SERVICES
Sales Training & Development
Introduction into Sales
Who is it for?
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People new to sales
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Existing salespeople in need of a refresher of the fundamentals
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Other staff involved in supporting the sales function (sales admin etc)
Learning Outcomes
Delegates will walk away with a true understanding of sales, the sales process, and how it affects them.
They will be better prepared and better armed to deal with challenges every day in the sales role, more motivated and with the ability to smash their sales targets!
Your Trainer
Dr Carlton Brown ,PhD,MBA,PGDiP,FISMM,MCMI
Content of the Course
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Understand the Fundamentals of Sales, and how to apply them
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The Mindset Of Successful Salespeople
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How to Structure A Phone Call
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Asking The RIGHT Questions
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Active listening
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Understanding The Sales Process
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Taking Control of The Conversation
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Understanding Different Personality Types
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Handling Objections
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Closing And Gaining Commitment
Sales Negotiation
Who is it for?
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People new to sales
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Existing salespeople who need to negotiate with prospects better
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Sales Managers who need to negotiate bigger deals or support the sales team
Learning Outcomes
Delegates will walk away with a true understanding of sales negotiating, its principles, and how to practically apply them. They will be better prepared and better armed to deal with negotiation situations, secure higher prices, and bigger profits!
Your Trainer
Dr Carlton Brown ,PhD,MBA,PGDiP,FISMM,MCMI
Content of the Course
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Understand the ‘tricks’ buyers will play on you
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The Mindset Of Successful Negotiators
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When We Should Be Negotiating (And When We Shouldn’t!)
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Selling vs Negotiating
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What’s The Difference?
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Understanding Negotiating Styles
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Understanding Our Options
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Taking Control of The Negotiation
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Gaining Agreement And Next Steps
Sales Coaching & Leadership
Who is it for?
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Sales managers
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Sales directors
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Anyone who manages a sales team
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Salespeople moving into a team leader, manager or leadership role
Learning Outcomes
Delegates will walk away with a true understanding of sales coaching, leadership and practical tips for leading a sales team. They will be better prepared and better armed to deal with sales leadership situations, understand motivation and coach their team to sales success!
Your Trainer
Dr Carlton Brown ,PhD,MBA,PGDiP,FISMM,MCMI
Content of the Course
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Understanding The Difference Between Coaching, Leading and Managing
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The Typical Sales Coaching Mistakes Most People Make
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Understand Why Salespeople Under-perform
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How To Run Effective Sales Coaching Sessions
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The Impact Of A True Sales Leader
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The Effective Sales Coaching Framework
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Coaching Under-performance
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Practical Sales Leadership Tips
Advanced Sales Skills
Who is it for?
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Internal salespeople
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External salespeople
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Sales managers
Learning Outcomes
Delegates will walk away with an understanding of sales and advanced sales techniques. They will be better prepared and better armed to deal with sales situations that need more advanced sales skills.
Your Trainer
Dr Carlton Brown ,PhD,MBA,PGDiP,FISMM,MCMI
Content of the Course
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Understand The Typical Mistakes That Most Salespeople Make
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Deeper Level Questioning And Uncovering Real Needs
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Advanced Sales Influence
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Understanding Different Buying Styles
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Advanced Objection Handling
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Understand How To Lead The Sales Process For Better Sales Results
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Gaining True Client Commitment and Closing
Presentation Skills
Who is it for?
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Salespeople who do face to face meetings, sales demonstrations, sales meetings, client presentation, exhibitions
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If you are required as part of your role to stand up in front of an audience
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Anyone who is doing webinars, online presentations/content
Learning Outcomes
Delegates will walk away with sales presenting, it’s principles, and practical steps for improving their presenting
They will be better prepared and better armed to deal with presentation situations, influence more people, and get people to take action!
Your Trainer
Dr Carlton Brown ,PhD,MBA,PGDiP,FISMM,MCMI
Content of the Course
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Understanding The Different Types Of Presentations
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The Mindset Of Successful Presenters
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The art of - Practical Presentation -
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Essential Presentation Preparation
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The Key Principles Of Presentation. Understanding the dynamic of the audience, the location and brief.
