Sales Development
PeopleTrack can help you to improve your sales performance. We offer a complete range of sales training programmes - both 'off the shelf' and tailored to your specific needs. Our Sales Excellence Model has proven time and again to pinpoint the exact areas that require attention. If you need to develop the sales ability of yourself or your team then please call us on 0845 122 7117 or email
Sales Excellence Model
Fast Track Sales
Empathy Selling
Unlocking the Boardroom
Sales Excellence Model
Fast Track Sales
No salesperson should be without this two or three-day programme of unbeatable techniques and incisive coaching. It's ideal for those new to selling or those who want to gain more structure and confidence in their selling.
CONTENT
- The ten step sales process
- Structuring a face-to-face sales meeting
- Building rapport quickly
- Effective questioning for needs
- Powerful and persuasive presenting of benefits and value
- How to successfully prospect and qualify
- Active listening for what the customer really wants
- Understanding the buyer
- Making objections work for you
- Closing at any stage
- Creating and maintaining a positive personal attitude
- Time management to make the most of selling time
- Account management essentials
EXPECTED OUTCOMES:
For each participant to:
- Develop confidence in themselves, in their interactions with clients and their ability to sell.
- Be able to construct a professional and effective presentation based on their own product or service and tailor it to specific situations.
- Become more energetic, manage their time more effectively and develop a positive and professional attitude to themselves, their customers and their business.
WILL IT WORK?
YES! Clients report increases in confidence, activity and sales as a direct result of this programme. It demonstrates that professional selling is to do with process, skill, attitude and activity. People who do not consider themselves 'natural salespeople' are delighted that they can easily develop confidence and structure to become professional salespeople.
"PeopleTrack's FastTrack Sales programme was a factor in helping my team to bring in successful, profitable sales this year. I completed the course myself 5 years ago and I am delighted it has had a similar effect on my team."
National Sales Manager - Dean and Wood Limited
Empathy Selling
Empathy Selling is used around the world as a systematic method of closing sales effectively and quickly. This is accomplished through the salesperson better understanding the buyer's emotional drivers and desires - in fact, their buying styles. The salesperson, account manager, or anyone in the customer management process, is better prepared to understand and then handle different behaviour patterns likely to be encountered at each stage of the sale. As a result, the sales process is speeded up, less able competitors are sidelined and stronger long-term relationships are built. This is especially important in the complex sale where effective strategies are needed for both people and process. These factors make Empathy Selling very practical:
- It simplifies the complex subject of personality analysis in such a way as to make it easy to learn and fun to apply
- It works alongside major strategic account sales and management processes
- It is practical in its application, using real people - customers and prospects - in the learning process
- Salespeople learn about themselves and where they need to concentrate for maximum impact
- Salespeople find it fun and profitable - so they use it!
OBJECTIVES:
For each participant to:
- understand the seven buying desires and how each needs to be dealt with
- be able to 'read' the unique mixture of desires in each prospect
- adapt their sales approach to address this mixture of buying desires
- anticipate which objections are likely to come from that particular buyer
- reduce their own frustrations experienced with some personality types
- build a strategic relationship strategy for each account
- leverage internal people resources onto the target account
- work more effectively internally with those around them
- open more client relationships and close more sales
Further Information is available at www.empathystyles.com
"Through the Empathy programme I became more aware of people's characteristics and how to work with people much more effectively, both internally and externally. As a result, by 'speaking their language' I am able to build mutually beneficial relationships."
Bid Manager, Logica CMG
"Empathy Selling has worked for me in two ways: my team now has a competitive edge in their selling and interaction with their clients and prospects; it helps me to manage and to lead them more successfully because I now understand more about how
they think and what they do."
Sales & Marketing Director, Broadsystems Ltd. - A division of News Corporation
Unlocking the Boardroom
OVERVIEW
'UTB' is an intensive and challenging programme for experienced, high-value, "solution" salespeople. It is designed to hone skills and develop the confidence required to penetrate and make sales at board level in a competitive environment.
Initially it focuses on executive and corporate bridging skills to open up major accounts. It then explores how to construct persuasive business propositions. These are based upon an analysis of the corporate prospect's business needs, their professional roles and personality types. The programme takes a case study approach in parallel to working on real live accounts. It is competitive and the team that wins the business can be awarded a prize.
COMPETENCIES DEVELOPED
- Researching and gaining of senior sales appointments
- Uncovering and understanding the business impact of the issues confronting the prospect
- Converting client's business issues into a value proposition
- Understanding senior decision-makers' personality types, roles and motivation
- Constructing an "unstoppable" sales proposition delivering significant business benefits to the prospect organisation and decision-maker(s).
- Persuasively delivering and closing of the proposition in a pressurised formal competitive pitch environment.
"Unlocking the Boardroom gives you true insight into the capabilities of your sales teams and allows you to push them out of their comfort zone and on to a new level of performance. At the end of this course, the participants will have insight into the skills that 99% of sales people talk about, but only 1% truly use."
Jim Close, Country Manager, Software AG
"One of the most useful courses I have ever done, a really valuable exercise in selling at Board level. Now we all put the proposal around the business solution we have developed."
Sales & Marketing Director, ERA
