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Sell it to me! (Essential skills for all salespeople)  |
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 The aim
To equip both new and experienced sales staff with the necessary skills to develop and nurture professional and productive customer relationships.
About the programmes
Sell it to me! is the best-selling two-part programme on how to build relationships with customers that ensure you sell.
Part 1: preparing the way, explains the techniques that help salespeople conduct successful business. A series of light-hearted scenarios emphasise the importance of asking open-ended questions and the need to listen carefully to what the customer is actually saying.
By examining a couple of 'worst case' examples, viewers learn how to keep control of a presentation and how to avoid making dangerous assumptions that could cost them the sale.
Part 2: doing the deal tackles customer objections. By making them specific and putting them in perspective, sales staff will be able to provide compensating benefits to their customers.
The programme explains how to set achievable objectives, prepare alternatives, and then put it all into practice by closing the deal. It reinforces the fact that even skilled salespeople can fail to spot buying signals or spoil a close by continuing to sell after the deal has been done.
The benefits
- Suitable for all levels of sales staff
- Amusing and easy to follow videos
- Use videos as individual or combined teaching units
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Covers all stages of the sale - from initial contact through to closing the deal |
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| The unorganised salesperson (Value your customers and yourself ) |
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The aim
To conduct business in an organised, professional and profitable manner.
About the programmes
In Part 1, Valuing your customers, a 'Flash-Harry' salesman takes every opportunity to show off his expertise. He's all action - rushing from call to call, trying to satisfy customers' every whim. But it soon descends into chaos and inevitably he starts missing appointments.
In contrast, his colleague takes time to research customers and targets those that offer the greatest opportunity. Her approach means fewer calls, even fewer individual sales, but more long-term profit for her organisation.
In Part 2, Valuing yourself, 'Flash Harry' learns that by valuing himself and his time he will in turn be valued by customers as someone who can offer them specialist knowledge. He also realises that he has to manage his sales meetings and agendas. The truth eventually dawns that being trustworthy is more important and valuable than making a one-off sale.
The benefits
- Entertaining true-to-life examples brilliantly illustrate how easy it is to be busy without being productive
- Textbook demonstrations of how to manage a sales territory and call schedule
- Excellent tuition for trainee salespeople and a valuable reminder to those who have 'seen it all'
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| The complete telesales training kit (Mastering the art of selling by phone) |
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 The aim
To equip telesales staff with all the skills they need to do better business.About the programme
Whether it's training a completely new telesales team, a refresher course for existing staff, or fine-tuning certain aspects of an individual's performance, this course covers it all.
From start to finish, every facet of the sales process is tackled. From making initial contact and finding out customer needs through to identifying buying signals, dealing with objections and closing the deal - it's all here in eleven easy-to-follow segments.
Based on people and situations everyone will identify with and presented in a fun but structured format, each video segment is followed by a review of key points by a telesales expert. So if probing, say, or staying in control of a presentation is a problem, these are skills that can be focused on. And if it's a whole new team that needs the ultimate A-to-Z to successful telesales then look no further.
The benefits
- True-to-life scenarios staff can relate to
- Suitable for teams or individuals - experienced or novices
- Ready-made OHPs with the main training points
- Eleven flexible and easy-to-identify modules
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| That's show business (The rules of exhibiting) |
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 The aim
To maximise the opportunities created by participation in an exhibition.
About the programme
Having planned and staffed an exhibition stand that has absorbed a sizeable chunk of your marketing budget, how can it be made a real success? Too often it's regarded as a grand PR exercise, but it should be treated as a wonderful opportunity to sell to both new and existing clients.
This video demonstrates the secrets of successful exhibiting: know your objectives, your visitors and the role you are expected to play.
The benefits
- The essential do's and don'ts presented in an entertaining format
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| Call to order (Converting telephone enquiries into sales) |
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The aim
To teach staff how to make a sale over the telephone by remembering a few simple steps.
About the programme
Poor telephone technique doesn't just create a bad impression, it loses business. Missed opportunities can result from sloppy behaviour, an over-familiar approach and less-than-professional attitude.
In this video a Jack-the-lad telesales executive is quick to complain about the treatment he receives from an evasive car salesman he's been trying to pin down over the telephone. But he is blind to his own errors. It isn't until a 'Twilight Zone'-like dream sequence that he sees the light and discovers where he's been going wrong. 。
The benefits
- Teaches staff how to deal with enquiries and develop sales opportunities
- Practical and easy-to-follow techniques
- Demonstrates how to close a sale over the phone
- Suitable for call centre and telesales staff - in fact anyone who takes a customer call
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