Sales and Marketing

The goal of any sales training or transformational process is to implement a common, systematic selling system that ensures that the organisation is able to measure true results, support individuals and teams and ensure that your customer base hear a consistent message that is smooth and seamless to your marketing messages.

At Edison we work hard to ensure that the our particular learning system is adapted to your people and market, we don't have a pre-prescribed "one size fits all" flavour of the month process to which you need to put aside your experience so far and start again. In fact your experience of your customers, markets and people is the most valuable commodity we can use to develop an approach that's just right for you. Whether it be the development of a solid foundation or a paradigm shift from reactive - "where is the next customer going to come from?" to proactive - planned calling, strategising deals, making good bid/no bid decisions and advanced competitor knowledge, you can be sure that your people will produce more consistent results.

When the initial approach has been decided, planned and implemented, that is only the beginning, our structured support system of coaching, mentoring and continual development will ensure that your results continue long after the initial learning has taken place. Your managers will play a key role in developing the programme - as mentors and evaluators throughout all phases of the sales cycle. Look at our ADVANTAGE programme for some suggested support opportunities...

Contact us today, realise the possibilities...

Learning To Close Profitable Business More Professionally

Recent research has shown that questioning strategies, listening skills and closing techniques are three of the most difficult concepts for sales people to develop. Failure to identify customer needs was also one of the most common errors made by new sales personnel.

PROFESSIONAL SELLING SKILLS is based on the concept that the better understanding you have of your clients the more quickly and easily you will be able to close the deal. During this carefully developed three day programme delegates will participate in projects, exercises and self analysis. Skills will be practiced in activity sessions involving products and services drawn from a variety of industries and sales situations.

PROGRAMME HIGHLIGHTS:
Selling today - the most innovative sales methods.
How to develop successful questioning strategies to probe, identify real needs and develop empathy in your selling style.
How to identify, anticipate and plan for objections and use them successfully to close the sale. Develop closing skills which are more effective in winning profitable business time after time.
How to use brochures and marketing support material to make a powerful sales presentation.

RECOMMENDED FOR:
First stage sales training (no previous sales training)
Improvement of questioning strategies, listening skills and closing techniques.
Consolidation of existing sales skills

© 2006 Edison Personal Development Ltd

Developing Key Personal Strengths To Improve Sales Results

One of the most common factors limiting sales growth is that 20% of customers bring in 80% of sales - Pareto Principle. It is the smallest margins which are the difference between gaining a share of that elusive 80% of customers or losing them to the competition.

But it doesn't have to be like that.... This three day programme is designed to stimulate and develop creativity in those sales people who have already attended Professional Selling Skills or who have previously attended a sales training programme. During this programme delegates will set out a strategic action plan for improving and refining their existing sales skills.

This programme would suit those senior sales people who are responsible for a national or major account portfolio.

PROGRAMME HIGHLIGHTS:
The role of Marketing in the organisation where sales fits in.
How to increase personal impact by improving interpersonal communication.
How to build client relationships that produce consistent sales results.
Analysis of buyers personality and motivation factors.
Fine tune selling skills to increase account development and penetration.
Identification of competitors - their strengths and weaknesses.
The role and principles of targeting and how it can be used to maximum effect.

RECOMMENDED FOR:
Building skills necessary to develop a major account portfolio.
Development of high level interpersonal skills in selling.
Adopting a more professional selling style to close more profitable major account business.

© 2006 Edison Personal Development Ltd

Winning The Deal And Keeping The Profit

Negotiation can make or lose more money for an organisation than any other means. It is one of those specialist skills that require some additional techniques from the salespersons repertoire. Millions of pounds of sales are conducted every day why is it that some salespeople and some customers obtain much better results than others?

The fact is that there are no magic solutions! There are however a number of identifiable key skills and approaches used by experienced sales negotiators which achieve better deals time after time, for both parties.

During two days of films, role-plays and practical exercises which will demonstrate the challenges and pressures that can develop in a live negotiating environment.

