New Sales Training Public Couse Schedule

Here are our latest public scheduled learning opportunities. If you want to learn, don't let anything put you off. Learning equals money. Whether you represent a business, organisation, department, sales team, or yourself, it has been proven over and over that the more you learn the more you earn. Go here for six ways to justify learning investment and collect your copy of our Profit from Learning presentation.

Here is our latest course schedule - NEW NEW NEW incorporating online virtual classroom learning options:

Speaking on your Feet: Classroom course Aug 18th-19th at Reading - Late availability - contact us

Sell by Telephone: Classroom course Sept 2nd-3rd at Reading - £670
Live webinar weekly from Sept - from £36 per 1 hour session

Sell in a Downturn: Classroom course Sept 9th-10th at Reading - £670
Live webinar weekly from August - from £36 per 1 hour session

Sell Consulting Services: Classroom course Sept 16th-17th at Reading - £670
Live webinar weekly from Sept - from £36 per 1 hour session

Sell through Partners: Classroom course Sept 22nd-23rd at Reading - £670

Live webinar weekly from Sept - from £36 per 1 hour session

Sales Foundation: Classroom course 4 days over 4 weeks commencing Nov 12th at Reading - £1340
Live webinar weekly from Aug - from £72 per 2 hour session

Mastering Negotiation: Classroom course Dec 16th-17th at Reading - £670

Sales Master Class: Twelve monthly half day workshops

Live webinar monthly from Sep - from £72 per 2 hour session

Evidence that training pays

This link will take you to a study of the evidence that training offers businesses a superior return on investment - often better than investing in equipment or software.

This 2007 study was commissioned by the Canadian Council and was completed by the Work and Learning Knowledge Centre, It examines company case studies and macro research projects from around the world, including the UK.

Seven critical sales performance factors

Full article here

In brief - 120 words - 30 seconds:

Get proof that your stuff does what you promise. Verifiable evidence convinces ahead of sales skills.

Find prospects less affected by the downturn. Some are shrinking less or still growing.

Use evidence and proof to develop better messaging and multiple messages.

Cast better seeds on more fertile ground. Present better messages to more qualified prospects. Thrive on a small improvements.

Vary your approach – phone, voicemail, email, letter, post card, introduction, or fax. Like advertising, effective sales prospecting depends on repetition and persistence.

Have the customer quantify the cost of inaction. It is a brave manager who spends money in a downturn without a concrete business case.

Training works. Attend ‘Selling in a Downturn’ for the methods and tools.

Full article here

Selling in a Downturn

Sail through the downturn without a dip. March 18th & 19th or May 20th & 21st in Reading, UK.

Do you know how to . . . List here

Guaranteed results - online resources - career long support - £670 plus VAT

Only 12 places

Follow these three rules to raise your sales game

Use this short sales training excerpt to increase sales performance.

First, make no assumptions. This is easy to say and very hard to do. Everyone makes assumptions, all the time. Short cuts aid decision-making. Without assumptions, nothing would get done. In sales, assumptions lead to mistakes.

Second, declare your intent to make no assumptions. It is easy to do and everyone agrees if you make a polite request at the beginning of a sales exchange. It is also an easy step to overlook.

Third, don't talk about your product, service, or solution. This is very difficult to do. You know a lot about what you are selling and it is the default topic for any prospective customer.

Why should you follow these rules? Read this article to find out.

Regular sales training increases revenue by 10%

Little and often is better for results than multiple day courses. From a practical standpoint, this is hard to achieve unless in-house staff make it happen.

Having a local trainer who commands respect and who is willing to deliver short, punchy sessions more regularly, with out making the cost prohibitive, is an ideal solution.

Instead, for practical reasons, sales training is most often delivered over consecutive days. While the course may be fantastic, people cannot act on all of the ideas and much of it’s value is soon forgotten, drowned by ever pressing day to day issues.

Another solution is to have a trainer prepare and coach in-house managers to facilitate the completion and debriefing of exercises in short training sessions.

By measuring sales productivity, customers have found that regular sales training improves results by an average of 9.4%.

Get in touch if you would like to know more. We will be pleased to share the principles and help you get similar results.

Sales Training for Partner, VAR, and Alliance Managers

Having others sell for you is the ultimate sales purpose. This becomes literally true for partner, reseller, and distributor account managers. It is an easy job if all you do is go along once an month and ask if they have any orders. If an account manager is to affect results, he or she must do far more than an ordinary sales job. Learn what you may be missing on Selling through Partners in Reading on September 10th and 11th.

Selling through Partners - Learning points:
Deal with common partner issues
Engage with a partner principle or board level director
Have partners think of your Company as a strategic supplier
Have partner managers think of you as a trusted advisor
Have partner staff eager to attend your presentations
Get more than your fair share of mind
Coach and develop partner sales skills
Have partners help develop a realistic sales plan
Develop Partner loyalty