Sales Training... for sales growth

Academi will grow sales for organisations, no matter the size, from SMEs to Blue Chip companies, by offering stimulating, constructive training courses that bring results, fast.

Workshops are highly interactive and enjoyable with plenty of opportunity for lively discussion and exchange of ideas.

Delegates will return to the workplace not only motivated, but will have analysed and pinpointed individual areas for concentration, and will have written their own personal development action plan.

Professional Selling Skills

Modules can be mixed and matched in any way desired, to build courses in topics such as:

The fundamentals of selling for those new to selling
Selling skills for non-sales people
Sales refresher courses
Advanced selling techniques
Developing key account skills

Practical exercises are used to ensure that delegates can employ their newly learned skills and develop their levels of confidence.

Training Modules

· What makes a successful sales person
· Personal organisation for sales people
· Appointment making and reaching the decision makers
· The structure of the most productive sales calls
· Questioning
· Listening skills- The art of reflective and active listening.
· Communication skills
· Relating product and service features as benefits
· Understanding buying signals
· Dealing with objections positively
· Negotiating
· Closing
· Effective presentations
· Selling across the portfolio (cross selling)
· Selling at Exhibitions
· Telephone Selling
· Time management for sales people
· Customer care and “after sales” service
· Key account strategies
· Selling to decision making units
· Selling against the competition

·What makes a successful sales person
This module aims to help sales people analyse the key ingredients of success. It will look at case studies of some of the most successful sales people. What do they do that works? Why are they top achievers? How do they consistently get top sales?
The module will also help delegates to understand what motivates customers- what they need and why.
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· Personal organisation for sales people
Sales people need to have organisational skills in order to achieve maximum customer contact. If they are organised from the start of their career, time management problems will be kept to a minimum. This module is aimed at those who are new to sales, and helps them to organise their diary and journey planning, admin tasks, telephoning, e mail etc.
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· Appointment making and reaching the decision makers
A major need for any sales person, is to have a full diary of appointments. This module aims to give techniques for achieving just that!
It covers areas such as identifying potential customers and developing strategic telephone and cold calling skills in order to get the right sort of appointments.
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· The structure of the most productive sales calls
This module covers the fundamental structure of a successful sales call, from the first moment a sales person arrives at an appointment, through the essential steps of the decision making process to the end, when the objectives of the call have been achieved.
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·Questioning
If we don’t know what the customer wants, we can’t sell them what they need. This module studies the tactical use of questioning in a sales situation.
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· Listening skills- The art of reflective and active listening.
Successful sales are made when a customer's needs are properly understood. Sales people don’t always listen effectively, and therefore can miss selling opportunities. This module looks at techniques for effective listening.
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· Communication skills
Mixed messages can cause confusion and impede the sales process. This module focuses on how to send clear messages to others, so that they are interpreted as intended. Techniques learned will ensure clear and effective communication. Body language plays an important part in this subject.
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· Relating product and service features as benefits
Converting product features to benefits which are specific to the customers needs, will help to ensure a successful sale. This module helps sales people to understand the difference between features and benefits, selling the benefits as solutions to those customer needs.
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· Understanding buying signals
Skill in interpreting buying signals is fundamental to making a successful sale.
This module helps sales people to identify buying signals and understand how to use these as a step towards closing the sale.
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· Dealing with objections positively
Objections can be a sign that a customer is showing positive interest. If objections are handled skilfully by the sales person, these can help move the sales process forward to a successful conclusion.
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· Negotiating
This module looks at the essential skills and stages involved, giving delegates the confidence to enter into negotiation, knowing the importance of such aspects as a win: win situation, how to protect yield and the use of concessions.
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·Closing
There’s nothing better than coming out of the appointment with the order signed and sealed! This module gives the sales person the techniques and the confidence to make that final closing step and achieve the business.
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· Effective presentations
Give presentations which will enthuse your audience!
This module will suit anyone in business who needs to make formal or informal presentations, either to colleagues or to customers or clients.
It looks at setting the objectives, the importance of preparation, content, knowing your audience’s needs, the proper use of notes, visual aids, personal appearance, body language, voice, handling interruptions/ questions, coping with nerves. There will be plenty of opportunity to practice, in a supportive and relaxed environment. Use of video to analyse performance.
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· Selling across the portfolio (cross selling)
Techniques for ensuring maximum sales potential of entire product portfolio range.- for example:

Identifying all needs at beginning of meeting, establishing priorities, arranging return visits, arranging to meet with other decision makers within the same organisation, referrals etc.
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· Selling at exhibitions
Exhibition presence can be expensive, and it’s often difficult to measure the effectiveness. This module will help to make exhibitions pay for themselves by achieving measurable business, on the day, at the stand.
Sales people will learn the exhibition techniques of self presentation, where to stand, how to approach visitors to the stand, questioning, closing.
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· Telephone selling
Designed for people who use the telephone to communicate with customers, this module will show how to prepare and control each call in order to obtain the required results. It will cover areas such as:

handling incoming and outgoing calls, getting through to the right person, gaining immediate attention and interest, questioning and listening skills, presenting solutions according to customers needs, handling objections, closing techniques.
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· Time management for sales people
Sales people need to make sales. If they are bogged down with “stuff” they won’t be making that essential customer contact. This module is designed to help those sales people who find that the other essential parts of their job- ie admin, report writing, phoning, e mail, driving, are all impeding them from “getting in front of the customer” enough.
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· Customer care and after sales service
The business doesn’t end with the sale. Happy customers bring more revenue.
It’s a well known fact that it costs an organisation far more to obtain a new customer, than it does to retain an existing customer. Also, statistics show that in general, 80% of revenue comes from 20% of loyal, existing customers.
This module looks at how sales people and customer services staff can ensure customer satisfaction through customer care and after sales service in order to develop and grow a strong customer base.
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· Key account strategies.
This module is to enable key or major account holders to maximise revenue through developing a proactive approach. It cover areas such as relationship building, re-identifying needs, presenting solutions which are benefit led, analysing the real business potential of each major account holder, action planning for success, implementation, control and resource application.
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· Selling to decision making units
It is often the case that more than one person is involved in making the buying decision. In this module, the sales person will understand more complex buying decision processes and how the needs of several different decision makers may have to be taken into account in order to achieve the business.
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· Selling against the competition
This module ensures that sales people are aware of their main competitors. They will identify key areas of competitive advantage.- which won’t necessarily be price!

When confronted with rejection on a price differential for example, they will develop the skills to be able to convey the extra value their product offers in relation to a customer’s need.
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