Sales Training – Individual Modules
(Each session is 4 hours)


When you think of your sales team, there are things that they are doing well and there are areas that need improvement.

The first step of our process is for you and/or your organization to decide what you would like your sales people to be doing that they are not and then selecting the relevant 4 hour modules from the list below. Once you have identified the areas necessary for improvement we will work with you to create the most appropriate program.



Getting The Basics Right
• Selling – The old and the new paradigm
• The characteristics of a client focused sales consultant
• The skills of successful sales people – how do we rate?
• Your role as a sales person
• What we dislike about people who sell to us!
• Who are you selling to?
• How should you sell to them?


The Buyer / Seller Relationship
• Initial contact: creating an impact – building credibility of you and your company
• The importance of perception – how do people see you?
• Demonstrating honesty, authority, reliability and confidence!
• Active listening
• Understanding and interpreting body language
• Developing empathy and rapport
• Differentiating yourself


Understanding Yourself And Your Customers
• Introduction to DiSC – a behavioural model
• Understanding your style and the style of those you sell to
• Working with your strengths and weaknesses
• ‘Reading’ your customers using DiSC
• Adjusting your selling style to become more effective
• Understanding what your customers are looking for
• How do your customers buy?


Sales Call Planning
• Planning your sales call
• Define prospecting in terms of sales
• The 9 acts of a sale
• Documenting best sales practices
• The roadmap to success
• Setting appropriate call objectives
• Timing – when to sell and when not to


The Psychology Of Prospecting
• Timing – when to sell and when not to
• Why we need to prospect?
• Why aren’t we doing it!!!
• Getting the hunger back
• Dealing with our limiting beliefs - What is holding us back?
• Warming the phone?
• Our prospecting goals


Cold Calling and Using Referrals
• Who are our present customers and why?
• Getting and managing referrals
• The Orphans!
• The characteristics of potential customers
• The typical needs of potential customers
• Sourcing potential customers
• Who can we eliminate?
• The ‘Ideal Prospect Profile’
• What we need to know before we lift the phone?
• The MAD technique (Money, Authority, Desire)
• Prioritising our prospects
• The prospecting diary
• Getting the appointment – Using Our ‘Elevator Story’
• What outcome are we after?


Identifying Your Customer’s Needs
• Understanding and clarifying your customer’s needs
• Asking the right questions
• Understanding the buyer and their company
• Identifying the decision maker
• Uncovering problems and opportunities
• Solving the problem rather than the symptom
• Urgency – what is the time frame?
• Understanding why the customer is always right
• ‘Guiding not pushing the customer’


Sales Presentation Skills
• Conducting yourself professionally when meeting with clients
• Identifying value for your customers
• Creating win – win situations
• Influencing your customers perceptions during sales presentations
• Presentation techniques – integration of sales materials and technology
• Selling your message – the use of reinforces
• The delivery – presenting your solutions
• Demonstrating the benefits
• Creating presentations that are persuasive, stimulating, focused and flexible
• Differentiate between implicit and explicit presentations


Dealing With Objections
• Identifying reasons why customers do not buy
• Identifying common objections
• Recognising the difference between stalling and raising objections
• Determining the customer’s true objections
• How to respond to objections
• Overcoming price objections
• The rules regarding concessions


Asking For The Business
• Why we shouldn’t feel uncomfortable asking for the business
• Earning the right to ask for the business
• The importance of call control – Who’s in Control?
• What is the close and when do we use it?
• Why does it go wrong?
• The danger points
• Confirming commitment
• Identifying the buying signals


Negotiation Techniques
• The negotiation process
• Assessing strengths and weaknesses of sellers and buyers
• The qualities of a good negotiator
• Principled negotiation
• Defining critical points
• The importance of the win/win


Time and Task Management
• Organising yourself
• Beating procrastination
• Stephen Covey’s 4 Box Model
• Planning ahead – day, week, month
• Must, should and want to do lists
• Dealing with deadlines
• Being able to prioritise
• Being able to say ‘no’
• Changing priorities quickly
• The importance of flexibility


Motivating Yourself And Your Team
• The benefits of motivated staff
• What people want
• 10 ways to reward
• The misconceptions regarding money!
• The importance of being valued
• How to encourage employees to contribute


Goal Setting
• Where are you now?
• Your limiting beliefs
• Where do you want to go?
• Setting clear, well defined goals
• Plan of action