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Description
Your influence and power over others is commensurate with your ability to communicate. This powerful programme explores ways to capture the attention and interest of your audience from the beginning of each communication process through discussions, group and individual activities, questionnaires, videos and role plays. DBL uses the latest techniques in adult learning to teach the importance of tapping into the individual learning style of the audience, thus creating a more meaningful presentation. A section of the programme will include the use of video-taping to ‘show’ the role of body language and tone in delivering a powerful presentation.
Outcomes
The participant will understand the importance of laying the foundations of communication. They will be equipped with the tools and knowledge to deliver their message in a properly planned format that will capture the interest and attention of the recipient from the beginning of each communication process. They will be able to gain rapport, establish firm relationships and deliver all levels of communication - good and bad - to their customers.
Duration 1 Day(s)
Modules
Foundations of Powerful Communications
, Powerful Communications
, Presentations that Work
, Written Communication
, Presentations
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Testimonials |
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Description
The program is designed to challenge the concept that we know our customers. The program uses DBL tools, concepts and processes to help the participants develop the business to business relationship. The program looks at the people of power and influence within the organisations we call our customers, to help participants uncover the people who are critical to the buying process. The program uncovers the ideal champion which will assist in making the sale. By the end of the program participants will have developed a plan for building a better business to business relationship. The participant will learn how to build stronger relationships with key clients, and how to maintain and grow their accounts
Outcomes
By the end of this course, participants will:
• Understand the keys to developing the business to business relationship.
• Develop a plan for the research necessary to set up a business to business relationship that will provide the salesperson with information and develop profitable results.
• Develop stronger relationships with key customers in a way that provides links to all people of influence and power in the organisation.
• Understand the relationships between all the decision-makers and influencers in an organisation.
• Understand the needs of the individuals in an organisation. Discover how you compare to your competition in meeting these needs. A statistical comparison will be provided and explained.
• Develop a business mission statement for each client and provide this in a way that enhances the business to business relationship with your customers. Research and explore the way your customers accept and understand you and your offerings.
• Develop an action plan for the next 12 months for two key clients.
• Successful close a call at the appropriate time by recognising the buying signals and be equipped with the concepts of being able to retain a successful relationship with the client.
Duration 2 Day(s)
Modules
Foundations of B2B Relationships
, Take Time to Research
, My Customer
, Power Influence & My Champion
, Needs and the Competition
, Building the B2B Relationship
, Develop an Action Plan
, Advancing the Relationship
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Testimonials "Great investment of my time." "Very worthwhile! Can be applied in both professional and personal life." "Very well researched and presented." |
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Description
The sales profession has changed tremendously in the past decade. Buyers who once made time to discuss their problems now expect sales professionals to have the business acumen that is necessary to understand and diagnose those problems. More importantly, buyers will only listen to and buy from salespeople who can provide them with solutions or products that are convincing and workable.
At Development Beyond Learning we believe that Sales is primarily 70% skills based and 30% is attitudinal. With this concept in mind we deliver training designed for selling in the Australian market that is fun and highly interactive. We understand that people may know how to sell but not how to do it the best way for them. Our telephone sales program impacts their beliefs to change they way they do things.
The 1 or 2 day Essential Telephone Selling Skills programme provides telephone sales professionals with solid foundation skills needed to move beyond a product focused sales approach to one based on customers needs. The length of the programme depends on the number of modules selected but it is essentially of two day duration.
Outcomes
Duration 2 Day(s)
Modules
Foundations of Essential Telephone Selling
, Sales is my Passion
, Sales Strategy Steps
, Communications on the Telephone
, Planning the Sales Telephone Call
, Qualifying the Customer
, Influencing the Customer
, Addressing Customer Concerns
, Gaining Commitment
, Building the Relationship on the Telephone
, Communicating with Incoming Calls
, Dealing with Difficult People over the Phone
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Testimonials |
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Description
Today’s clients want to feel they are part of your team; they want to know you care about them, the product, and your company. As a member of your team they will be demanding, they will want to know you are giving them the best total solution. They won’t always need to get the best price, but will always want to leave satisfied that you have made them feel good or made it easy for them. They will look forward to coming back. This highly intensive retail sales training workshop will equip sales staff with the necessary competence and attitude to maximise sales and create long-term customer loyalty.
The programme focuses on the Knowledge needed to understand what drives us the client and "What I can do to convert the behaviour into a purchase", the Skills needed to put that knowledge into practice and the Attitude needed to achieve remarkable results.
Outcomes
Delegates will be equipped with the necessary competence and attitude to maximise sales and create long-term customer loyalty. They will attain knowledge needed to understand what drives the client, how to convert the behaviour into a purchase and acquire the appropriate skills needed to put that knowledge into practice and achieve remarkable results.
Duration 2 Day(s)
Modules
Foundations of Intentional Retail Selling
, The Approach and Greeting
, Sales is my Passion
, The Qualification
, The Demonstration
, Handling Objections
, Closing the Sale
, Intentional Retail Selling Role-Plays
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Testimonials |
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Description
Target, Track and Map is a program that challenges the paradigms of the average salesperson. The program focuses on the products that are sold, the mix of these products and how the blend will bring the required results. The module also considers how the territory - both demographic and geographic - is managed by the salesperson and looks at how planning is the only way to economically and efficiently manage both the products and the territory. The program provides tools and methods to assist in both product and territory planning. The program allows the sales person to take a step back and look at how they can most effectively manage their time to achieve the required results.
Outcomes
By the end of this course, participants will:
• Understand the need for planning in the sales process. Be able to mix products in a way that gives the most profitable results for your organisation.
• Identify where they are right now and how they can improve their position by setting goals.
• Understand the financial structure of the business and how discounting impacts the profitability of an organisation.
• Be able to set goals for both themselves and their role in the company in a way that is measurable, has a process, and results in the successful achieving of these goals.
• Be able to divide their territory in a demographic and geographic way to achieve the best results in terms of output and time.
• Be able to understand the process of selling that includes the mix of products rather than the discounting of products. Participants will understand pricing structures, and the products that go to make an organisation profitable.
• Come away with their clients listed categorically, based on an agreed company classification process. Participants will define the customers they need to focus on to improve outcomes.
• Produce a plan for improving their territory coverage, time allocation, and customer targeting.
Duration 2 Day(s)
Modules
Reaching The Starting Point
, Setting and Achieving Goals
, Take Time to Research
, My Territory
, My Products
, My Customer
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Testimonials “It is an excellent training session for those who want to be better salespeople. Planning is the key to success.” |
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Description
The skill of a sales person can be determined by the way they ask questions. By asking the right questions you can lead anyone to where you want to go. But first you need to have a plan. You need to know what you want to achieve in a sales interaction. The call plan and the skills to get the wanted results are developed in this program.
Outcomes
The participants come away understanding how to:
1) Plan a sales interaction
2) Ask the right questions using the “WANTS” selling technique
3) Paraphrase what they heard as the answer
4) Check that what they heard was what was said and meant and;
5) Progress the sales interaction to the next stage.
The program also provides the participants with A) The skill to use targeted questions and high impact questions to lead the conversation to the desired outcome. and B) A process to overcome challenges and objections.
Duration 2 Day(s)
Modules
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Testimonials A great way to enhance sales skills and have goals that are easy to keep track of.”
“Informative, concise, very focused on the specifics of the process” |
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