Month: September 2019

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Mysterious figures

Sales Questioning

The difference between ‘telling’ and ‘selling’ is ‘asking.’ As buyers become increasingly resistant to ‘aggressive’ selling, questioning skills have become a key difference between average performers and the top performers. Overview Today’s competitive environment requires […]
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Managing Sales Inquiries

Overview Today’s competitive environment requires more than good interpersonal skills. Good salespeople are made, not born. They may have the inherent interpersonal skills and the ‘will-to-win’ but that must be matched by effective structures, processes […]
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Developing Sales Proposals

The sales proposal is often the result of extensive effort. Poor proposals waste the investment and effort involved.  Get it right to improve your sales efficiency. [geoads2] Overview Written communication is an essential skill for […]
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Sales Awareness For Non Sales People

Anyone in contact with customers and prospects either helps or hinders the sales process. This course gives the essential knowledge and awareness needed. [geoads2] Overview A common error is to believe that selling is only […]
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Prospecting For Sales

More telephone prospecting takes place today than ever before, and internet searches and email introductions can be a minefield. To obtain qualified appointments needs greater skill. [geoads2] Overview Generating new sales leads is perhaps one […]
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Presenting Benefits

It is not  enough to bore customers by a standard monologue, they can read your regular sales patter for themselves on your website. Competitive selling requires presentations to be tailored to a customer’s needs and […]
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Indirect Selling

Selling through others, such as distributors, agents or retailers requires additional skills to selling direct. We must create the right environment and support for the intermediary to sell. This course allows participants to develop their […]
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Proposition Development

Developing new propositions or modifying propositions for particular clients/markets requires particular skills. Selling to clients who have not yet recognised the need requires particular skills. This course helps people to develop the skills and focus […]
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Sales Presentations

The sales presentation is increasingly popular as a method of communicating with the many people involved in a decision. A good solution can fail – due to poor presentation. [geoads2] Overview Presenting ideas/findings/solutions to groups […]