Sales Courses

Our careers demand that we stand up and change opinions, get our point of view across, sell, solicit funding for projects on which our capabilities are being judged. And the further up the corporate ladder we go the more often we need to present successfully to larger numbers of people.

If we are to communicate effectively it is vitally important we understand what drives the way others communicate with us as well as how we relate to them. Communication styles are closely linked to behaviour patterns. These patterns, or habits, have developed over a life time and are unique to each individual but, fortunately for us, they do fall into recognisable categories.

Every business needs new clients if it is to grow and prosper. Intelligent and charismatic prospecting and canvassing that piques curiosity and creates interest is what this course is all about. As someone who is paid to use the phone to prospect for new business, it is a canvasser’s responsibility to get the word out about your organisation. They educate and inform potential clients who then agree to an appointment with a representative from your company or to visit your venue. It is important your staff understand they are not imposing themselves on others nor are they interrupting - they are there to impress and inform so clients may make intelligent decisions based on facts rather than habit.

Communication skills are essential in the modern business environment and on this popular one-day course delegates will learn how to use communication to develop collaborative relationships built around trust and respect. The programme covers communication styles and what prompts people to say and do certain things, assertiveness skills and the use of verbal and non-verbal techniques to build rapport. This course is essential to anyone who must interact effectively with others to get the job done and make their mark.

Managing key accounts is very different from day to day sales. To be successful, Key Account Managers need to hone their ability to think strategically. They have to become part of your client’s winning team and their input is vital as they provide a helicopter view of the client’s market position, competition, direction, aims and goals. They should know what was hoped for when buying decisions were made and it is their responsibility to ensure that those decisions translates out in their entirety when working with the division heads and purchasers who may have entirely different agendas. Key Account Managers should be ‘key’ not only to you but to your clients too.