PROGRAMME HIGHLIGHTS:
The different phases of the negotiating process.
Investigation and Research - how to anticipate your opponents likely tactics and form a successful counter strategy.
Managing concessions and variables what to give and ask in return and at what point in the negotiation.
Developing advanced communication skills that will help you conclude the deal.
Identifying the human aspects of negotiation and how to allow for them.
Strategies and tactics - how to use them to good effect and build a solid defence.
How and when to present your price.
How to gain a solid commitment and agreement to act.

RECOMMENDED FOR:
Introduction to negotiation.
Sales development training.
Improvement of negotiation skill with any type of contract.
Improvement in profitability of sales.

Making Your Case Persuasively And With Confidence

Even the most experienced sales person or sales manager can benefit from some fresh ideas for presenting their case in a more persuasive and effective manner. This programme is a practical guide on how to prepare, organise, deliver and evaluate all types of presentations. The highly interactive style of the two day programme will encourage delegates to apply the techniques learnt and quickly apply them to your own situation.

The course also includes an extra evening session which will be of great value to delegates preparing to give a presentation. It reviews various techniques for displaying statistical data and diagrams, including charts and maps and gives design tips for producing eye catching visuals. Common presentation computer software is also reviewed together with projection equipment options.

PROGRAMME HIGHLIGHTS
Preparing for the presentation - adopting the correct attitude and style.
Researching your pitch and how to match the presentation to the audience.
Specific delivery techniques - when to use notes, cue cards, timing, using hands/voice/eyes.
Opening and closing techniques.
Overcoming nerves, controlling your own body signals as well as interpreting your audiences reactions.
Techniques for using visual aids including flip charts, OHP and Audio visual.
Handling questions and audience control - how to get them on your side.

RECOMMENDED FOR
Successfully presenting any type of information or data.
Sales development training.
Sales Managers requiring to fine tune existing presentation technique.
Improvement in sales teams performance.

Achieving Sales Targets Through Your Team

As a sales manager, you are responsible for achieving revenue and sales targets. Your sales force is the resource you have to meet those targets. Like a team of professional athletes, your salespeople have individual strengths and weaknesses that, taken together, either produce the results you want or fall short of the goal.

This is a three day programme where you can learn the skills necessary to coach a high performance team. Whether your team consists of novices or experienced salespeople the skills you will learn can be easily expanded to include product and market knowledge, selling strategies, key account management - or any other area that will pay off in improved selling performance.

PROGRAMME HIGHLIGHTS
Develop self analysis in your team so that they gradually assume more responsibility for self improvement.
Interview techniques that will offer critical analysis of your salespeople's skill but maintain a high motivational level.
Identify the learning style of each individual in the team and motivate them to learn.
How to actively observe the sales call and develop a coaching plan from the results. Problem solving techniques to plan actions for increased team effectiveness.
The coaching process and how it fits in with future training plans.

RECOMMENDED FOR
Introduction to coaching.
Reinforcing a sales training programme.
Increasing sales team performance.
Development of sales management skills.
Improvement of team building skills.
Senior salesperson requiring to learn field training techniques.

Leading Your Sales Team To Success

The successful sales manager achieves the right results not only by gaining the support and confidence of the sales team but also by inspiring the team members to have confidence in themselves. These essential leadership skills are covered in this programme which has been designed with the accent on reality, and what can and cannot be achieved in a real competitive sales environment.

Designed as a three day introductory course for those sales people who may soon find themselves in the position of leading the team or those sales managers who have recently been appointed, this in depth look at sales management today will prove to be an ideal starting point for leading the sales team to success.

PROGRAMME HIGHLIGHTS
The role and function of management and the results of effective leadership.
Develop a motivational management style.
Maximising performance appraisal.
Developing a structured and effective method for selecting and recruiting sales staff.
Training needs - developing a coaching plan.
Develop organisational skills that leave you free to manage your team.
Problem solving techniques to plan actions for improvement and increase team effectiveness. Understand budgeting and forecasting.

