The Complete Sales Tool Box Workshop

Workshop Outline:

This workshop is the complete guide to effective selling. It deals with the sales process from start to finish.

The workshop deals with the sales person, being the tool for successful sales, the individual needs to manage themselves, their attitude and motivation levels, build confidence and are able to present themselves to prospects or company clients in a professional manner.

The workshop deals with the "back office" sales, what needs to be accomplished prior to the call or meeting. This part of the workshop deals with; lead sourcing and research, client knowledge, preparation and planning. The workshop then covers the telephone call, covering all aspects of getting that meeting...

The workshop then covers meeting etiquette, structuring of a powerful presentation and negotiation skills essential for creating interest, influencing and closing the deal. NLP techniques are also divulged

The workshop then covers what we term as the "lock up", ensuring proposals are written in the right manner, follow up, and getting the deal and money in!

Session One:

Marketing versus Selling
Voice of the Client
Killing the Client
Personal Status and Outlook (Practical)
Character Assessment (Practical)
Behavioral and Attitude Influences (Practical)
The Differential (Practical)

Session Two:

Sales Readiness
Planning and Time Management (Practical)
Seven Steps to a Sale
Sales Structure
Purchasing Cycle
Selling Cycle
Knowledge Base (Client/Industry/Product or Service)
Fear of the Telephone (Practical)
Professional Telephone Techniques (Practical)
Voice Correction (Practical)
A CD is also made available so that you can continue to strengthen your voice after the workshop

Session Three:

The Art of Persuasion
Listening and Questioning Skills (Practical)
NLP - Neuro Linguistic Programming (Practical)
Coming across Confidently and with Assertiveness
Constructing a Powerful Presentation (Practical)
How to Prepare for a Presentation (Practical)
The Importance of Body Language, the Voice and Eye Contact (Practical)
Impromptu, Individual and Group Presentations. All Presentations are Video Recorded allowing the Delegate to Watch Improvements and Correct Problems.
The six negotiation essentials
Negotiating Bottom Line Tactics
Pre-bargaining Phase (Practical)
Bargaining Phase (Practical)
Closure Phase (Practical)

Session Four:

The Next Steps
Proposal (Practical)
Follow Up
Lock Up

With 20 years of experience in high value sales, negotiation and presentation, Marc Andrew has mastered the art of business and people management. Marc Andrew has been extensively involved in assisting organizations in the development and integration of people, systems and strategy. Marc Andrew has been involved in leadership development programs, large change initiatives and the establishment of sales teams, systems and strategies with organizations in corporate sector both locally and internationally.

With an extended network of training professionals in all of South Africa's major cities, The Training Experience has a unique approach to training and development. The approach is quite simple; to ensure that the facilitator has the tertiary education, a minimum of ten years experience in what they are presenting and most importantly passion, the will to ensure people grow and succeed.

The workshops are designed to accommodate the following three aspects:

Reality:

The workshops are designed to deal with the reality of what the delegate experiences on a day to day basis

Achievable:

The workshops are designed to ensure that the skills and experience that is transferred to the delegate is achievable in their working environment

Measurable:

The workshops are designed to ensure that through a formulated matrix, that both the delegate and their manager can effectively monitor the skills and experience that has been transferred in order to identify both successes and areas for improvement
The understanding of the skills transfer, and the implementation thereafter by the delegate is the direct responsibility of the person who facilitates the workshop. Our experienced facilitators ensure that through high levels of energy, excitement and enthusiasm in their approach, that the delegate not only gains insight into the theory but also understands the need to motivate themselves, have the right attitude, change habits and most importantly implement the changes in order to grow and succeed

This is why The Training Experience believes that we are unique; our approach to training consists of five main pillars:

Workshop Material:

To ensure that training is consistently updated through intensive research in order to meet the needs of business executives in an ever-changing business environment

Workshop Methodology:

The skills and experience transferred to the delegate is a tried, tested, current and working methodology that has been successfully implemented in various company's both locally and internationally
Workshop Participation:

The workshops are practical, highly interactive and offer the delegate personal attention

Facilitator:

The facilitator is unique the way that they want people to succeed, all of have a minimum of ten years experience in what they are facilitating, and have experienced the challenges of what the delegate faces in the workplace on a day to day basis. This is paramount, as the delegate can relate to the facilitator, which in turn gets the message across in a positive way

Delegate Directive Training:

Delegates are given various workshop aids so that they can continue the training by themselves into the future

Date: 22 January 2014 to 23 January 2014
Time: 08:30 - 16:00
Venue: Bella Khaya, Midrand
Cost: R 3 900.00

Date: 03 February 2014 to 04 February 2014
Time: 08:30 - 16:00
Venue: Best Western Cape suites, Cape Town
Cost: R 3 900.00

Date: 25 February 2014 to 26 February 2014
Time: 08:30 - 16:00
Venue: Inhle Guesthouse, Umhlanga Ridge
Cost: R 3 900.00

Date: 06 March 2014 to 07 March 2014
Time: 08:30 - 16:00
Venue: Bella Khaya, Midrand
Cost: R 3 900.00

Date: 05 May 2014 to 06 May 2014
Time: 08:30 - 16:00
Venue: Best Western Cape Suites, Cape Town
Cost: R 3 900.00

Date: 13 May 2014 to 14 May 2014
Time: 08:30 - 16:00
Venue: Bella Khaya, Midrand
Cost: R 3 900.00

Date: 09 June 2014 to 10 June 2014
Time: 08:30 - 16:00
Venue: Inhle Guesthouse, Umhlanga Ridge
Cost: R 3 900.00