The Whole Thing reserves the right to alter dates, content, venue and the trainer for each course with reasonable notice.
This course is CPD Certified with each day equivalent to 6.5 hours of CPD
Basic Sales Practice that Drive Great Results
WHO SHOULD ATTEND?
New and existing external and internal sales staff at all levels, entrepreneurs and small business owners that want to learn (or relearn) and improve their basic sales competency so that they can get the very best return from their sales effort in pursuit of their targets and the organization’s goals.
Sales are the activities involved in selling products or services in return for money or other compensation. It is an act of completion of a commercial activity (a trade). The role of the *Salesman is to generate profitable sales revenue through effective sales and marketing activity. Mastery of the basic sales process is a vital for effective selling and individual and team contribution that drives business growth.
The Selling Essentials is a proven approach to basic sales covering all aspects of the basic sales process with a particular focus on developing those characteristics that consistently drive profitable sales results; a blend of characteristics that we call “The Salesman Mix”- see below. The program includes an activity called “Unbelievable Deal” that allows delegates to practice the key concepts, competencies and skills learned in the traditional knowledge development sessions in a way that provides actionable insights into how new knowledge and skills learned will be used on the job. The program takes a holistic view of the sales process and introduces the delegate to the fundamental knowledge, skills and attitude required to prepare and behave effectively and confidently in selling.
The program is well researched, knowledge-based and designed with the individual learner at the centre of the learning process which means that the course is extremely interactive and practical.
*Salesman means Saleswoman too; The Whole Thing celebrates equality in every dimension.
By the end of this course delegates will be able to:
DAY 1 • SELLING FOUNDATIONS
Your Sales Role
Your Sales Toolkit- The Salesman Mix
DAY 2 • COMMUNICATION AND TEAMWORK
DAY 3 • RESULTS AND CONTROL
Practice for Insights
Each delegate (the Seller) is given 10 minutes to roll play their sales pitch entitled “Unbelievable Deal”, prepared as pre-work to the program with the knowledge that the Buyer has a sizable order to place for their product or service; in this situation the class (the Buyer) has the opportunity to ask questions (up to 5minutes) and the opportunity to place an order should they be convinced by the Seller’s presentation; these sessions will be filmed for their record. After every 3rd presentation the class will then open up a 5 minute discussion that critiques the delivery against the individual aspects of the Presentation Framework offered in day 1. To assist this process each member of the audience will be given a Framework checklist, which will be used to record any comments with regards to the delivery; the original sheets will be collected and later given to each delegate presenter along with a copy of the video for their review and self- development.
Key Learning Review
PRE- PROGRAM WORK
The delegates attending this course will be asked to prepare thought and materials for a 10 minute presentation (using media of their own choice) entitled “Unbelievable Deal!”. This will delivered to the class during “The Sales Interview” activity scheduled in Day3.
Each delegate will be asked to complete a pre-course questionnaire to determine their individual learning objectives. These will be used by the trainer to give on track training that is focused on the individual learner attending.
ON-TRACK FOR GROWTH
The individual leaves this program with a Personal Action Plan to encourage immediate transfer of training to the job.
REGISTER FOR THIS COURSE
To register for this course please review the grey box above. If no public course is listed or the location and dates shown don’t suit you then please request a proposal for this course either as a public training course or if you have 6 delegates or more as an in-company training course by clicking on Request a Proposal.