Essential Selling Skills

3 Days

The basic essentials for selling a product or service successfully. Aimed primarily at direct sales to the end user either in a business-to-business environment or to people in their own homes. For anybody new to selling or requiring a refresher.

The course includes the following topics: Building a Prospect Base; Qualifying the Prospect; Making More Appointments; Structuring the Sales Visit; First Impressions; Understanding the Buying Process; Building the Relationship; Asking the Right Questions;   Selling the Benefits; Effective Demonstrations; Handling Objections; Closing the Sale... and much more.

Sales Skills Development

2 Days

Designed as a follow-up to the course above. An opportunity to begin building on basic selling skills. Packed with helpful ideas. For salespeople wishing to become sales champions or managers responsible for developing the sales team.

The course includes the following topics: Basics Brush-up; Qualifying Out; Managing Time and Territory; Consultative Selling; Introduction to Negotiation; Overcoming Objections; Beating the Competition; Managing the Sale; Key Presentation Skills; Body Language; Using NLP for Instant Rapport; Effective Proposals; Closing the Sale; Problems Clinic... and much more.

Successful Negotiating Skills

2 Days

A detailed look at the process of negotiation which involves identifying, debating, arranging and agreeing terms. Emphasis is placed on securing movement from the other party. For anyone who negotiates with suppliers or customers.

The course includes the following topics: Everything is Negotiable; Key Principles of Negotiation; Negotiation Structure and Strategy; Research and Planning; "Courtship"; Putting the Issues on the Table; Opening; Body Language and Signals; Building a Record of Agreement; Managing Concessions; Gaining Control; Tactics and Counter-tactics; Practical Negotiating Exercises... and much more.

Powerful Presentation Skills

2 Days

A presentation provides a golden opportunity to greatly influence your audience. This programme helps to ensure that the opportunity is not wasted. A vital course for increased confidence. For everyone required to make presentations.

The course includes the following topics: Overcoming Nerves; Focused Preparation;  Structuring the Presentation; Objective and Strategy;  Effective Communication;  Better Scripts & Presenter Notes; Memorable Visuals; Powerful Delivery; Winning Over the Audience;  Putting on the "Show"; Handling Questions; Practical Presentation Exercises.. and much more.   

Train the Trainer

3 Days

All the essentials required to be able to deliver a lively, interactive training session or course. Accent on planning and delivery but covers everything from training needs analysis to post-course evaluation. For anybody who delivers training of any type.

The course includes the following topics: Training Needs Analysis; Planning the Course;  Motivating the Group; Training Methods; Delivery Style; Visuals That Deliver;   Seating & Layout; Involving the Group; Difficult Group Members; Constructive Feedback; Continuous Evaluation; Practical Exercises... and much more.

Effective Customer Care

1 Day

A highly informative day looking at the critical areas of relationships, attitudes and image. A smile is not enough... though it’s a good start. For anyone who deals with customers (or even other members of staff) face-to-face or on the telephone.

The course includes the following topics: Importance of the Role; In the Customer's Shoes; The Customer is Always Right; Behaviour Breeds Behaviour; Handling Complaints and "Difficult" Customers; Questioning and Listening Skills; Spotting Sales Opportunities; The 1% Factor; First Impressions; Getting it Right on the Telephone... and much more.

Supporting the Sales Team

1 Day

Demonstrates the importance of the support role in securing new and additional business. The right approach, both verbally and non-verbally will pay dividends. For pre- and post-sales staff whose job involves contact with prospects and customers.

The course includes the following topics: The Value of Support; First Impressions; Understanding the Sales Process; Visits with Salespeople; Opportunities for Further Business; Understanding Why People Buy; Influencing the Buyer's Decision; Benefits Bring Business; Questioning Skills; Active Listening; Handling Complaints; Better Demonstrations... and much more.

Vital Telesales Skills

1 Day

A planned and structured approach to selling on the phone. The key to success is a confident and pleasant manner, coupled with excellent organisational and listening skills. For anybody who uses the phone to make sales or sales appointments.

The course includes the following topics: Attitude, Drive & Confidence; Verbal and Vocal Skills; Asking Questions & Taking Control; Listening Actively; Selling Benefits; The Feelings Influence on Buying; Prospecting; Making Sales Appointments; Telephone Preference Service... and much more.

Professional Telemarketing Skills

1 Day

This programme looks at creating a professional telephone image, enhancing customers’ confidence. Designed to highlight effective techniques in the use of the telephone and avoid common pitfalls. For all who need to portray a positive image.

The course includes the following topics: Preparing Yourself; Projecting a Positive Self & Company Image; Using Your Voice Effectively; Building Rapport; Do's and Don'ts of Using the Phone; Questioning Skills; Controlling the Conversation; Active Listening; Spotting Sales Opportunities; Taking Messages; Complaint Handling; Difficult Callers... and much more.

Key Telephone Techniques

1 Day

We all use the phone, but how we use it is key to creating and enhancing successful business relationships. All the essentials for better communication by phone are covered on this course. For everyone who uses the phone for business purposes.

The course includes the following topics: Verbal and Vocal Skills; Asking Questions & Taking Control; Listening Actively; Projecting a Positive Self & Company Image;  Do's and Don'ts of Using the Phone; Building Rapport; Taking Messages; Complaint Handling; Difficult Callers... and much more.

Better Business Writing

1 Day

Techniques and information provided on this programme will enable the participant to reduce time spent in composing effective written communications. The key is simplicity coupled with a concern for the reader’s interests and feelings.

The course includes the following topics: Planning to Communicate, Spelling Matters; Precise Punctuation; Powerful Proposals; Memos; Minutes & Reports; Overcoming Writer's Block; Grammar Gremlins; Handling Complaints; Readers' Reaction; Winning Sales Letters; Letter Structure & Layout; Forms of Address... and much more.

Staff Performance Appraisal

1 Day

A well-handled performance appraisal will encourage and motivate staff. This course shows delegates how to avoid the many potential pitfalls. For all managers and supervisors responsible for conducting staff appraisal interviews

The course includes the following topics: What Appraisal Is and Is Not; Preparation; Essential Rules; The Appraisal Interview; Questioning Techniques; Active Listening; Body Language; Offering Praise and Criticism. Motivation; Following Up... and much more.

Time and Stress Management

1 Day

This one-day course will pay back the investment in time, many times over. Offers clear guidance for managing heavy workloads, increasing effectiveness, creating more time and coping with stress. For all who do not have the time to attend!

The course includes the following topics: Ideal Time Allocation; Best Use of Your Energy; Keeping a Time Log; Planning; Goal Setting; Prioritising; Importance v. Urgency; Doing & Reviewing; Assertiveness; Delegation; Stress Management; Maximising Meetings... and much more.