Posted by: empoweryourlife | October 16, 2008

Achieve your dream goals with www.empower-your-life.co.uk

“The Next Level”

By

Benjamin Bonetti

This performance improvement workshop will help you develop and manage a high-productivity sales team. You will be shown advanced techniques to guide your team to sell high-value, complex solutions to increasingly discerning and sophisticated customers – both new and existing – more effectively.

Training objectives

As a result of this course, participants will be able to:

• Improve the productivity, accuracy and effectiveness of their sales people and sales team

• Help their team create more and higher quality business opportunities, more pro-actively and accurately

• Reduce the amount of luck and uncertainty in the sales process

• Help themselves and others to close deals with more precision and speed

The skills developed over the two days will add value to all the participants’ client meetings and client relationships.

Audience

Sales directors, senior sales managers and others leading sales / account teams.

Experienced sales people and directors will find this programme particularly useful.

Format

A highly interactive two-day course involving practical exercises, case studies and, if possible, specific examples from your company.

The expert trainer

Benjamin Bonetti is the founder and main motivational speaker at empower-your-life seminars, his experience is vast within the sales and training environment. He initially started his adult working career by joining the Army at 16, finally leaving after a tour of Northern Ireland.

During his successful entrepreneurial adventure, he has founded several companies including a Property Consultancy Specialist, Estate & Letting Agency and Empower-Your-Life. Benjamin is a fully certified Practitioner of Neuro-Linguistic Programming, Hypnotherapy and a TimeLine Therapist.

Course outline

Sales Perfection:

• The personal qualities of top business producers
• Defining the attitude and personality needed to achieve consistent sales success
• How to find and spot them when recruiting new sales people
• How to develop them in your existing sales people

Sales productivity

• The key measures that make the biggest impact
• How to measure, monitor and improve it – what works and what doesn’t
• Simple sales planning and analysis tools that get big results

Sales goal-setting

• How to set individual and team sales objectives
• Developing standards for quantity and quality

Sales opportunity pipeline management

• How to increase the accuracy and focus when qualifying and analysing sales opportunities
• Using a more scientific approach to remove the luck in developing sales tactics and strategy
• Why ‘hope is not a strategy’ – how to create a ‘killer’ instinct and action-orientation to progressing sales

• Why 70% of attempts to implement ‘consultative selling’ struggle and often fail
• How to get sales people to stop selling and help their customers make better buying decisions
• How to use business need-based selling to open doors and prospect for new business

Differentiation

• Translating features and benefits into compelling business value statements
• How to build high-quality product, customer and product knowledge in your sales team

Practical sales team development strategies

• Qualifying and managing key influencers with a complex sale
• The manager as business coach – how you can help sales people help the customer to make
quicker decisions
• Developing a sales plan for each sales person – quickly and efficiently
• Identifying the ‘missing link’ – what is it that sales people don’t know or are not doing?

Whatever the starting point, we guarantee the same result: that we will deliver an excellent learning and development experience, employing the services of an outstanding expert trainer focused entirely on ensuring that you achieve all your training objectives.

To book now call us on 0845 194 9644

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