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 020 7100 2520 or email
Sales Excellence Model
Empathy Selling
Unlocking the Boardroom
Fast Track Sales Programme
3 days over 3 weeks designed to give you the skill, confidence and enthusiasm to get your sales effort going for the New Year
3 Fridays - 3rd, 10th & 17th February
Each day from 9am to 5pm
at Easthampstead Park, Wokingham, Berkshire, RG40 3DF
Do you have an abundance of well-qualified prospects?
Are you creating enough profitable activity?
Is your pipeline sufficient for you to achieve your sales targets?
Are you confident that you can convert the majority of your prospects into satisfied customers?
If the answer to any of these is no then please join our Fast Track Sales Programme. It’s a great way to kick off your sales success for the New Year. It’s unique in that it runs over 3 weekly sessions giving you the opportunity to practice sales techniques in the classroom and then put them into practice in your selling during the coming week. And with individual coaching from an experienced sales course leader it’s a powerful way to improve your confidence, attitude, skills and performance.
Who for?
It's ideal for those new to selling, those who want more structure and confidence in their selling or those who just want to create more business next year.
And as well as the weekly sessions we commit to making contact with you during the week for a 20 minute phone call to help and support you to achieve what you want to achieve.
Guarantee
And, here’s the best bit, we guarantee that you will find it of value for the time and the money that you spend. If you don’t we’ll give you your money back*. It’s as simple as that.
When? 3 Fridays: 3rd, 10th & 17th February – each day from 9am to 5pm
(One session a week is great because you get to practice sales techniques in the classroom and then use them the following week in your sales calls.)
"The PeopleTrack Sales Training was the most important and profound I ever received. Attending the course one session per week over a few weeks was a great way to learn. I would highly recommend it to anyone who wants to improve their sales performance."
Mike Ashmore, Head of EMEA Business Development - Location Intelligence and Data Management at Pitney Bowes Business Insight
Where? Easthampstead Park Conference Centre, Off Peacock Lane, Wokingham, Berkshire, RG40 3DF
Cost? £575 plus VAT per person (10% discount for 2 or more people from the same company)
Click here to book your place/s on the Fast Track Sales Programme or call us on 020 7100 2520.
CONTENT – this is what we’ll cover:
- Creating profitable activity
- Finding more qualified prospects
- Building a pipeline
- Searching out more new opportunities
- The ten step sales process
- Structuring a face-to-face sales meeting
- Making a great first impression
- Building rapport quickly
- Good questioning for what they really want
- Active listening for what the prospect’s really saying
- Powerful and persuasive presenting of benefits and value
- Understanding the buyer
- Making negotiation easy
- Making objections work for you instead of against you
- Closing at any stage
- Creating and maintaining a positive personal attitude
- Effective time management to make the most of your selling time
- Create your own inspiring sales/business plan for 2012
The Course Leader
Your course leader is Walter Blackburn, an acknowledged sales professional and sales trainer who’s run his own business for the last 32 years. He has trained thousands of people in business and sales over that time. Call him to discuss the course and how it could work for you. Call him on 020 7100 2520 or email him.
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 Fast Track 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
* Guarantee:
We’re so certain that the programme will work we’re offering a money-back guarantee! Pay the fee before the programme starts then attend all the sessions and complete all the weekly assignments and if you’re not satisfied that the programme is worth the money within 2 months of the programme ending we’ll give you a refund of your fee for the programme. And so that we know your objectives before you start the programme we’ll either call you or meet you face-to-face to get to know you and what you want.
Sales Excellence Model
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
