How to improve sales performance
Find here how you can improve your sales performance
Here are some examples of sales performance team training
Dynamite Sales Presentations
A great sales presentation does not demand that you have all the bells and whistles to impress the client with your technical skills. Rather, try impressing your clients with your knowledge of the products and services you sell and your understanding of their problems and the solutions they need. This one-day workshop will show you how to create a winning proposal and how to turn it into a dynamite sales presentation. |
What Will Students Learn? -Identify the key elements of a quality proposal -Perfect your first impression, including your dress and your handshake -Feel more comfortable and professional in face-to-face presentations -Write a winning proposal -Feel more comfortable and professional in face-to-face presentations | What Topics are Covered? -Getting down to business -Writing your proposal -Getting thoughts on paper -Proposal formats -Expert editing tips -The handshake -Getting ready for your presentation -Elements of a successful presentation -Dressing appropriately -Presentations |
Prospecting for Leads like a Pro
Prospecting is one of the keys to your sales success. Keeping your pipeline full ensures that you will continue to attract new business, and so your success today is a result of the prospecting you did six months ago. In this one-day workshop, you will become skilled at prospecting and learn the 80/20 rule. After this course, you will know who to target and how to target them, and commit to do some prospecting every day through warming up cold calls, following up on leads, or networking. You will also build your personal prospecting plan and learn how to ensure your future by planting seeds daily. |
What Will Students Learn? -The importance of expanding your client base through effective prospecting. -How to use a prospecting system to make you more successful. -How to identify target markets and target companies with the 80/20 rule in mind. -How to develop and practice networking skills at every opportunity. -How to develop, refine, and execute the art of cold calling. | What Topics are Covered? -Targeting your market -The prospect dashboard -Setting goals -Why is prospecting important? -Networking -Public speaking -Trade shows -Regaining lost accounts -Warming up cold calls -The 80/20 rule |
Selling Smarter
It’s no secret that the sales industry continues to change and evolve rapidly. This is an exciting and dynamic profession, although it is often underrated and misunderstood. The back-slapping, high pressure, joke-telling sales person has disappeared. In his place is a new generation of sales professionals: highly trained and well groomed, with the characteristics of honesty, trustworthiness, and competence. This one-day workshop will help you learn how to be one of those smart sales professionals! |
What Will Students Learn? -How to explain and apply concepts of customer focused selling -How to use goal-setting techniques as a way to focus on what they want to accomplish and develop strategies for getting there -How to apply success techniques to get the most out of work -Productivity techniques to maximize their use of time. -Ways to find new clients and network effectively | What Topics are Covered? -Selling skills -The sales cycle -Framing success -Setting goals with SPIRIT -The path to efficiency -Customer service -Selling more -Ten major mistakes -Finding new clients -Selling price |
Call Center Training
Whether we choose to embrace them or cannot stand being interrupted by their calls, call centers are a business element that is here to stay. This course will help call center agents learn to make the most of their telephone-based work, including understanding the best ways to listen and be heard. Each phone interaction has elements of sales and customer service skills, which we will explore in detail throughout this energizing and practical three-day workshop. |
What Will Students Learn? -The nuances of body language and verbal skills. -Aspects of verbal communication such as tone, cadence, and pitch. -Questioning and listening skills. Ways of delivering bad news and saying no. -Effective ways to negotiate. -The importance of creating and delivering meaningful messages. -Tools to facilitate communication. -The value of personalizing interactions and developing relationships. -Vocal techniques that enhance speech and communication ability. -Techniques for managing stress. | What Topics are Covered? -Verbal communication techniques -Who are your customers? -Listening skills -Asking the right questions and saying no -Taking messages and using voice mail effectively -Vocal exercises -Cold and warm calls, including developing a script -Going above and beyond and high impact moments -Handling objections and closing the sale -Negotiation techniques -Tips for challenging callers -Phone tag and getting the call back -Stress busting -Call center trends |
Telemarketing
Virtually everybody in sales today sells over the phone at least part of the time. Perhaps it is time for you to evaluate how you use the telephone and where it fits into your sales and marketing mix. This one-day workshop will show you how the telephone can supplement, enhance, and sometimes replace other means of marketing and selling, and how this personal approach can dramatically increase your sales success. We will also talk about how to hone your communication skills, your ability to persuade, and techniques to personalize each sales call. |
