1 DAY

• Sales 101
• Step into Sales with Confidence
• Be the Trusted
  Advisor

The fundamentals of modern sales

• Communication
• Questions
• Phone techniques
• Commercial conversations
• Building
  relationships
• Energy
• Mindset
• Listening
• Engaging customers
• Professional acumen
• Control the conversation
• Assertion
• How to sell
• Understanding the buyer
• Reading each situation
• Converting & closing

+ ONLINE COURSE

2 DAYS

• Be the Trusted
  Advisor
• Set yourself up as a business partner and collaborator
• Be the Authority and Subject Matter
  Expert

Sophisticated selling techniques

• Mindset
• Commercially minded
• Beliefs
• Assumptions
• Exploration
• Questions
• Listening
• Objections
• Negotiation
• Business
  Development
• Account
  Development
• Presenting
• Upsell / Cross-sell
• Buyer behaviour
• Following up
• Converting & closing

+ ONLINE COURSE

1 DAY

• DISC Personality types

Comprehend DISC styles to improve communication and achieve better outcomes

Identify

• Your own default style for increased self-awareness
• Your colleagues' & clients' styles for better collaboration

Understand

• Different ways people think, act, and communicate
• Speed-reading communication styles
• Adapting your approach for stronger impact and results (emails, meetings, presentations)
• Individual motivators (teams, clients)

+ ONLINE COURSE

2 DAYS

• Creating

Opportunities

Strategic Business Development for Account Growth & Acquisition

• Winning traits of successful business development professional
• Key steps for an actionable business development plan
• Prospecting & existing customer development
• Selling without
  'selling'
• Pre-suasion & influence: selling
  'ahead'
• Value propositions
• Qualifying prospects
• Follow up: purpose & timing
• Referrals: turning one into many
• Effective networking
• Building emotional intelligence
• Linkedin optimisation

+ ONLINE COURSE

2 DAYS

• Pitch with Impact to win business

High-impact Presentations

• What defines a powerful presenter?
• First impressions - setting the scene
• Craft clear, logical, and compelling presentations
• Build presence, authority, and trust
• Read the room, know your audience
• Deliver influential, memorable messaging: eye contact, body language, visuals
• Inspire through storytelling
• Use of humour
• 7-Step Presentation
• Purpose: Plan, prepare and practice
• Managing nerves
• Command, engage, and captivate your audience
• Q&A Handling
• Call to Action

+ ONLINE COURSE

2 DAYS

• Skilfully handle‘on-the-spot’ad hoc, andcomplex plannednegotiations

Clever negotiationis a major step onthe roadmap toincreased sales confidence

› How to plan askilful negotiation

› Choose the beststrategy

› Using teamstrengths

› Spotting key tactics others use andpractical countersthat keep you incontrol

› Controlling thewhole processto ensure youmaintain a positiverelationship

› 360 Negotiationimmersion:planning, openings,tactics, powershifts, persuasion,process, control,and relationshipmanagement skills