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Dollar Productivity
Key learning outcomes: Identify the “dollar-productive tasks” in your business or workplace. Complete our template to measure your dollar productivity. Create a benchmark or acceptable dollar-productivity rate for your business. Determine activities and tasks that negatively impact dollar productivity in your business. Article: It is important for any income producer in a business to be…
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Coaching Your Sales Team
Learning outcomes • Use your skills and experience to coach your sales team in order to bring out the best in them, maximise their performance, and celebrate team successes.• Understand the importance of consistency in the timing of meetings and how they are run. • Implement our suggestions for encouraging team members to participate in…
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Free Article – Is Common Courtesy Still Relevant?
Key learning outcomes: Acknowledge that common courtesy is still relevant in all aspects of our lives. Show how pleasant behaviour can enhance your success in negotiations. Learn the importance of building rapport with the other party in business interactions, and engaging in appropriate behaviour at all times. Recognise the positive impact of saying “thank you”.…
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Role Play
Key Learning Outcomes Learn to use role-play as a tool for building the skills within your team. Implement a method of role-play that best suits your workplace, such as one-on-one, pairs/small groups, team or video. Differentiate between those participants who role-play with confidence and those who need encouragement. Understand why role-play has been proven as…
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One On One Coaching
Key Learning Outcomes A well conducted coaching program will improve performance in individuals and across your entire business. Coaching provides the added benefit of identifying issues before they become bigger problems. Learn how to conduct powerful one-on-one coaching sessions with your team. Understand that a successful coaching program requires planning and discipline. Use our step…
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Handling Objections
Key Learning Outcomes Understand that objections should be viewed as opportunities, not problems. Use our trial close technique to encourage customers to reveal their concerns or objections. Demonstrate active listening skills and open-ended questions when addressing customers’ objections and isolating the objection. Show customers empathy so they feel their needs are understood and a solution…
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Questions Based Sales
Key Learning Outcomes Differentiate between speaking to and asking questions of your customers. Recognise the benefits of asking the right questions when dealing with your customers. Compare the outcome of closed questions and open questions. Understand the value of pre-framing when selling your business’s products and services. Article The author of several sales books, Tom…
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Sales Process
Key Learning Outcomes A well-designed sales process will increase the number of prospects who convert to customers. Learn about the characteristics you need in order to be a successful and effective salesperson. Apply our detailed sales process to your business, regardless of how large or small it is. Understand the importance of determining what your…
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Buyer Motivation
Key Learning Outcomes Understand what motivates your customers and the impact of these motivators on repeat and referral business. Learn about the key motivational drivers: need, greed, fear, pleasure, vanity, status and impulse. Recognise that your customers may be motivated by a number of factors, so care should be taken to find the perfect solution…
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The ‘So What?’ Test
Key Learning Outcomes Understand that your customers are your business’s main priority. Determine what your customers want and why they buy from your business. Identify your products’ and services’ points of difference and assess if they pass the “so what?” test. Obtain some tips for passing the “so what?” test from our scenarios and examples.…