Training Specifically for Sales Professional

Communication Skills – Introduction and Advanced Levels

Presentation Skills

Facilitation Skills

Selling Skills 

Developing your Customers

Understanding Marketing Principles

Introduction to Communication Skills

Advanced Communication Skills
The more advanced communication course is for those individuals already demonstrating confidence with their levels of communication, but wants to further develop their skills in terms of; understanding how they can communicate more effectively and also understanding the communication of others in more depth.  To achieve this, the course will explore;

• Theory; communication models to understand responses in more depth
  
• Understanding the different filtering techniques and how these affect responses and communication
  
• Recognising body language in more depth; signs and signals
  
• Practical; how these techniques and theory can be used to develop rapport and improve the understanding of our communication with others.
  

This will be a practical course which will enable the participants to work through those areas of communication wanting to be developed.  Hence the theory will be intertwined with the practical throughout.

Presentation Skills

Whether the individual is new to presenting, or more experienced, both theory and techniques can be explored here to enhance the presentation skills further.  This course will be tailored to meet the experience of the participants and will explore;

This will be a practical course and enable the individual to practice new techniques accompanied with supportive coaching.  This course can be tailored to look at the content of presentations or purely to the skill of presenting or a combination of both.

Facilitation Skills

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These practical courses are aimed to help the trainer or manager in looking at;

• Planning and preparation behind the training sessions
  
• Balancing business objectives with your audiences’ needs
  
• Understanding different individuals perspectives and outlooks
  
• Understanding different behaviours and how to manage these
  
• Listening skills & questioning techniques
  
• Creating the right environment to facilitate learning and encourage your audience
• Energising your audience and ensuring participation
  

These will be practical and of course tailored to meet the needs of the group.  This course can more general or very specific, depending upon the development needed.

Selling Skills 

The sales professional is at the point of contact with the customer and can make or break the sale in a matter of minutes.  Developing a robust sales model can help ensure your sales teams have quality training and have the framework to deliver with consistency, professionalism and success.  Depending on your business environment and the products that you sell, will determine which selling model is best suited for you.  A selling package can therefore be designed in conjunction with all these variables.  Typical sales packages can include the following elements;

• Building Rapport
  
• Questioning Skills
  
• Understanding customers needs and motivational drivers
  
• Delivering an the sales message with impact/delivering the information
  
• Overcoming objections and queries
  
• Closing the sales – asking for the business
  

Whichever industry you are selling within, the selling skills principles are similar but with a different balance of focus.  Therefore a selling skills package will be designed to ensure the model best suits the environment and product(s) you are selling.

Developing your Customers

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The types of training aimed to develop your customers will be suitable for both the sales professionals and for your customers.

For the sale professionals, the programme will look at how to develop individuals to endorse/advocate your products.  This will entail considering the importance of setting clear and realistic goals and objectives for your advocates, how to develop an advocate and how to maximise the benefits of product endorsement.  How to ensure advocates are properly briefed and ensuring relationships with your advocates are maintained and continually strengthened.  This can be related to local advocacy plans or the development of new or existing wider business plans.

Those businesses’ wanting to offer value added support to their current advocates through skill development may want to consider the following training modules for their advocates;

• Communication Skills
  
• Presentation Skills – these can be specific for your brand and will be aimed to help the advocate create an impactful delivery of the messages for your brand in line with marketing strategy.
  
• Facilitation Skills – this may be applicable to those advocates who are being used to chair meetings and facilitate discussion groups.
  

Training of this nature would be tailored specifically.  For example, where relevant, the product could be incorporated into the skills training to ensure the advocate gains further exposure to the product messages in order to reinforce the product benefits for your advocate.

Understanding Marketing Principles

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