Sales Training

Sales Excellence Training

The SalesExcellence programme by Rob Moon is ideal for and can be tailored for those new to sales or the more experienced people in your organisation. It helps sales people engage with up to date thinking in their profession & think again over some long-held beliefs & paradigms about sales. The programme includes developing some creative ideas around objection handling, questioning & those all-important communication skills. The course inspires & motivates sales professionals to consider their “Intention” a teach stage of the sale & improve their “Awareness” of where they are against that intention, leading to strong relationships with customers & more sales driving performance upwards in a sustained manner.  It supports face to face selling and both inbound sales and outbound calling over the telephone for the complete sale as well as appointment making.

So, what makes this sales training different?

We engage with you at 3 specific points.  Before, during and after the workshops.

Before: Familiarisation with your people. We talk to sales managers and leaders about what they need to achieve from their sales teams. We discuss how you have been performing against yourKPI’s. We talk to and observe your salespeople in action.  We can listen to telesales people in the office on Live or recorded calls.  We can also go out on the road with your face to face sale people to assess skills, knowledge and sales approach.  We can arrange remote conversations with individuals too. All of this work then helps us design and tailor the ideal workshops for your teams.

During: We deliver inspiring engaging workshops, taking into account all of the information we have gathered in our work with you to date.  We can include real context enabling your teams to discuss actual situations they have been in and completely tailor the event to them so they understand new methodologies and behaviours and how they can interpret them in the real world.

After: We will embed the new learning and behaviours taken from the workshop sin the real world. We will sit with telesales people and go back out on the road with face to face consultants to coach them in an effort to build sustainable changes to their behaviours and performance.

Learning Objectives:

• Understand how people buy using the “Kotler”decision making process

• Relate a robust sales structure to the process of deciding to buy

Introduction

Uncovering Needs

Present A Solution

Make a Request

• Master each stage of the sale through theory & practice

• Apply learning to your role with specialist coaching

The programme will cover modules on:

Why Customers buy – Quite simply, we’re all human and have similar psychological thought patterns when we are deciding to buy. Learn how people buy and then put a structure in place to facilitate that natural thought process.

Communication skills – Questioning, listening, empathy, emotional intelligence, Rapport Triangle, Conversational Competence & more…

The sales process & Customer transition – Having a simple structured sale is great, but what’s happening in your customer’s mind?  What are they thinking?

Introduction & handling early objections - Explore the key elements that make up an effective Introduction giving the customer reasons to listen. Don’t just let them know who you are, tell them how good you are.

HANDLE the situation, don’t ANSWER objections at this stage.

CONVERSATION - Uncovering compelling needs –Advanced Questioning Techniques - At last, questioning techniques that move away from traditional “Open” questions like What, When, Why, Where, How and really get customers to open up and talk lots.  How to build clever questions that get you the information you need to base your sale on.

CONSULT - Presenting the product/service to prove suitability – Delivering Features & Advantages as benefits in order to Tailor a presentation to prove how suitable your product or service is to the customer.  

Request - Recommending with VALUE  & closing the sale - Keep it simple. Overcoming late objections &negotiation - A simple 6 step formula to handle late objections &get that all important sale.

Psychology of the sale& Winning Mind-set – People buy according to their own behavioural preferences, learn how to sell by assessing your customer’s style & understand your behaviours that match for success.

Learn how to apply the structure to different personality and behavioural types of customers.

A highly interactive workshop to understand the entire process and practice each element.

Follow up Coaching days, focus groups etc, to embed the learning for each individual whilst observing live in role.

Manager support to develop confidence in coaching and an in-depth knowledge of the methods.

We will be focussing on “Above TheLine” effective sales person behaviours.