Training Programmes

selling skills

:: Duration: 2 Days
:: Price: The price is negotiable and depends on the type of contract entered into.

:: Course Overview
Individuals often fail in sales only as a result of their lack of exposure to basic sales skills.’ If you are new to sales, where do you start? What strategies and actions can you deploy to enhance your sales results? What are the proven ways that exist for us to communicate value in the most persuasive way?

If you have been selling for a few years without formal training, are you applying all the tools and principles and are you aware of the common pitfalls of your industry?

The Sales Skills Best Practice course has been specifically designed for the novice to intermediate sales professional. Based on the experience of accomplished sales professionals with successful sales track records spanning almost all industries, the focus is on getting new sales resources set up with the basic skills required to:

Understand their own selling style and use this to improve sales dramatically;
Understand their products, services and solutions from the perspective of their target market;
Find the right clients for their products, services and solutions;
Ask the appropriate questions to gather required information regarding the clients’ ability to buy from you;
Extract the needs of the clients that would be satisfied by your products, services or solutions;
Prepare for sale calls and presentations;
Overcome objections; and
Close sales.

The Negotiation Academy - Africa has developed an award winning methodology specifically designed to improve your sales performance. We call it ‘Negotiating to Win More!’ and it forms the back bone of all our consulting and training on
sales. The ‘Negotiating to Win More!’ methodology is based on a combination of sound academic theory and significant practical business sales and negotiation experience to provide you with a framework that will ensure that you are able to:

Identify opportunities for the sale of your products, services and solutions;
Convert identified opportunities into successful sales; and
Put in a place a robust framework for your continued skills development in the sales arena.

:: Key Outcomes
The intensive Sales Skills Best Practice workshop has evolved from ongoing local and international research and experience in sales skills training.

This workshop serves as an introduction to best practice in any sales environment and will meet the needs of individuals that have little or no sales
experience.

The workshop is focused on setting in place principles for the development of robust sales skills.

:: Learning outcomes
Upon completion of the Sales Skills Best Practice Training course you will:

Understand the reasons why sales resources fail.
Be aware of and understand your own sales competencies and preferences enabling you to build on your strengths and mitigate your weaknesses.
Know how to find a target market for your products, services and solutions.
Be able to use questioning techniques to pinpoint the needs and requirements of your prospective clients.
Be able to prepare sales presentations that speak to the specific needs and requirements of your prospective clients.
Be able to overcome objections.
Have the confidence to close sales successfully.
Have your own sales skills Personal Development Plan to assist you in further improving your sales capabilities.

:: Our approach
Prior to training, we deploy 2 online tools to measure each delegate’s sales preference and sales competency. This is a critical component that allows us to present each delegate with a Personal Development Plan upon completion of the workshop.

The two day workshop is structured in such a way as to provide delegates every possible opportunity to implement the different sales skills, behaviours and principles immediately after they are introduced and explained. Learning is supported by the use of a variety of exercises and case studies to ensure delegates gain experience in each sales principle and build confidence in using the supporting toolsets.

Debriefing is conducted after each role play. A video taped simulation is conducted on the final day, providing delegates with highly personalised feedback and a DVD copy of the case study after training.

:: Who will benefit from attending this course?
This 2 day course is aimed at entry level sales resources. The Sales Skills Best Practice workshop is appropriate for all people who find themselves in a position where they need to sell and persuade to succeed in their vocational environments.

Whilst there are pronounced differences in the context and make up of simple and complex selling environments, the principles underlying both are fundamentally shared. As a foundation course, Sales Skills Best Practice touches on the aspects that are generic to all successful sales across functional disciplines. Therefore, whether you are selling products, services or solutions, you will benefit from attending this course.

Previous delegates have included:

Account managers
Account executives
Key account managers
Sales representatives
Sales managers
Marketing managers
Telesales agents
Direct sales agents
Business development managers
Sales agents
Real estate agents

:: Agenda outline
Day 1

A whole brain approach to selling
Personal sales preferences profiling
The sales process
Understanding & communicating your value proposition
Defining & finding your target market
How to make appointments

Day 2

Qualifying your prospects
Identifying needs
Preparing for sales presentations
Overcoming objections
Closing techniques

* Candidates will engage in negotiation simulations and case studies throughout the workshop to entrench the behaviours and skills advocated.

:: Certification
Upon successful completion of an online post course assessment, successful participants will receive The Negotiation Academy - Africa’s Certificate of Proficiency in Sales Skills.

:: Training environment
Delegates can expect a highly experiential course. We believe a predominantly practical platform significantly enhances the learning experience, therefore we conduct many case studies and role plays throughout the 2 days. Training is delivered by a Consultant with a senior sales background. Numbers are restricted to approximately 8 delegates to ensure a highly personalised learning experience.

:: Course fee
The Sales Skills Best Practice Public Access seminar is 2 days in duration and the cost is negotiable. The course fee includes:

Pre course online preference & outline competency profiling
Workshop manual
Copy of training slides (PDF)
Refreshments throughout the day including 4 course lunches
Profile debriefing and individual hard copy preference profiling results
Personal Development Plan

:: Public seminar satisfaction guarantee
Your satisfaction is assured by our 6 month ‘skills deployment’ guarantee. The best thing about our guarantee is that you can trial the skills that we have imparted for a period of up to six months. If during this time you find that for any reason our training course did not add value to your vocational environment, we will be happy to refund your course fees in full. This guarantee is available to all delegates who have completed the entire course..

:: Corporate guarantee
We guarantee that the vast majority of your audience - at least 80% - will rate the workshop as relevant, educational, entertaining, thought-provoking and as having a business impact on their vocational environment. In the event that the
guarantee is invoked, TNA - South Africa will immediately return the full fee, less travel and other mutually agreed expenses. To validate this guarantee, TNA - South Africa requires a 100% completion of the delegate feedback questionnaires.

:: Delegate feedback
‘Very good speakers & teachers, very helpful tools.’

‘I would have been more successful if I had received this knowledge beforehand - my eyes are now open and the blinkers are off!’

‘I enjoyed the free flow of the course, as well as the credible presenters.’

‘I particularly enjoyed the small classes and the very informal, friendly atmosphere.’

‘I liked the practical work, concession strategy model and profiling. Many great examples/models ready to use in real business.’

‘Everything was good - lots of learning with a good pace and atmosphere.’

‘Excellent course overall.’

‘Not recommended for those wishing to stay within their comfort zones.’

‘Profiling exercise was very useful and informative. I liked the interactive and “hands on...” approach as well as great location.’

‘I particularly appreciated the Instructor’s coaching ability.’

‘Very interactive training with extremely useful methodology overview, profiling and the question framework exercises.'

‘Good range of media and use of examples.’

‘A good learning experience even for the most experienced of our sales
teams.’

‘I most enjoyed the interactive element that enabled us to put theory into practice and the diversity of the case studies & methods of teaching.’

‘I liked methodology and information relevant to our business. Good interaction in small groups.’

‘I enjoyed the atmosphere & style of presentation, really practical.’

‘I liked the fact that the training was not a boring lecture but rather an interaction with all people actively engaged.

‘Well presented, excellent course & will benefit me in my immediate environment.’

‘Very enjoyable, but hard work - a sign of a useful day!’

‘I thought that the course was good. I thought the balance between practical work and theory was about right and I felt that the tutor was reacting to our needs rather than sticking to a prescribed agenda.’

‘I liked “games” and sharing “life examples”, which made me understand the techniques better.

I’ve completed many profiling tests before but this one was the best!!!’