Perception Business Skills
Richard Mulvey  
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Practical Sales Program  
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The course content is very flexible and can easily be adjusted to meet the needs of the trainees. If you have a number of people in your sales team you may consider having the training done on your premises and in that case we would be able to focus the training entirely on your product or service and on your method of selling. This focused training is obviously the most effective and you may be surprised to find that it is often the most cost effective as well.
 
The course is run in Johannesburg, Durban and Cape Town over two full days with two modules each day. Each module starts with a review of the skills covered in the previous module followed by interactive lectures, practical examples, shared experiences of how the skills work in action and written tests.
 
MODULE 1
 
Review of Basic Selling Skills
In this section we review the selling skills as outlined in Perception’s practical selling skills course. It is important, even for experienced sales people, to go over the basics from time to time and in this section we ensure that everyone understands the basics and definitions of words and phrases that will be discussed in more detail later in the course.
 
Key Account Management
Managing Key Accounts is not just selling. Sales people have to be good at managing relationships, anticipating future requirements, handling problems and complaints and developing win-win solutions for each customer.
 
Delivering Exceptional Customer Service
Good Customer Service is just not enough. In today’s competitive market place we need to develop "Raving Fans" to ensure customers come back over and over again, and tell their friends as well.
 
Managing Difficult Customers
A difficult customer is just an opportunity to create a supporter, it’s all in the way they are handled.
 
MODULE 2
 
The Psychology of Selling
Buying decisions are usually made emotionally. Find out how the customer thinks and you can close more sales
 
Selling Quality
We live in a quality driven market. Many salespeople will argue that Price is the only issue that matters but this is simply not true. Selling quality will improve your strike rate and enable you to sell at your premium price.
 
Writing a proposal
Your proposal is often the only document that the decision makers see and it has to be good. In this section we will look at how to put the proposal together in a way that is both interesting and informative
 
Presenting your proposal
Your ability to present your ideas to audiences both large and small is your most important skill as a sales person. In this section we will look at presentation skills and provide so hints tricks and techniques that will ensure that your presentation is convincing.
 
MODULE 3
 
Time Management
Time is your most important resource. You can have the best product and the best customer base but without time you have nothing. In this section we will look at managing your time to ensure that you get the best out of the time available to you.
 
Negotiation Techniques
We all have to negotiate every day of our lives. We negotiate with our customers and with our colleagues. We negotiate with our team and with our boss. Negotiation is a vitally important part of our lives and in this section we will look at the 5 Key Principles of negotiating to ensure success in all your negotiating
 
Managing and Understanding Body Language
In all areas of business where people interact, Body Language is a major part of our communication. In this section we will look at the sort of body language you will use as a salesperson and give you the tools to understand the body language of your customers.
 
MODULE 4
 
Motivating yourself and your team
During any sale it is you attitude that makes the difference. The skills are important but it is your attitude that decides whether to use them. In this section we will develop techniques that will help you control your attitude giving you the best chance to close that sale
 
Final Written Examination
 
The investment for this two day training course is R4450.00 per person excl vat with a 10% discount if 3 or more people attend from one company. All course fees are payable prior to the start of the course
 
The Advanced Selling Skills courses will be run on the following dates:
 
Durban  
  Johannesburg
CapeTown 
25 & 26 April
6 & 7 April
12 & 13 April
28 & 29 September
14 & 15 September
21 & 22 September

Please click here to register
 
The course can also be run at your own premises and is cost effective for 10 or more trainees
 
For further information about the course or how we can restructure the course to fit your exact training needs please make contact on info@business-skills.co.za or by phone 0861 - 444888.