Salespeople sometimes feel that 'selling is selling'. There is one set of skills that meet all requirements. That is certainly not the case.

In this course we identify four different selling processes which lie at the heart of professional selling.  The course highlights the current selling model of the organisation and its ideal selling model. It allows you to understand the weaknesses of your current sales processes and to define the ideal.

Prospects buy because they have a need. We can create, influence, and develop needs in the prospect both for our products and our uniqueness.

In this course, we explore how to create or amplify the need for our offering. The discussion starts with the prospect’s vision of problems and opportunities. Needs are then created/ developed by allowing them to ‘w...

Many salespeople are so busy asking questions and thinking of the next question to ask that they forget to listen to the answers.

In this course we explore how we can get the prospect to open up and tell us that their personal issues. The key is to learn to listen for and react to ‘emotion buttons’. These are signals and words that the prospect uses durin...

The course is fundamental. Its concepts permeate every aspect of the selling process. It is about how to plan and manage successful sales meetings.

We can only measure our likelihood of success in a sale by the level of commitment we get from the prospect.  In this course we learn about how to plan sales meetings. Most sales professionals when asked to describe ...

The biggest waste of time is the sale you lose.  Qualification is the tool for identifying and dealing with potential showstoppers – and maximising your hit rate. Includes Part 1. Verbal Skills and Part 2. Planning Tools

The most successful salespeople have a very high success rate on the sales for which they bid. That is not because they are better at sel...

Reference examples and cases highlight the sales message in a succinct and interesting way. There are good ways and bad ways of telling a story.

In this course, we examine the power of reference stories and the best way of telling them – the formula.  Some people are natural story tellers, others are not. There is a straightforward way to present evidence ...

We beat competition when our uniqueness and strengths are at the top of their decision criteria.  That does not happen by accident. We need to understand how to become a preferred supplier.

In this course, we examine how we can beat the competition in two ways, strategically and tactically. Strategically, there are several ways to position ourselves 'above' the competition.  At a tactical level, when we are head to head in a live opportunity, we beat competition by getting to grips with reality, and putting some critical actions in place.

We can create needs for products or services in two ways. We can shock the prospect by showing what others are achieving, or work collaboratively to resolve a problem or exploit an opportunity. 

In this course, we examine how you can pro-actively set up activities with an account, by selling to many people to identify new opportunities.  In short we ca...

Big sales have many stakeholders.  To move the sale forward, we must unravel the politics and know who to meet and/or to lobby, together with their profiles, power and influence.

In a major sale there can be many people in the decision group – decision makers, recommenders, gatekeepers, budget holders, technical specialists, financial evaluators, users, co...

Different levels of management have different interests.  It is important that a salesperson should learn to talk at the various levels, using appropriate language and terminology.

While senior management focus is competitive edge and increased effectiveness, more junior people attend to increased efficiency and cost savings. This course examines several ways wh...