SALES TRAINING COURSES

Did you know that people decide whether to trust sales professionals within seconds of meeting? It may sound cliché, but it is true that first impressions last! So how can your team increase the trust of prospects and lower their sales resistance? Fortunately, there are many actionable steps that increase buyer trust. For example, there are small signals like clothing. Bigger indicators include personal integrity. Your sales team can leave positive impressions from the moment they come in contact with prospective clients. By attending this workshop, your team will learn how to:

• Earn trust and lower sales resistance
• Quickly build an emotional connection with clients
• Adapt to different personality types and preferences

Sales is no longer “just a numbers game.” Buyers are more cynical than ever before. As a result, the effectiveness of cold calling and email marketing has significantly decreased. This is why salespeople often say prospecting is the most difficult part of the sale. By approaching prospects with tired and outdated scripts, they turn away the attention of their audience. Thankfully, there’s a better way to make initial approaches! By attending this customer service sales training course, your team will learn how to:

• Use a variety of tools (LinkedIn, phone, email) to cut through to decision makers
• Earn stakeholders’ time with value-centric agendas
• Significantly increase approach-to-meeting conversion rates

Treatment without diagnosis is malpractice. It’s true in the medical and sales professions. Before making a product recommendation, your sales team must ask thoughtful questions to understand their clients’ goals and issues. In addition to uncovering needs, the consultative process is an opportunity to build relationships. By practicing empathic listening, your team will build emotional connections with clients. When combined with logical reasons for buying, a solid case for purchasing becomes evident. In this session your team will learn how to:

• Uncover prospects’ “hot buttons” to motivate buying
• Practice active listening to earn trust and truly understand needs
• Align buying and selling processes to increase close rates

Telling is not selling! Gone are the days of slick, fast-talking salespeople. Sales presentations of today must be logical, emotional, and credible. They must present facts in a way that people can understand, easily picture, and relate to. To sell persuasively, your team must understand how people make decisions. Doing so will allow them to tailor their presentations to different personality types. This will maximise the chance of winning the deal. In this customer service sales training course, your team will learn how to:

• Understand the principles of ethical persuasion
• Discover the role of credibility, emotions, and logic in selling
• Learn how to position and demonstrate products powerfully

It is natural for prospects to have reservations before buying. Past bad purchases will create a defensive and natural scepticism. As a result, objections can cause your staff to lose sales. By redefining objections to “concerns,” your team will frame them in a positive light. They will encourage transparent communication with prospects. This will allow them to handle barriers to buying. In this session your team will learn how to:

• Use a 3-step process for handling any objection
• Understand the true nature of price objections
• Prevent objections from arising

At the end of the sales process comes one of the most daunting aspects of the sale – closing! It is the shortest part of the sales process. Yet, many professionals freeze at this critical moment. Despite being a critical skill for sales professionals, many have never been through negotiations training. As a result, they are more likely to give discounts or concessions. Such outcomes are one-sided. This means reducing profit margins and credibility of the company. In this customer service sales training course your team will learn how to:

• Use “trial closing” to avoid asking for the sale prematurely
• Negotiate confidently and fairly
• Apply pressure ethically to secure the sale

Emotional Intelligence and Social Intelligence are far greater predictors of success than IQ alone. In addition, mental health is a big issue with sales professionals. As a result of increasing their emotional intelligence, they will be equipped to manage their states effectively.Resilience is the ability of sales professionals to bounce back from disappointments and setbacks. According to research, this factor has enormous weight in predicting the success of staff.In this session your team will:

• Better understand the role and nature of emotions
• Increase empathy, and therefore rapport with prospects
• Learn how to manage emotional states, resulting in increased productivity and sales

Everyone is busy, but are they doing the right things? Time management is a crucial aspect of effective sales professionals. Without it, salespeople often spend much time on unnecessary activities. This ultimately results in lower revenue.In this sales training course your team will learn how to:

• Achieve their KPIs and sales targets through forward planning
• Distinguish between urgency and importance in tasks
• Optimise and prioritise activities based on KPIs

We are living in a highly distracted workplace. In the office or at home, distractions will destroy your team’s productivity and profitability. How can sales professionals overcome these barriers to performance?In this session, we will:

• Discover the science behind human behaviour and willpower
• Put measures in place to prevent distractions and remain focused
• Begin using internal, social, and environmental factors to increase self-control