An effective salesperson may achieve greater results than an ineffective salesperson of greater sales ability. Working hard is not enough; top salespeople need to be effective.
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Overview
A salesperson with great knowledge/skills will achieve less than someone with lesser knowledge/skills, but who is significantly more effective. With pressure on time increasing, slack time has become almost non-existent. Rare skills require great effectiveness to have maximum impact. Work pressure has seen an increase in stress related disorders.
During this practical and thought-provoking course, participants will learn how to increase their personal effectiveness in handling priorities, time and stress.
Who Should Attend
All new and experienced salespeople.
Duration
1 Day
Personal Effectiveness (Sales) – Course Objectives
Participants will learn:
- to consider their current operation and develop an action plan to help them focus on priorities
- how to deal with the ‘thieves of time’ affecting them
- how to reduce distress and deal with it when it occurs
- how to use objective setting and action plans to increase personal effectiveness
- how to improve memory quickly
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Personal Effectiveness (Sales) – Course Outline
Setting Priorities
In-tray issues
The priority grid
Analysis of personal time log
Personal action plan
“Thieves Of Time”
Identifying and developing action plans to deal with:
Crisis
Other departments/colleagues
Customers
Own likes/dislikes
Your ‘boss’
Meetings
Inability to say ‘No’
Paperwork
Travel
Stress
Distress and eustress
Pre-disposing factors
Causes of distress
Symptoms of distress
Dealing with distress
Preventing distress
Creating a personal action plan
Setting Objectives
The key to success
Objectives and action plans
Memory
How memory works
How to improve memory
Better memory in the sales process
