Training and events

Week 1:
Successful Sales = ?
There are 2 ingredients: Consistent Application of Basics + Transfer of Enthusiasm. To apply both to best effect, we must first check our understanding of sales: what IS our job? And, no, it’s not just ‘to sell stuff!’ Once our role is clear, then we must find or create repeatable structures and processes to be consistently successful rather than occasionally so. Our 4-step process (E.A.S.Y.) can help.

Week 2
STEP 1 – E arn the right to speak
People are rarely expecting your call or, if meeting, they’re seldom prepared for the meeting. In both cases, their minds are occupied with other things. When you start speaking, they are working hard to understand who you are and whether they see value in speaking to you at that particular moment. They need to not only hear what you say but digest what you say.

Week 3 
STEP 2 – A sk questions to understand needs
Sales, done properly, is all about helping people make well-informed buying decisions. We must find the truth about their needs so sales is the search for truth. We find the truth by listening, and great questions encourage people to share information. It’s our job to listen, to understand and then guide. Nobody ever listened themselves out of a sale. Ask more, listen more, talk less.

Week 4
STEP 3 – S ell your company and your product / service to match needs
Every single client is thinking, “Can I trust what you say?” whether they say so or not. In every marketplace, there is competition and the ability to communicate the benefits of working with you is what differentiates success from failure, rather than the quality of what is being bought. Don’t let your outstanding service be undersold or misunderstood.

Week 5
STEP 4 – Y es or no to next step
By the end of a sales conversation, you should have a clear idea of whether a client is interested or not. Closing is not ‘the secret’ to sales success but it remains important to end the conversation well. Clarity, reassurance and a mapping of simple next steps are important.

Week 6 
FINAL SESSION
Sales Q&A: A chance to ask Paul your own questions and share ideas with fellow members

Launching later this year for ALL new members and available for existing members for small additional license fee. Look out for details in newsletter.