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 The Essential Skills Suite is designed for people wanting (or needing) to go back to the basics.
It takes people new to sales and set them up with the core competencies they will need to establish good habits that create ongoing success. It is ideal for those team members that are in a sales support or administrative role and also for experienced salespeople that have come to the realisation that they need to work on their sales skills and start - at the start.
1.1 A Professional Salesperson
This module is an overview of the attitudes and behaviours of a professional salesperson. It highlights what differentiates a Professional Salesperson from the amateurs that most people encounter. We discover how to shift the theory of potential into the reality of results and set your own focus moving forward. Participants will know why it is so important to create and maintain a personal and team culture where those involved hold themselves accountable and capable. They will know how to get out of their comfort zones and why their IQ may be holding them back from achieving their full potential.
1.2 Chameleon or Leopard?
How individuals use their inherent personalities is the single greatest factor affecting personal and organisational success. This workshop provides a practical, easy and confident way for participants to identify their own and others’ inherent nature in order to understand individual needs, natural likes and dislikes, inherent talents and predictable skills and behaviours. Participants will come away with a deeper level of understanding of themselves and how to maximise their talents and the increased opportunities that come as a result.
1.3 Controlling the Sale
The workshop is for people wanting to take control of their interactions with prospective and current clients. Anyone that needs to create better conversion from leads, shorten the number and length of their appointments and stop giving away their intellectual property before they are confirmed as the preferred supplier. We will examine the impact that personal power has on negotiations, the process of thinking and how to professionally manipulate the conversation with integrity so that you stay on track. We learn what creates trust, like and respect and how avoid the mistakes that many amateur salespeople repeatedly make that actually create fear, uncertainty and doubt in the client’s mind. Participants will understand the reason for the clients question, not just provide the answer!
1.4 P.P.P.I.A.
Professional salespeople need to establish the tone and structure of their appointments right from the very first interaction with their clients. This workshop is ideal for professional people that want to achieve greater outcomes from their meetings. We discover the components that make up an effective and professional purpose statement and the reasons for committing to using a purpose statement 100% of the time. Includes how to vary your purpose statement based upon the personality of your clients.
1.5 'The Pulley Method' of Change
In order to achieve almost any sales outcome, something has to change – sometimes that is only a small thing but often it is significant! The profitability of any sales person can be directly proportioned to their ability to facilitate the process of change. Participants will learn the factors that contribute to overcoming resistance to change and then The Pulley Method that will significantly increase their change facilitation skills.
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