Learning Objectives

Identify your own Personality Style using the Quick Read Tool. Understand how your own Personality Style influences your personal behaviour.
Understand the Personality Style of others and how to most effectively engage, connect and sell to that personality style.

Estimated length, including assessments and exercises 1 hour

Learning Objectives

Part One- Building Rapport and Personal Excellence from the Inside

Understand the importance of Rapport Building in the sales process with customers and potential customers.

Have a good understanding of the need for Personal Excellence and the 5 levels of the Personal Excellence model.

Part Two- The 6 Strategies

Define and apply the 6 strategies for building rapport:

• Adjust the real internal you
• Drop the role
• Match the total person
• Talk their language
• Anchor for response
• Be a complete listener

Estimated length, including assessments and exercises 1 hour 30 minutes

Learning Objectives

Part One – Preparation

Understand the importance of the concept of Professional Selling in achieving your personal objectives.

Be able to implement the key points in Warming up the Call including:

•  Preparing informing on WHO – the people who you will be calling or meeting
•  Identifying WHY – that is the type of call you are making
•  Researching the WHAT – that is the needs of the customer, and everything about them.
• compiling and information check list
• setting clear objectives for our call
• ensuring you have all the needed information and tools you need
• and making sure that you are talking to the right person at the customer or potential customer

Part Two – The Call Itself

Understand why warming up the call is important in relation to Professional Selling.

Be familiar with, and be able to implement the key points in Warming up the Call including:

• How to warm up For the call and,
• How to warm up the call itself

Estimated length, including assessments and exercises 1 hour 30 minutes

Learning Objectives

Part One – Breaking The Ice

Understand what is meant by “Breaking the Ice” in a sales context. List the 4 main informal approaches to Breaking the Ice with a potential customer. Identify situations where Breaking the Ice is important, and then to plan the various approaches you could use in these situations.

Part Two – Needs Analysis

Appreciate the need for formal information gathering through a Needs Analysis and when to use this approach.
Understand the benefits of this approach, and what to do if you cannot meet the client’s needs.
Construct a comprehensive Questionnaire appropriate for the markets to which you sell.

Interview potential and existing customers and gather information which will assist you and your team in building a long term relationship with the your customers

Estimated length, including assessments and exercises 1 hour 30 minutes

Learning Objectives

Understand buying motives in general and the 7 categories of buying motives in particular. Realise the differences between personal and corporate buying motives.

Know about buying triggers and be able to identify these as they relate to your own sales efforts.

Be able to identify the benefits of your company and its products, and of yourself to your customers and potential customers.

Estimated length, including assessments and exercises 1 hour

Learning Objectives

Understand how to modify your approach to deal with the motivations of today’s buyer.

Be able to use the key information influencing factors to enhance your odds of success in presentations.

Be equipped to present to groups Know the basic do’s and don’ts of written proposals. Have some good ideas on innovative strategies you could use to bypass the whole presentation/proposal stage, and get the sale.

Estimated length, including assessments and exercises 1 hour 30 minutes

Learning Objectives

Part One Three Musts of Dealing With Objections and 6 Winning Objection Handling Strategies

Be constructive when responding to any objections which arise, and turn these into selling points.
Remain positive and not become negative when faced with objections.
Use 6 of Bill’s 7 Winning strategies to enhance your objection handling abilities and increase your  chances of success.

Part Two – The 7th Winning Objection Handling Strategy

List the 7 categories of objections that clients may raise in response to your sales efforts.
Draw up a list of existing and potential objections per client and categorize them.
Devise responses to each of these objections. Apply the other general techniques we cover here, to support your sales process.

Estimated length, including assessments and exercises 2 hours

Learning Objectives

Be able to recognize various types of positive buying signals from the client. Know when to close the sale. Know and be able to use a variety of techniques to close the sale successfully.

Estimated length, including assessments and exercises 1 hours

Learning Objectives

Be familiar with 8 different ways in which you can maximise sales opportunities
Be able to apply these to your own situation, organisation, and industry.

Estimated length, including assessments and exercises 1 hours

Learning Objectives

Part One – VIP functions and Other useful tools

Be aware of the different types of VIP functions you could use, and be able to set these up in a planned
way for your clients.
Understand the other tools you can use, and how to use them

Part Two – Lead Opportunities (referrals)

Understand the different types of referrals you can get
Know when to ask your client for a referral
Know how to ask for a referral
And realise the importance of showing  “lead respect”

Estimated length, including assessments and exercises 1 hour 45 minutes