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. […]
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 […]
What Kind Of Change Manager Are You?
There are two kinds of manager trying to make sense of change. The first is whom we might call The Yes But Manager, the second the Yes And Manager. The […]
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 […]
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 […]
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 […]
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 […]
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 […]
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 […]
Professional Selling is not just ‘the gift of the gab.’
Professional Selling is not just ‘the gift of the gab.’ Professional salespeople need a structured approach to help them to be successful – fast. Experienced salespeople also benefit from a […]