RECOMMENDED FOR
Introduction to field sales management
Improvement of team building skills.
A senior salesperson requiring to learn the role of management.
Senior sales executives who are soon to be appointed to the role of field sales manager.
Increased sales team performance.

All open programmes in this schedule can be adapted for in - company use. One of the advantages of in - company programmes is that they are developed to address live issues and challenges affecting your organisation. Delegates can also benefit from the leadership of an external trainer and from working on organisational issues with their colleagues in a learning environment.

SELLING WITH NLP
This newly developed programme has been designed to show how to improve communication between customer and salesperson. Neuro Linguistic Programming has been shown to build a stronger business relationship which not only reaps major returns but remains loyal even through the toughest competitor activity. A balance of short lectures and practical exercises will help your sales team understand the strengths of their existing communication style and recognise the style of their customers, leading to increased confidence professionalism and business. We are also providing sales programmes based on the Emotional Intelligence Framework, see our pages in the LEARNING section.

TIME /TERRITORY MANAGEMENT
How many salespeople have all the right skills but use them at the wrong time with the wrong people in the wrong place. Sales people are paid not just to sell but to extract maximum business from their area or market . This programme clearly shows the benefits of effective business planning.

ASSERTIVENESS IN SELLING
Assertiveness is an essential selling skill. This programme shows salespeople how to think assertively, feel confident, behave positively and get the most out of business relationships.

FIELD BASED COACHING
In both PROFESSIONAL SELLING SKILLS and ADVANCED SALES AND ACCOUNT MANAGEMENT SKILLS, your salespeople will learn the concepts and face to face skills that will develop a powerful and proven selling approach. Our Sales Training Programmes are only a beginning. If professional selling is to become "second nature" to your salespeople, it must be reinforced by consistent follow up. Edison Personal Development Ltd offer a unique system of providing follow up training, where our trainers work with individuals on a one to one basis, setting out a coaching plan that will build selling proficiency.

ADVANCED CLOSING SKILLS
Designed for the manager, senior sales person or key account executive, this programme looks at closing in depth, identifying the various tactics used to effectively and smoothly close the sale.

SALES AWARENESS
In fiercely competitive markets where products and services may be similar supporting the sales team from base and developing a, putting the customer first attitude, is becoming a sensible strategy for building the business. This programme gives all non sales staff in the organisation an insight into selling. Ideal for sales support, tele-sales, field engineers and customer service personnel.

TOTAL CUSTOMER CARE
Our customer care training can involve a complete packaged programme or a simple awareness course. Complete programmes involve the development of a customer care policy, mission and customer audit together with an ongoing training and development plan.

You Only Have One Chance To Make A Good First Impression

Usually the first point of contact with any company is by telephone. In the first few seconds that existing or potential client forms an impression of your organisation and ultimately decides whether or not to do business with you. Can you be certain that this first impression is always favourable? Does every caller to your company gain a positive lasting impression?

This one-day programme is designed to demonstrate how to achieve excellence in telephone communication and how this can positively build the success of any business. Delegates will have the opportunity to develop the skills, which will give them confidence and motivation to implement best telephone practice in the workplace. They will develop their own action plan to further improve their performance.

PROGRAMME HIGHLIGHTS:
The Individual's Contribution.
Understanding the power of the telephone and how it can
develop or hinder relationships with customers.
The Telephone Conversation.
Answering the incoming call.
Techniques for controlling the call.
The power and effect of questions.
Skills In Telephone Communication.
Developing a strategy for handling difficult callers.
Improving listening skills.
Maintaining a positive attitude.
Planning And Setting Objectives
Establishing the maximum potential of each type of call.
Action planning to help achieve objectives.

IDEAL FOR:
Confidence building of staff new to handling telephone callers.
Developing all staff to meet challenging telephone situations with confidence.
Developing flexibility in call handling and review of techniques for experienced users.
Improving customer care through learning the principles of high quality customer care. Introduction to Teleservicing.
Improved Call Centre team building.

