Having better tools with the skills to use them is a certain way to add value for your sales team and your customers.

Tools to help at every stage of the sales process:

• Appealing to the needs of different customers, roles and organisations.
• Creating new opportunities with existing and new customers.
• Overcoming competitive external and internal threats.
• Positioning to gain competitive advantage.
• Protecting your profit margin.
• Demonstrating value.

We provide entry level, foundation, intermediate and advanced sales skills training. We also provide training for job roles that can influence customer decisions (to buy or not to buy).

Being better prepared:

Creating A Mindset To Succeed

‍From how to start your day to how to maintain a helpful mindset when challenged.‍

Building Trust

Understanding how empathy and rapport build trust.

Understanding Customer Needs

Their known and unknown needs. How to ask questions that reveal needs and open minds.

Effective Communication

‍From reading body language to effective verbal and written communication styles. Communicate clearly, persuasively and confidently with customers. This includes active listening to understand customer needs and concerns, asking the right questions, presenting the value proposition of products or services at the right time and in a way that fits your customer.‍

Taking Notes

Improve how you capture key information quickly, such as specific requirements, valuable intelligence, insights and action items. Notes demonstrate a genuine interest in understanding customer needs and concerns, which can help build rapport and trust.

Ensure that nothing important is overlooked or forgotten. Notes serve as the best reference point for follow up with customers or colleagues.

Resilience and Persistence‍

Sales requires resilience and persistence in the face of rejection and setbacks. Successful sales professionals possess a positive attitude, tenacity and the ability to bounce back from rejection to continue pursuing opportunities.

PSL courses incorporate practical exercises, case studies, and real-world applications to make the training beneficial and measurable.

Problem-Solving Skills‍

The ability to think critically, overcome objections and find creative solutions to customer needs is vital for success.

Relationship Building‍

Building rapport, establishing trust and nurturing ongoing relationships to foster customer loyalty and repeat business.

Honesty and Integrity‍

Maintaining honesty and integrity is essential for building trust and credibility with customers. It can also be a trigger that needs managing to prevent us from saying the wrong things (for the right reasons), to help us to listen, ask better questions and learn what is most important for our customers or clients.

Proposals and Quotations

How to make these more competitive and compelling for your customers.

Discounting

Learn how to compare value and cost. Stop giving away discount that you do not need to.

Discounting can be helpful. If it is used carelessly it can undermine the value that customers will ultimately gain and the growth of your business.‍

Time Management

How to optimise your time, performance and life. This includes setting goals, planning activities, and efficiently allocating resources to time in order to achieve or exceed sales targets. Use DDT (day, date, time) to build commitment and trust.‍

People Skills

‍Understanding the mind and how to get the best out of yourself and others.‍

‍Hard and Soft Selling‍

Hard selling is primarily focused on pushing the product or service onto the customer, regardless of whether it truly meets their requirements or provides value to them. Learn how to use a softer more considerate, customer-centric approach to sales, focusing on understanding and addressing the needs of the customer.

Decision Making

Gain insights that will help you to understand how customers really make decisions. Understand the power of imagination, fantasy and logic and how these apply to decision making.‍

‍‍By developing and practicing with these skills and qualities, sales professionals can increase their effectiveness, build strong relationships with customers, and achieve success.

Objection Handling

‍Learn how to address common objections. How to build bridges that help your customers to get to where they want to go - through using your products or services.‍

Closing Techniques

Trying to convince customers to move forward with the transaction is a sign that their needs and objectives have not been understood. ‍Learn how to use intelligent closing techniques that make customers feel certainty, a sense of being valued and in control. ‍

Negotiating Successful Outcomes‍

Understanding fundamental negotiation skills.‍‍

What you will take away:

Structure, better skills and tools that will help you gain competitive advantage.

More examples:

• Sales Pipeline Management: How to use this as a tool to enable your success.
• Planning for success: How to maximise your productivity.‍
• Creating Value: How to use your sales pipeline to demonstrate the value you care creating.
• Prospecting: Identifying potential leads and initiating contact to gain entry.
• Performing under pressure: Mind traps to watch out for and how to manage them.‍
• Relationship Selling: Developing and using your network for enabling sales growth.‍
• Change Management: Using the triangle of to change to help you and others to make good decisions.‍
• Presentation Skills: How to deliver authentic and compelling presentations.
• Authenticity: Being yourself and learning how to adapt to work with people not like you.‍
• Negotiating Complex Projects: How to lead others and influence collective decisions.
• Understanding Different Selling Approaches: Consultative selling, story telling, solution architect…‍
• Consultative Selling: Becoming a trusted advisor by understanding and solving customer problems.‍
• Complex Sales Processes: Handling longer, more complex sales cycles.‍
• Key Account Management: Handling and nurturing key accounts.‍
• Enterprise Sales: Managing sales in large corporate environments.‍
• Solution Selling: Providing tailored solutions to address specific customer needs.‍
• Networking: Building and leveraging professional networks for sales opportunities.‍
• Executive Presence: being able to perform when working with 'C' suite and other senior leaders.

What you will take away:
‍
Structure, skills and tools to help you create and demonstrate more value for your customers and to position yourself and your business for success.

Build your flywheel for growth