What Will Students Learn? -Build trust and respect with customers and colleagues. -Warm up your sales approach to improve success with cold calling. -Identify ways to make a positive impression. -Identify negotiation strategies that will make you a stronger seller. -Create a script to maximize your efficiency on the phone. -Learn what to say and what to ask to create interest, handle objections, and close the sale. | What Topics are Covered? -Verbal communication -To serve and delight -Exceptional things about telephone sales -Building trust -Negotiation primer -Communication essentials -Developing your script -Pre-call planning -Phone tag and call backs -Following up and closing the sale |
CRM: An Introduction to Customer Relationship Management
As with many significant undertakings, undergoing a CRM review (even simply considering its implementation) requires learners to analyze technical and complicated systems. This one day course sorts through a myriad of information and brings you the basics you need to make a decision about the need for CRM, its benefits, and how to coordinate the base requirements for a CRM undertaking. |
What Will Students Learn? -The terms and benefits of CRM on a company’s bottom line -Analyze the different components of a CRM plan -Develop a checklist for readiness and success in CRM -Describe how CRM creates value for organizations and customers -Consider developmental roles that have the greatest impact on CRM | What Topics are Covered? -What CRM is and who it serves -Checklist for success -Requirement driven product selection -Considerations in tool selection -Strategies for customer retention -Building the future -Homegrown vs. application service provider -The development team -Evaluating and reviewing your program |
Negociating for results
Negotiating is about resolving differences. People who can master the process of negotiation find they can save time and money, develop a higher degree of satisfaction with outcomes at home and at work, and earn greater respect in their communities when they understand how to negotiate well. Negotiating is a fundamental fact of life. Whether you are working on a project or fulfilling support duties, this workshop will provide you with a basic comfort level to negotiate in any situation. This interactive workshop includes techniques to promote effective communication and gives you techniques for turning face-to-face confrontation into side-by-side problem solving. |
What Will Students Learn? -Understand how often we all negotiate and the benefits of good negotiation skills.-Recognize the importance of preparing for the negotiation process, regardless of the circumstances. -Identify the various negotiation styles and their advantages and disadvantages. -Develop strategies for dealing with tough or unfair tactics. -Gain skill in developing alternatives and recognizing options. -Understand basic negotiation principles, including BATNA, WATNA, WAP, and the ZOPA. | What Topics are Covered? -What is negotiation?-The successful negotiator -Preparing for negotiation -Making the right impression -Getting off to a good start -Exchanging information -The bargaining stage -Reaching mutual gain and moving beyond “no” -Dealing with negative emotions -Moving from bargaining to closing -Solution types |
Conquering Your Fear of Speaking in Public
Do you get nervous when presenting at company meetings? Do you find it hard to make conversation at gatherings and social events? Do you lock up in awkward social situations? If so, this one day workshop is just for you! It’s aimed at anybody who wants to improve their speaking skills in informal situations. We’ll give you the confidence and the skills to interact with others, to speak in informal situations, and to present in front of small groups. |
What Will Students Learn? -Speak with more confidence in one-on-one conversations-Feel more confident speaking socially or small groups such as meetings -Practice developing these skills in a safe and supportive setting | What Topics are Covered? -Good communication skills-Interpersonal skills -Getting comfortable in conversation -Practicing dialogue -Redesigning yourself for strength -Professionalism -Maximizing meetings -Sticky situations -Controlling nervousness |
Overcoming Objections to Nail the Sale
If you are like most sales professionals, you are always looking for ways to overcome customer objections and close the sale. This one-day course will help you to work through objectives effectively. We will help you plan and prepare for objections so that you can address customer concerns, reduce the number of objections you encounter, and improve your averages at closing sales. |
What Will Students Learn? -Steps that they can take to build credibility.-How to identify the objections that they encounter most frequently. -How to develop appropriate responses when prospective buyers throw a curveball. -Ways to disarm objections with proven rebuttals that get the sale back on track. -How to recognize when a prospect is ready to buy. -How working with their sales team can help them succeed. | What Topics are Covered? -Building credibility-Your competition -Critical communication and observation skills -Handling customer complaints -Overcoming and handling objections -Pricing issues -How can teamwork help me? -Buying signals -Closing the sale |