Welcome to The Richard Mulvey Business Institute

Are your Sales People being

the best they can be?

Are you getting the best results from your sales team? Could they do better?

Have your competitors got better recently? Are they closing more sales than you?

To register for the training course Click here

These are questions that are often asked but are very hard to answer. Your monthly statistics may be the bringer of glad or bad tidings but how can you be sure your sales team is being the best it can be?

The solution to this problem is in your approach. The best sales teams are the ones with the best training and the best management, so a better question would be, "Is our sales team the best trained in the industry?"

The Best Trained sales team

will produce the Best Results.

Perception Business Skills offers our highly successful Practical Selling Skills course throughout the country. Each course contains four modules of three hours intensive training, home assignments and a final examination. The course content (outlined below) will give each person attending a sound understanding of basic selling skills using actual examples in their own industry. Each trainee receives a comprehensive set of notes to refer back to and a framed certificate of attendance.

The course convener is Richard A. Mulvey, Author, Businessman, and International Conference Speaker, contributor to Successful Salesmanship Magazine, long time sales professional and past Sales Director.

Course Content

Today's successful sales people know the focus has to be their customers. Building the relationship, providing a service, satisfying the customer's needs, listening and understanding rather than talking and seeking to be understood. Sales people are in the front line, building a reputation to ensure long-term growth as well as short-term sales. In the "Practical Selling Skills" course we use this focus, taking the best sales skills and bringing them right up to date.

The course is divided into four modules of three hours each. Starting with identifying the customer, through to closing the sale and beyond. We explore all the skills required to be a first class sales person. As far as possible we use real examples from each industry represented on the course to bring the skills into focus and additional home assignments give further opportunities to cement the techniques.

The course content is very flexible and can easily be adjusted to meet the needs of the trainees. If you have a number of people in your sales team you may consider having the training done on your premises and in that case we would be able to focus the training entirely on your product or service and on your method of selling. This focused training is obviously the most effective and you may be surprised to find that it is often the most cost effective as well.

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Module 1

The Sales Cycle

In this section we overview the whole selling process from customer to close and beyond. This section gives the trainees a clear idea of what to expect in the coming modules and how each part fits together.

Getting New Customers

To attract new customers we need to be better than our competitors and in this section we look at the new, creative ways to expand your customer's base.

Know your Customer

• Customer profiling
• Developing a relationship
• Account development

Keeping Customers forever

Good customer service is the number one reason why your customers will stay with you. In this section we explore what is involved in providing good service for all your customers.

Features / Needs / Benefits

Identify all the features of your own product or service.

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Telephone techniques

We all have to use the telephone in business but many of us fail to get the best results from our calls. Making an appointment over the phone and getting face to face with a customer for some people is harder than closing the sale. Selling over the phone is also a problem for some sales people but with an understanding of the techniques involved the process is a simple one.

Creating the right impression every time.

90% of people's opinion of you is formulated in the first four minutes of meeting you. In this section we look at creating the right impression.

Need Support Selling

The next step is to identify or uncover the customer's true needs and show how your product or service will satisfy those needs. In this section we look at the correct use of "Open" and "Closed" questions and show the salesperson how to listen most and talk least.

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Module 3

Handling Objections

There are three basic types of objection and each should be handled differently to ensure a successful outcome.

Closing the Sale

For many sales people this is the hardest part, yet customers or clients will rarely give you the business if you don't ask for it.

Selling at your Higher Price

Far too often our sales teams see price as the only issue. In this section we explore how to get past the price barriers and close more, higher priced sales

Follow Up

Sales people often forget this but a satisfied customer is an excellent source of repeat business and referred business.

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Module 4

Developing a Winning Attitude

Success in sales is all about winning and in this section we look at what it takes to be a winner.

The Salesperson's Day

Getting the most out of the day, keeping meaningful statistics, keeping accurate records and reports are essential tasks for successful salespeople.

Final Written Examination

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The investment for this two-day training course is R4450.00 per person excl vat with a 10% discount if 3 or more people attend from one company. All course fees are payable prior to the start of the course.

To register for the training course Click here

For more details of this or any other of the training offered by the Richard Mulvey Business Institute contact:

Richard Mulvey