By Richard Mulvey

For Practical Sales Management Click Here

For Advanced Selling Skills Click Here

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?

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. 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 a conference folder and a certificate of attendance.

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.

Excellent Course. Richard is sensitive and filled with fun, he has really good content that is very practical.   Dr. Alan Tomlinson  Chairman   Regal Nutrients (Pty) Ltd.

The whole two days were very informative and interesting. The information obtained was very valuable and I will try to use this in my daily working and private life. The presentation was interactive and entertaining, thank you very much Richard.       Michael O'Reilly   Technical Sales Manager    Multitrade Distributors

The course was a good review of sales and marketing theories and focus on the practical aspects of business. It was good value and I will share the skills with my sales team.     Elijah Chimbongwe   Sales Manager   Macmillan Publishers

The presentation was very informative and I could easily relate it to my daily work. There was never a dull moment, it was well organised and it was easy to follow.                    Mooba Ngnghimunya    Assistant Manager     Investrust Bank PLC

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.

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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Module 2

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.

The investment for each trainee is R3,950 plus VAT with 10% discount if three or more individuals book from the same company. Seats are limited and are on a strictly "First come first served" basis.

Click Here to Register Now

Workshop Availability

The public courses are available in Johannesburg, Cape Town and Durban, but the course can also be constructed to fit your needs and run on your premises if required.

The advantages of running the course on your own premises include:

• The use of examples in your industry
• The course can be adjusted to focus on your company's needs
• You can set the dates to suit you work patterns.

For more details and a quote make contact here