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Sales people are time poor. Sales people are measured on sales activity. Unsurprisingly sales people don’t always like to take a full day or two out of the office for sales training. This series of sales training courses is ideal. Each module is delivered as a one hour block. Early morning or lunch times is the preferred delivery time for sales teams. Participants are always surprised at how much learning can be packed into a power hour of sales training. Have a look at a recent series of monthly consecutive sales sessions. These sessions will be tailored to your specific needs too.

The following series of “power hour” sales courses was designed for a manufacturing organisation with a fleet of sales people across Australia, New Zealand

1st Session – The Sales Role

  • What is your role as a sales person
  • What are your responsibilities to your organisation
  • USP investigation
  • Impromptu visit to customers
  • Communicating your USP

2nd Session – The Value Chain

  • Creating Value
  • Communicating Value
  • Exchanging Value
  • Delivering Value
  • Value Mapping for Your key Customers

3rd Session – Being Customer centric

  • Are all customers the same
  • Moments of truth
  • Customer service 101
  • Opportunities in stated and unstated needs
  • How can you be more customer centric

4th Session – Customer expectations

  • How do customers form expectations
  • The impact of over promising and not delivering
  • The customer’s zone of tolerance
  • Service recovery – What to do when you make a mistake
  • Blueprint of expectation setting with a current customer

5th Session – Improving your sales presentation

  • Formal V Informal sales presentations
  • The quality of tangibles you bring to a presentation
  • Death by PowerPoint
  • The AIDA model
  • Planning your next sales presentation

6th Session – Bigger pieces of the pie

7th Session – Altitudinal Sales

  • Fine tuning your elevator speech
  • Oozing positivity and a can do attitude
  • Building other stakeholder relationships
  • Asking for referrals
  • Learned Optimism (Seligman insights)