Find Training - Bell Micro University

Downloads: Sales Skills

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Download	Title	Duration	Description	Files
	Trust Building	-	In this module, we look at why trust is such a valuable commodity in the sales process, and how its lack can damage the sales effort. We introduce simple steps to building trust with a new customer, and a handy tool to assess where you stand at present. We also assess what can happen when trust breaks down, and how to tackle the situation.
	Writing Proposals	-	This module looks at proposals, focusing on their purpose, and how to structure them to best effect. The difference between formal tenders and informal proposals is explored, a structure for informal proposals is provided, and some simple, practical rules for making proposals punchy, engaging and effective.
	Dealing with Difficult People	-	This workshop is an introduction in how to deal with difficult people to create positive outcomes. It contains the practical techniques you need to adopt to manage real-life situations.
	Communication Skills	-	This module focuses on the importance of communication in the sales process, and how to do it effectively. Examining listening, style of speech, choice of language, and non verbal communication, we look at simple ways of improving communication, and increasing success. PowerPoint
	Listening Skills	-	This module examines the importance of listening, and the skills needed to do it effectively. It looks at the statistically increasing importance of listening as responsibility increases, discusses non verbal cues which encourage people to keep talking, and advances models and tools for listening more effectively.
	Rapport Building	-	People buy from people they trust, and building rapport with a client is critical to a long term buying relationship. Learn how to put clients at their ease, and gain their interest and trust to shorten the sales cycle and lay the foundations for repeat business.
	Sales Prospecting	-	This training covers the basics of prospecting, looking at how you would create an effective focused list of prospects, and how you would determine the best way to reach them.
	Buying Decision Making Unit	-	For any sales person dealing with major or key accounts, this module enables you to understand who is involved in the buying decision, what their key influencers are and how you should structure your development plans. This should be taken in conjunction with the other modules within Key Account Management
	Creating Value	-	This course looks at creating client value through understanding the buyers purchasing journey. This type of selling is ideal for those working in competitive complex sales environments where the sales person needs to help the client identify the problem, create a bespoke solution and ensure implementation runs smoothly.
	Sales Presentations	-	Once the salesperson is out of the room, the only thing convincing a buyer is the quality of the proposal and presentations he's left. Learn how to make yours punchy, effective and engaging.
	Solution Selling	-	Selling Solutions is a pragmatic approach for selling larger products and services. It helps transform the sales process into distinct steps which allows you to help position your products or services in relation to buyer needs; adds more value to the customer experience; achieves shorter sales cycles through better management of the buying process; and when the sale is completed forms a good bedrock for a long term relationship.
	Cold Calling	-	This course covers the basics of how to structure a cold call and build an effective script to make appointments for a sales visit. It helps you ensure that you instill the right disciplines and process to maximise the success rate you experience.
	Becoming a Great Sales Person	-	This courses presents a structure for developing yourself into a great sales person. It looks at how you can develop a personal sales strategy, an operational/territory plan, how you can manage your time effectively and what you need to be thinking about in terms of sales skills.
	Features, Advantages and Benefits	-	In this module, we look at the difference between features, advantages and benefits, and how each is used in the sales process. We examine the buyer's response to each of these, and use set examples of dialogue to illustrate how discussion in sales meetings can differ depending on which is used. We finish by mapping participants company products into a matrix, and establishing their benefits in specific customer situations.
	Questioning Skills	-	This module deals with how to question effectively, in order to get to move the client closer to a decision. We employ the 4R's model, Reality, Reasons for Change, Repercussions of Inaction, Return on Investment, to guide the client through the process, using open and closed questions at each stage to gain a better understanding of the situation, and then to focus on specific needs.
	Sales Planning and Preparation	-	This course looks at how to plan your sales time, from a territory management point of view. It covers, identifying your target customers, mapping the sales activities needed at suspect, prospect and sales lead stage, sales cycles and sales conversion rates.
	Qualifying a Sale	-	Using the SCOTSMAN mnemonic this course gives you a structure and discipline to fully qualify each of your sales opportunities. It goes through the 9 qualification criteria that you should be able to complete for each lead to ensure that the progression is both worthwhile and likely to ultimately lead to a close.
	Buyer Motivation	-	This course looks at why organisations make the decision to buy. Through understanding why organisations are motivated to change their current practise you are better able to ascertain why and when they will move to buy from you.
	Trusted Advisor Status	-	It is essential that Key Account Managers know how to Develop and grow meaningful customer relationships and as a result differentiate themselves so that customers view them as a trusted advisor rather than a vendor.
	Order, Advance, Continuation - Successful Selling	-	In this module, we look at how to measure the success of a sales call. Introducing concepts including Order, Advance or Continuation, we examine what can and cannot be considered success, and also the effect of too many attempts at closing. Focusing on developing needs, and persuasion techniques, we examine what to do with a sale which has stalled.
	Telephone Skills	-	In this module, we look at the effective use of the telephone in the sales environment. Focussing on planning and timing calls, attitude, use of language, and listening skills, we cover everything needed to make the telephone a successful means of communication for both sales and customer service.
	Organisation and Time Management	-	In this module, we look at organisation and time management. We unpack the importance of managing limited time, and examine ways to prioritise and plan tasks, as well as breaking major projects into chunks which can be tackled in a more manageable way. We also look at effective ways of avoiding project problems and time consuming rework.
	Pipeline Creation	-	This course looks at effective business development activities that will allow you to build your pipeline. It maps out an effective process covering writing prospecting letters and emails, developing a script to follow up with a telephone call and detailing likely objections. It lays out the importance of setting aside specific prospecting time (at least 20% of your time)to ensure a consistent sales pipeline.
	Sales Planning	-	This course looks at how to plan your sales time, from a territory management point of view. It covers, identifying your target customers, mapping the sales activities needed at suspect, prospect and sales lead stage, sales cycles and sales conversion rates.
	Telephone Based Selling	-	This module is a thorough and in-depth look at tele-sales. It casts telesales within the range of possible sales approaches, and introduces the concept of sales as a process. Using the Suspect, Prospect, Sales Lead methodology, this process is then applied specifically to telephone selling, and supported with specific telephone techniques, regarding getting past gatekeepers, dealing with callbacks and messages etc.
	Commercial Awareness	-	Gives you an understanding of key commercial skills to be able to sell effectively - pricing, margins, cost of sales, cashflow, break-even points etc. The objective is to ensure that all of the sales team have the same level of knowledge as a minimum and speak the same commercial language.
	Closing Skills	-	Sales people often take the sales process to the point where the customer is willing to buy but lack the closing techniques to get the order. Learn different types of closing techniques and how to use them.
	Objection Handling	-	This course covers the skills needed to overcome and deal with objections. It covers the different types of objection you might come up against and gives some practical suggestions as to how to deal with them.
	Setting Meeting Agendas	-	In a world where we are time-poor being productive with our time and our prospects is critical if we are to be seen as business professionals and a potential business partner. This course looks at the different types of agendas that may be appropriate throughout the sales process to help you maximise the efficient use of your selling time.