Profit From This Effective Selling Method

Many companies are now recognising the benefits of using telesales personnel to handle incoming enquires, make contact with regular clients and canvass for new business. Whether it is the responsibility of one person or a team of people, a proactive telesales operation is a low cost way to contribute to an organisation's profitability.

Essential to achieving sales results is effective training in up to date telephone selling techniques, resulting in improved customer relationships and new business gain.

This two day course is designed to equip delegates with tried and tested techniques to apply within their own work situation.

Practical exercises and role-plays will develop skills and increase motivation.

PROGRAMME HIGHLIGHTS:
Developing Communication Skills and projecting a positive image by phone.
The power of questions in producing desired results.
Overcoming blocks to effective communication and rapport - achieving positive results.
Learning the 4-step structure to maximise enquiries, outgoing calls and handling complaints.
Building confidence through planned preparation, matching product to market.
The psychology of buying, identifying the motivating factors, matching benefits to customer needs.
Developing Sales Technique - buying signals, price handling, listening, client centred selling, objection handling and over coming barriers.
Reaching the decision maker.
Focusing and maintaining your contacts attention.
Closing the call.

IDEAL FOR:
Introduction to telesales.
Improving sales performance.
Experienced telephone personnel requiring to learn and enhance selling skills.
Sales support staff who require to gain an appreciation of the selling process.

Innovative sales strategies to maximise profitable business and maintain real customer loyalty

The ultimate challenge to any new or experienced salesperson is selling in today's highly competitive markets where factors, which in the past had little effect on sales results, now dominate the selling process. This three-day programme has been specifically designed to stimulate and develop creativity in selling style. To ensure that learning is transferred into sales results our Field Sales Coaching System can give additional ongoing support, allowing organisations to experience the benefits of continuing personal development beyond this programme.

The ADVANTAGE Business Development process represents a simple and disciplined approach to developing your business, and it can be adapted by each Business Unit of an organisation as they see fit. There are five important characteristics of the programme.

It is a process for improving sales through systematic development of key customer relationships. Most importantly, this process should help you increase business by following a systematic and disciplined process for getting closer to key customers - at all levels in the customer organisation.

It is a collection of simple tools that work together to improve your selling effort. The purpose of the programme is to develop a complete organisational sales training strategy that makes business development easier, more cost effective, builds customer relationships and to position your organisation as the preferred supplier. It will also identify, analyse and pursue prime opportunities; develop and present outstanding proposals; and win more business.

It is a process of positioning to win critical business opportunities. Early positioning is one of the themes of this programme. A considerable body of research shows that the key to winning more business is early positioning with customers. In effect, you have to pre-sell your organisation and establish a bias in your favour. This will greatly improve your business potential when you are competing in situations where you have little or no advantage or where your competitors are better positioned than you are.

It is a process for identifying and communicating competitive advantages. One of the secrets of success in selling is to identify the customer's key issues and concerns and then develop strategies to meet customer requirements in ways that will give you a unique competitive advantage.

This programme and the tools within it will help every person in your organisation, sell more effectively in discussions with customers, in proposals and in presentations you offer.

It is a process for improving teamwork in multi-business unit/regional sales efforts. Finally, this process is designed to improve teamwork and co-ordination between business units and regions.

The Account Team concept, which is developed in the programme, is an important step toward better communication among the various elements of your organisation that serve key customers.

The Goals Of This Process Are:

To increase your backlog of profitable business.

To save money through time saving strategies. It has been proven that a systematic, pro-active, disciplined business development system will take less time to execute and use resources wisely.

To respond to changing internal and external needs. It is important for each business unit to be able to respond to changing needs in the environment. No market is static. The best set strategies allow for flexibility.

To facilitate new customer contacts.

To provide a long-term solution to successful business development. These strategies are structured to encourage continuous change. Remember that radical improvements don't usually happen overnight. To avoid pitfalls and disappointments, we will focus on obtaining many short-term goals directed toward the final goal…