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Training Programmes - Selling Suite
Account Management (by Telephone)
This account management builds on existing sales skills to provide the business acumen and relationship building skills required to successfully develop and manage client accounts.
Business to Business Selling Skills
It's tough out there at the moment. Existing customers are not purchasing my product in the quantities they were in the past. The phone has stopped ringing and the good times when all you had to do was take the order over the phone has passed. Potential new prospects are very slow about committing to new meetings, and even when they do they are very cautious about moving the sales process forward. There are more and more “players” trying to get a much smaller customer pool. On top of that the world economy has collapsed. It’s a bit like the movie "Perfect Storm" - you are getting hit by waves from every side and are just about managing to tread water.
The good news - it can only get better and we might just be able to kick start your sales pipeline.
This three day modular programme covers the core skills and tools required to kick start your sales activity and get a sales pipeline moving again.
Consultative Selling (Face to Face)
An intensive practical course that covers the core business to business selling skills and tools. Newcomers to business selling will find this a practical introduction to fundamental consultancy techniques. More experienced practitioners will find it invaluable for refreshing, reminding and refocusing their basic skills while giving fresh insight into good practice concepts.Customer Account Management
This account development course builds on existing sales skills to provide the business acumen and relationship building skills required to successfully develop and manage key accounts. This highly interactive and practical course will refine your skills for developing and delivering value for your key accounts and your organisation, whilst giving you robust tools and processes to manage through the complexity of working with key accounts. Out of complexity comes simplicity, and out of that simplicity comes clear focus enabling you to achieve excellence in your role. Participants will leave with a clear understanding of how to add value into the supplier/client relationship, thereby locking out competitors and maximising over time the value of the account.
Customer Service Skills
The first (and lasting) impression many customers form of your organisation is provided by the person with whom they first come into contact. The responsibility for that and many subsequent vital contacts may well lie with some of your least well-trained staff. It is essential that every customer contact at every level is handled in a professional way.
Through interactive tutorials and role-play this one day course develops higher self awareness of the participants’ communication style, both over the telephone and in face to face situations. Through coaching, the participant develops more self confidence and so moves from a reactive-passive role into a more dynamic pro-active response to difficult situations.
Debt Collections Skills (By Phone)
Cash flow is an important aspect of any business. This programme will focus on implementing and actioning the recovery of outstanding debts/accounts owing to your business. It will provide those staff responsible for this task with the appropriate knowledge and skills so that they can be more proactive and effective in collection activities.
Large Value Transactional Selling
Selling large value products and services to organisations is quite different to medium value items. There are more parties to sell to, they have different needs, priorities and timeframes. The sales is complex and timeframe is longer.
Retail Selling
For full details on this course please contact us.
Sales Negotiation Skills
In the business world we live in today, winning business and negotiating deals with customers continues to become more important. Fact: Very few professional sellers are thought how to negotiate formally or effectively. The ability to effectively manage a sales negotiation an often be the difference between making a sale and not. But there is no point negotiating a deal unless it arrives at a worthwhile outcome for both seller and buyer.
Many sellers capitulate at the first sign of push back from the customer. They often give away price without getting any concession or commitment in return. Many sellers find the whole concept of negotiating very stressful experience. At Evolve, as the 2009 world wide recession kicks in and customers become increasingly more demanding in their approach to negotiations we believe that it is imperative for sales people to be confident and well skilled in their approach to the negotiations aspect of the sales process.
Sales Presentation Skills
You only have minutes to influence the board, win the contract, beat the competition, get the client to make a commitment, or close the deal. Can you do it? Fact! The majority of formal sales presentations are ineffective! They are ineffective because they are poorly designed and delivered without conviction. Sales presentations are supposed to influence and cement the deal.
Selling By Phone / Telesales
It's never been more challenging to sell directly by phone or indeed to "get your foot in the door" to see a potential sales prospect. Decision-makers are busier than ever and budgets are tighter then ever. People are cutting back on spending. They are slower to make purchasing decisions. Given these tougher economic circumstances, how does the successful telephone seller do business?