Core Sales Skills programs

Presentation Skills - Whether internal or external, whether selling or managing, presenting information in a meaningful and persuasive fashion is crucial today’s competitive business climate. The time and money invested in giving and attending a presentation is wasted if the message is not received, interpreted and remembered in the way that was intended.

Participants will learn and practice how to
Present any message, concept or idea in an enthusiastic and confident mannerBuild their confidence when presenting in any situation to large or small groupsPrepare and plan presentations so as to deliver them with impact and professionalismCommunicate in a style that persuades, influences and sells – not simply informs

This programme is run over two days with 6 or 8 participants per programme. Run in a motivational and interactive style the training is extremely practical and very hands on. All the participants will be presenting all the time.

Making Behaviour Count - is a one-day interactive and practical training workshop that develops the interpersonal skills of anyone in a customer facing role. The programme looks at individuals’ behaviour and the impact it has on their success. The course incorporates group discussion, case studies, exercises and peer coaching. Participants leave the course with a greater knowledge of how they are perceived by others and a toolkit of techniques that will help them adapt their approach to build rapport more effectively.

The participants will leave the programme with skills and techniques to
Communicate more effectively by understanding the true nature of the communication process Use advanced rapport building skills to influence those around themRead personality types to impart their “sales“ messages in style that will be receptive

Making the Solution Sale - is a three day, intensive and motivational training course that teaches practical sales skills and techniques to members of the team who are tasked with selling face to face and/or on the telephone. The programme looks at skills and techniques throughout the whole sales cycle focussing on the need for a “consultative, solution selling” approach. The course is run with much participant involvement through group work, case studies, role playing and discussion. The training will provide the less experienced members of your team with an ideal platform from which to develop their skills whilst, at the same time, providing your seasoned sales professionals with new ideas and fresh approaches.

The workshop will provide the participants with the skills to
Develop a structured, proactive approach to selling their products and professional servicesManage their accounts and/or new business sales opportunities to uncover higher value opportunities and get maximum value and value added from every sales opportunityClose more orders, for a higher values, and close them sooner rather than later

Making the Negotiated Sales - A one or two day, applied workshop in which participants learn the skills and practices of negotiation. Learning is embedded through showing best practice, demonstration, active discussion and full involvement in role plays and real-life practical exercises.

The workshop will provide the participants with the skills to
Thoroughly prepare and plan for successful negotiationsGain an in-depth understanding of the buyer's perspectiveNegotiate the sale without haggling over price or alienating the customerClose more sales, more profitably, strengthening the customer relationship in the process

Writing and winning bids - A two day interactive and fast paced training workshop specifically developed for organisations selling their solutions to the private and public sector via formal Request For Proposal and Invitation To Tender procurement processes.

Making the Telephone Sale - is an intensive and motivational training course that teaches practical sales skills and techniques to members of the team who are tasked with selling on the telephone. The programme looks at skills and techniques through the whole sales cycle focussing on the need for a “consultative, solution selling” approach. The course is run with much delegate involvement through group work, case studies, role playing and discussion.

The training will provide the participants with the skills to
Follow a structured approach to selling your products and services by telephone Deliver maximum value and value added from every sales opportunity. Close more orders and close them sooner rather than later.

Introduction to Professional Telephone Techniques - A one day, fast paced, motivational communications skills workshop for any member of your staff interfacing with customers and prospects by telephone. The workshop is equally suitable for people new to working by telephone or members of your team who are simply looking for a refresher and some new ideas.

Advanced value based sales programs 

Building Value - Filled with insights about selling to executives, Building Value helps sales professionals understand how executives think and make decisions. By exploring what value means to their executive customers and how they can create that value, participants develop a whole new framework for their sales efforts. This program is based on ongoing research The Real Learning Company has conducted with executives nationwide and incorporates data from a select group of executives identified by the client organization. This program is customized and tied to real prospects/accounts. The first half of the program focuses on data collected from key executives specific to each custom implementation and discusses how to create strategic relevance for those individuals. Building value builds on existing skills in presentation, questioning, strategic selling, and coaching.

Aligning Value - changes the way salespeople think about and interact with executive buyers. This interactive, experiential learning program enables salespeople to calculate the true value of their offerings for each unique buyer. It unveils three proven techniques that allow salespeople to communicate offerings in the context of what each customer values. The program includes extensive practice with real accounts. Aligning Value empowers sales organizations with a new set of tools for calling on executive buyers.

Negotiating Value - transforms salespeople into skilled negotiators who build cooperative partnerships. Built on leading-edge thinking about negotiation, this dynamic, interactive learning program enables salespeople to turn every negotiation into a success. Working from the proven premise that every negotiation involves multiple dimensions of interests, the program offers a straightforward model for planning and engaging in negotiations. Negotiating Value gives salespeople the skills and tools they need to conduct negotiations effectively and resolve them quickly.

Sales Accelerator - is comprised of four key elements. The first is pre-work in which participants engage with their manager to select an account that will be used during the program. The second element is a learning day for sales managers in which the principles and practices of the program are unveiled and the managers are prepared to coach participants both during and after the workshop. The third element is the two-day learning experience, and the fourth element is a set of web tools and learning extensions that help both the managers and the participant apply the practices and principles back on the job.

Leadership Skills Programs 

Driving Business Results - equips sales managers with the skills they need to manage and coach individuals and teams for peak performance. A key component of the program is the use of best practices to maximize skill development and confidence-building, using a research based, systematic, comprehensive methodology. Driving Business Results is easily customized using an experiential case-based approach that is matched to the client's environment with outcomes that are designed to meet

Symphony - Applying Peter Drucker’s metaphor of the manager as a symphony conductor, SYMPHONY provides managers with a common language and systems thinking approach to leading effectively, especially during periods of change. This one-day, experiential program utilizes adult learning methods to equip managers with tools and skills needed to assess, plan, and manage individual and team performance.

Individual and team coaching

We target high performance and improvement at work. It usually lasts for a short period and focuses on specific skills and goals.
 Executive CoachingBusiness coachingSkills coaching