Corporate Training · 9 Courses

sales & marketing

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01 — Courses in Sales & Marketing

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2 Days6 Modules

Communication Skills for Sales Staff

Elevate your sales game with this dynamic training programme! Gain the tools and strategies to build rapport, understand customers deeply, forge authentic connections, deliver exceptional service, overcome objections, and confidently close deals. Discover the secrets of tailoring your communication style and uncover persuasive conversations that leave a lasting impact. Navigate customer profiles with finesse, harness emotional intelligence, and master active listening for trust and authenticity. Learn the art of selling through service, understanding buying decisions, and handling objections with finesse. Embrace a sales mindset for success and utilise proven closing techniques. Amplify your sales success and unleash your potential with this transformative training!

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2 Days6 Modules

Front Line retail selling skills

Many retail store sales agents may believe that focusing on sales and achieving sales targets will necessarily affect the level of customer service they provide. However, when retail employees focus on how their customers feel and make decisions throughout the experience, they deliver excellent service and develop valuable two-way RELATIONSHIPS. Building customer relationships and meeting their needs is at the heart of this selling skills course specifically designed for frontline retail sales professionals. At the core of this training course, participants will learn and practise a proven, step-by-step sales questioning model they can use immediately in any sales situation. This powerful sales questioning technique is all about asking the right questions in the right order. It is designed to increase the likelihood of making a sale by better understanding customer needs while maintaining a great customer experience. By following this proven questioning model your retail sales professionals will confidently lead their customers successfully through the buying experience. Course participants will learn how to guide the sales/service conversation efficiently and effectively, adapt their communication style, question customers around lifestyle needs, and build trusting, long-term relationships. (This course was delivered to a major multinational telecommunications company’s retail employees and generated significant measurable results).

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2 Days5 Modules

Marketing Essentials

This two-day training programme aims to help you transition from thinking like a consumer to thinking more like a marketer. It takes a step-by-step approach to clearly outline the whole marketing process from market research to putting together a marketing strategy and a marketing plan. Fundamental marketing concepts will be clearly explained through discussions, examples, and activities. In this programme, we also explore the dramatic changes in marketing driven by new advancements in technology, social media, and digital connectivity.

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2 Days6 Modules

Professional Selling Skills

Many sales people fall into the trap of talking too much. They just can’t wait to tell customers all about the features or benefits their product/service will bring or how great their company is without first understanding the needs and desires of the customer — which is not the best approach to selling. This two-day extensive sales training programme guides participants towards uncovering the “Right” skillset and mindset a professional sales person should possess. From controlling conversations with customers to asking the right questions to uncover genuine needs, this programme enhances sales staff’s ability to connect better with customers, overcome objections, and close the sale confidently and effectively to deliver commercial objectives. The core of this programme teaches a consultative sales approach using the OPEN questioning technique and adapting to different buyer behavioural styles.

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2 Days5 Modules

Retail Sales Planning and Forecasting

Do you want to increase your store’s profitability? Do you want to run your store more efficiently? Do you want to stop firefighting and have more control over events that affect your store’s performance and total sales? If you answered yes to any of these questions, you need to create a complete sales plan and accurate sales forecast for your store. Don’t be intimidated by forecasting and planning — our hands-on programme breaks the entire process into a simple, proven 5-step methodology, from establishing your retail sales strategy to selecting high-impact daily sales tactics. Packed with practical exercises, store management frameworks, and bonus practical tools (Daily store checklist, forecast data form, monthly store plan, and sales plan support form), this course enables you to manage staffing and financing needs effectively, eliminate unforeseen cash flow problems, and drive continuous store profitability.

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2 Days8 Modules

Negotiating for Results

Negotiating is a part of everyday life. We negotiate in our work, with our friends, and even our family members. In this two-day class, participants will learn what negotiation is and how to get the most from their personal negotiations. Participants will discover their personality style and how to negotiate effectively with other personality styles. Participants will also explore four strategies for negotiating, and how to apply the four-step process for successfully negotiating with other parties.

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2 Days5 Modules

Passionate Retail Experts

This two-day customer service training programme is designed specifically for retail frontline sales agents to equip them with the needed customer service excellence foundation to engage better with customers, portray energy and commitment, and clearly understand how positive phrasing can help deliver a meaningful connection with customers and enhance their personal communication. Delegates will learn how to manage challenging customer interactions and build lasting relationships to deliver outstanding service that elevates store performance.

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2 Days6 Modules

Sales Territory Planning & Routing

Your success as a field and distribution sales professional will ultimately depend on how efficiently and effectively you can manage your sales territory by building strong sales pipelines and advancing sales opportunities with a focus on growing relationships with key and high-potential customers. As a field salesperson, you are accountable for the quality, direction and quantity of your sales activity within your territory. How well you plan and manage these three factors will ultimately decide your overall success. When territories are managed properly, key customer relationships are being grown, account plans and key sales opportunities are being advanced and sales territory targets are being achieved. This can only happen through structured territory business planning and proactively exploring territory growth. This training programme introduces a proven 5-step process to properly manage and plan your sales territory. The process serves as a practical plan from setting strategic sales goals based on your close analysis of both your territory itself and scoring your customers for their potential, to following best-practice territory routing and coverage patterns and evaluating your results.

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2 Days7 Modules

Sales Management

A successful sales manager’s job is to provide clear direction and support to his/her team enabling them to excel and develop to reach their full potential. Sales managers often rise to this position from a successful career in sales. But the skills required of a successful sales manager are quite different than the skills of a salesperson which is one of the key points that this program focuses on. This two-day program enables delegates to have a clear understanding of the successful sales manager’s responsibilities and how to become more effective in their roles in this challenging, competitive business environment. Over the course of the program, delegates will explore key leadership skills as well as the essential sales managerial skills needed to effectively forecast and implement sales plans, motivate, monitor and evaluate the performance of their people, and provide the required direction and support ensuring measurable results from their sales teams. This course also includes several bonus forms designed to help you prepare your sales forecast and complete sales plan: Forecast Data Form and Sales Plan Support Form.

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