Sales Starters (2 days)

The "sales starters" training is ideal for those looking to start, or starting a career in sales and who are looking to have an immediate impact. This training is also ideally used as an induction training for companies.
The course builds on the most important and essential sales techniques in cold calling, cold e-mailing, conversational selling, closing techniques, listening skills, building rapport as well as account management.

Course Content

  • Introduction to Sales
  • Sales Roles and Responsibilities
  • Adopting the Sales Mindset
  • Managing Expections
  • Basic Cold Calling Techniques
  • Basic Cold E-mailing Techniques
  • Building Rapport
  • Basic Closing Techniques
  • ...

Participants Will

  • Comprehend what sales is about
  • Realize how hard BUT rewarding a sales role is
  • Learn basic techniques in order to generate leads over the phone and by e-mail
  • Will be able to adopt a winning post-sales attitude by opening up new opportunities with existing clients

Target Audience

  • Young graduates looking to start a career in sales
  • Professionals looking for a career change towards a sales role
  • Newly hired young professionals within an organization

Cold Calling and Cold E-mailing (2 days)

Cold calling as well as cold-emailing are usually the first steps a sales representative has to make when performing outbound sales. It is worth overcoming the barrier most individuals have towards this aspect of sales, since cold calling and cold e-mailing both have huge potential. it puts you in a crucial pivotal role, helps you create fresh opportunities and above all, it helps you put yourself in charge of your sales pipeline, and therefore your ability to succeed.

Course Content

  • Preparation to cold calling
  • Mental approach to cold calling
  • Opening a call
  • The gatekeeper problem
  • Questioning and objectivity
  • Listening skills
  • Advanced cold-calling techniques
  • Advanced cold-emailing techniques
  • Writing a cold-call script
  • ...

Participants Will

  • Learn to like the idea of cold-calling
  • Learn how to get pass a gatekeeper by making use of various techniques
  • Improve their listening skills by speaking less and finding USPs in what the client tells them
  • Learn effective methods for successful cold calls and cold emails.

Target Audience

  • Outbound sales professionals who are struggling with their success call rate, or simply want to improve.
  • Sales managers who are looking for a way to coach and mentor their oubound sales rep
  • Newly hired outbound sales reps within an organization

Essential Sales and Negotiation Skills (1 day)

Negotiation skills are highly important in everyday life... Needless to say how vital they are for a sales representatives. This "Essential Sales and Negotiation Skills" training will familiarize the trainees with the most common negotiation techniques, and help them achieve a Win-Win outcome with the client.

Course Content

  • Introduction to Negotiation
  • When to negotiate?
  • The stages of negotiation
  • Attitude, knowledge and interpersonal skills
  • Introduction to BATNA
  • Top Negotiation Techniques
  • ...

Participants Will

  • Get to grips with what business negotiation means
  • familiarize themselves with the true meaning of a Win-Win deal, and its impact on customer satisfaction
  • Learn to manage their bargaining strengths and weaknesses

Target Audience

  • Outbound sales professionals who are struggling with their success call rate, or simply want to improve.
  • Sales managers who are looking for a way to coach and mentor their oubound sales rep
  • Newly hired outbound sales reps within an organization

Advanced Sales and Negotiation Skills (2 days)

Based on our "Essential Sales and Negotiation Skills" training, this advanced version takes a more detailed look at the most used techniques. The course also provides the trainees with a wider panel of strategies so that they are able to start thinking out of the box and adapt to whichever situation they are facing while in the middle of a sales process. This course is ideal for professionals looking to take a step up in their career.

Course Content

  • Essentials sales and negotiation skills and additional techniques
  • Psychological techniques
  • The concept of BATNA
  • The SSUM approach
  • Systematic Negotiation
  • How to avoid giving discounts
  • Strategies building
  • Maintain a positive climate
  • ...

Participants Will

  • Learn to tackle most kind of negotiation
  • Learn how to keep their pricing up
  • Develop skills to influence people more effectively
  • Learn how to better plan and prepare for a negotiation
  • have developed a range of effective sales and negotiation techniques

Target Audience

  • Confirmed sales professionals who are looking for ways to further enhance their performances
  • Sales managers who are looking for a way to coach and mentor their oubound sales rep
  • Entrepreneurs-to-be who are looking for a sales training prior to setting up their own firm.

Sell like an Entrepreneur (1 day)

Is being an entrepreneur simply starting your own company, and somehow making it work? Absolutely not. Being an entrepreneur requires excellent knowledge of sales techniques and processes, interpersonal skills, and what people call the Entrepreneur Mindset. Throughout this session, we will take a look at all the lessons we can learn from successful entrepreneurs, in order to improve our sales performances.

Taking risks, Focusing, planning for success and taking ownership are some of the reasons why some entrepreneurs are more successful than others. This training will help you change the way you think, and help you realize only YOU are in control of your own success.

Course Content

  • Business basics VS Sales basics
  • Start Fresh Everyday
  • Superior Selling strategies
  • Be your own leader, then lead others
  • Actions...NOW
  • Plan for success
  • ...

Participants Will

  • Learn to carefully select action points, and spend less time on non-rewarding activities
  • Learn to keep a goal in mind, and make daily steps towards it
  • Enjoy more and more success, and therefore be happier to work

Target Audience

  • Sales professionals
  • Sales managers
  • Aspiring entrepreneurs

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