get to move the client closer to a decision. We employ the 4R's model, Reality, Reasons for Change, Repercussions of Inaction, Return on Investment, to guide the client through the process, using open and closed questions at each stage to gain a better understanding of the situation, and then to focus on specific needs.
Available files:
Course Duration: in excess 90 mins
Number of Pages: Training presentation 21 slides in addition to full trainers notes & exercises.
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| Trust Building(Growth Engineer 2 Sales Person)
In this module, we look at why trust is such a valuable commodity in the sales process, and how its lack can damage the sales effort. We introduce simple steps to building trust with a new customer, and a handy tool to assess where you stand at present. We also assess what can happen when trust breaks down, and how to tackle the situation.
Available files:
Course Duration: in excess of 30 mins
Number of Pages: Training presentation 16 slides in addition to full trainers notes & exercises.
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| Listening Skills(Growth Engineer 1 Starter)
This module examines the importance of listening, and the skills needed to do it effectively. It looks at the statistically increasing importance of listening as responsibility increases, discusses non verbal cues which encourage people to keep talking, and advances models and tools for listening more effectively.
Available files:
Course Duration: in excess of 30 mins
Number of Pages: Training presentation 18 slides in addition to full trainers notes & exercises.
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| Sales Planning and Preparation(Growth Engineer 1 Starter)
This module focuses on preparation for all sales activity, but with particular reference to telesales. We examine the importance of preparation, and link it to ongoing success. We look both at action planning, covering the most appropriate ways to distribute tasks across the day, and preparation for particular events.
Available files:
Course Duration: in excess of 30 mins
Number of Pages: Training presentation 14 slides in addition to full trainers notes & exercises.
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| Solution Selling(Growth Engineer 2 Sales Person)
Selling Solutions is a pragmatic approach for selling larger products and services. It helps transform the sales process into distinct steps which allows you to help position your products or services in relation to buyer needs; adds more value to the customer experience; achieves shorter sales cycles through better management of the buying process; and when the sale is completed forms a good bedrock for a long term relationship.
Available files:
Course Duration: in excess 90 mins
Number of Pages: Training presentation 32 slides in addition to full trainers notes & exercises.
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| Communication Skills(Growth Engineer 1 Starter)
This module focuses on the importance of communication in the sales process, and how to do it effectively. Examining listening, style of speech, choice of language, and non verbal communication, we look at simple ways of improving communication, and increasing success.
Available files:
Course Duration: in excess of 30 mins
Number of Pages: Training presentation 14 slides in addition to full trainers notes & exercises.
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| Attitude and Mindset(Growth Engineer 1 Starter)
Do you have the right attitude and mindset to be a successful sales person? What makes a successful salesperson? Skills, personality, but more than anything else, mindset. Learn how to get your attitude right.
Available files:
Course Duration: in excess of 30 mins
Number of Pages: Training presentation 11 slides in addition to full trainers notes & exercises.
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| Assertiveness(Growth Engineer 1 Starter)
To succeed in selling we all need to be assertive - learn the tips and techniques to achieve this
Available files:
Course Duration: in excess of 30 mins
Number of Pages: Training presentation 16 slides in addition to full trainers notes & exercises.
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| Negotiation Skills - Basic(Growth Engineer 2 Sales Person)
This module introduces simple, single issue negotiations. Using practical exercises, the challenges of single issue negotiation are explored, and concepts like Best Alternative to a Negotiated Agreement, and Zone of Potential Agreement are covered. Simple negotiation tactics are then introduced, including making and reacting to opening offers, and patterns of concession.
Available files:
Course Duration: in excess 90 mins
Number of Pages: Training presentation 30 slides in addition to full trainers notes & exercises.
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| Proposal Writing Skills(Growth Engineer 2 Sales Person)
This module looks at proposals, focusing on their purpose, and how to structure them to best effect. The difference between formal tenders and informal proposals is explored, a structure for informal proposals is provided, and some simple, practical rules for making proposals punchy, engaging and effective.
Available files:
Course Duration: in excess of 30 mins
Number of Pages: Training presentation 12 slides in addition to full trainers notes & exercises.
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| Organisation and Time Management Skills(Growth Engineer 1 Starter)
In this module, we look at organisation and time management. We unpack the importance of managing limited time, and examine ways to prioritise and plan tasks, as well as breaking major projects into chunks which can be tackled in a more manageable way. We also look at effective ways of avoiding project problems and time consuming rework.
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| Influencing Skills(Growth Engineer 2 Sales Person)
This module focuses on influencing, addressing the vital importance of being able to influence your potential clients. Amongst the building blocks of effective influencing introduced are a framework to understand client personalities, examples of weak language, and influencing models like Re-framing, Personal Experience, and Logical Consequences.
Available files:
Course Duration: in excess of 30 mins
Number of Pages: Training presentation 18 slides in addition to full trainers notes & exercises.
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| Telephone Skills - Basic(Growth Engineer 1 Starter)
In this module, we look at the effective use of the telephone in the sales environment. Focussing on planning and timing calls, attitude, use of language, and listening skills, we cover everything needed to make the telephone a successful means of communication for both sales and customer service.
Available files:
Course Duration: in excess of 30 mins
Number of Pages: Training presentation 17 slides in addition to full trainers notes & exercises.
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| Telephone Based Selling(Growth Engineer 1 Starter)
This module is a thorough and in-depth look at tele-sales. It casts telesales within the range of possible sales approaches, and introduces the concept of sales as a process. Using the Suspect, Prospect, Sales Lead methodology, this process is then applied specifically to telephone selling, and supported with specific telephone techniques, regarding getting past gatekeepers, dealing with callbacks and messages etc.
Available files:
Course Duration: in excess 90 mins
Number of Pages: Training presentation 41 slides in addition to full trainers notes & exercises.
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