Closing Skills (24 Mins - Oct 2009)

In order to get a sale, you need to close it. This is often regarded as the most difficult part of the sales process. This 24 minute eSeminar will help you understand that Closing starts at the beginning of the sales process and continues through it by using Qualification techniques. You will learn the 3-stage Model of sales (Prospect, Suspect, and Lead) and that closing is required at each stage as you progress. The eSeminar will propose some closing “techniques”, suggesting that these should always be part of the much larger proposition that Closing starts early on.

Objection Handling (28 Mins - Oct 2009)

No matter how long you prepare your pitch or sales campaign, people will always raise Objections. After completing this 28 minutes eSeminar, which includes exercises and interactive portions, you will have learned how to recognise standard Buyer Objections that come up in the sales process. These objections can be categorised into different types and you'll learn some techniques for overcoming each of them. You will also learn the differences between Features, Advantages and Benefits, and how to use these appropriately to overcome Objections.

Questioning Skills (28 Mins - Oct 2009)

This module deals with how to question effectively and move the client closer to a buying decision. It introduces the “4R's” model; (Reality, Reasons for Change, Repercussions of Inaction, Return on Investment); used to guide the client through the Questioning Process. You'll learn the importance of Open and Closed questions helping you gain a better understanding of the Buyer’s situation and focus on their needs. You will learn how to use Questioning to take the Buyer on a “journey”, helping them reach a successful conclusion in the Sales Process.

Net Promoter Score (21 Mins - Oct 2009)

Based on the fundamental perspective that every company's customers can be divided into three categories: Promoters, Passives, and Detractors. By asking one simple question — How likely is it that you would you recommend [Company X] to a friend or colleague? — you can track these groups and get a clear measure of your company's performance through its customers' eyes.

Pipeline Creation and Management (30 Mins - Oct 2009)

In sales, your Pipeline ultimately controls how successful you are. In this 30-minute eSeminar, we will introduce the component parts of a Pipeline, explain their importance, and what you need to do to ensure that you really understand what is currently guiding your understanding of Suspects, Prospects and Sales Leads. You'll learn how to move a target company along the pipeline through to being a customer with the questions, statements and tools that should be used. This process is relevant to any sales environment

Qualifying a Sales (15 Mins - Oct 2009)

How do you objectively measure the quality of your Sales Pipeline? One simple measure or "rating" of your Opportunities can be achieved using a simple model known as the SCOTSMAN Model. In this eSeminar, (which includes interactive elements, an "offline" exercise, and a Quiz), you will learn about why Qualification is so important in the sales process. You will see, and understand the 8 areas of the SCOTSMAN model, and then perform an exercise to quickly "rate" one of your current sales opportunities using the model.

Setting Effective Meeting Agendas (22 Mins - Oct 2009)

Sales Meetings and Calls need to move the sales process forward - yet often they are wasted opportunities. In this eSeminar you will learn how to recognize a successful meeting or call, and how to set an Agenda that ensures it is successful. You will learn how an Agenda needs to vary depending on where you are in the Sales Cycle, and you will explore the Goals, Outcomes, and Benefits for Buyers that you should set and expect at for each type.

Pipeline Creation and Management (30 Mins - Oct 2009)

In sales, your Pipeline ultimately controls how successful you are. In this 30-minute eSeminar, we will introduce the component parts of a Pipeline, explain their importance, and what you need to do to ensure that you really understand what is currently guiding your understanding of Suspects, Prospects and Sales Leads. You'll learn how to move a target company along the pipeline through to being a customer with the questions, statements and tools that should be used. This process is relevant to any sales environment

Qualifying a Sales (15 Mins - Oct 2009)

How do you objectively measure the quality of your Sales Pipeline? One simple measure or "rating" of your Opportunities can be achieved using a simple model known as the SCOTSMAN Model. In this eSeminar, (which includes interactive elements, an "offline" exercise, and a Quiz), you will learn about why Qualification is so important in the sales process. You will see, and understand the 8 areas of the SCOTSMAN model, and then perform an exercise to quickly "rate" one of your current sales opportunities using the model.

Setting Effective Meeting Agendas (22 Mins - Oct 2009)

Sales Meetings and Calls need to move the sales process forward - yet often they are wasted opportunities. In this eSeminar you will learn how to recognize a successful meeting or call, and how to set an Agenda that ensures it is successful. You will learn how an Agenda needs to vary depending on where you are in the Sales Cycle, and you will explore the Goals, Outcomes, and Benefits for Buyers that you should set and expect at for each type.

Key Account Management (31 Mins - Oct 2009)

How to identify your key accounts, how to develop the relationships that are pivotal and how to penetrate all relevant areas of the account to ensure optimum delivery of revenues and profitability

Presentation Skills 1 (35 Mins - Oct 2009)

Presenting is a fundamental skill for Salespeople. In this eSeminar, delivered by a mixture of slides, audio, and interactive elements, we will guide you through the principles of good presenting. You will explote the things that make a presentation "great", and how to apply the principles to your work. You will learn the importance of, and scope of, planning your presentation, and how to structure the Opening, Middle and Closing sections. Different styles for each section will be suggested. Modules 2 and 3 will build on Module 1, however it can be used as a standalone course.

Presentation Skills 2 (33 Mins - Oct 2009)

This 33-minute module builds on Module 1, however it can be used as a standalone course. In this eSeminar, delivered by a mixture of slides, audio, and interactive elements, we will guide you through the principles of good presenting. You will explore different ways to deliver your message, and how to use your voice as a presentation "instrument". You will learn the importance of audience interaction/attention, non-verbal communication, and will learn some basic skills you can use when planning for, and handling audience questions.

Presentation Skills 3 (22 Mins - Oct 2009)

This 22-minute module builds on Modules 1 and 2 but can be used as a standalone course. We will guide you through the principles of good presenting, and some of the risks involved when technology is introduced. You'll examine common mistakes in presentation design, and look at some of considerations that need to be made when using graphics in slides. Style modifications for Technical presentations, Team presentations, and presentations involving multinational delivery groups/audiences are also discussed.

Cold Calling for Appointments (25 Mins - Oct 2009)

Cold Calling is something that is often feared by Salespeople, yet it is a necessary function of their role. In this eSeminar, we will look at the things that are needed to be successful including an understanding of your own personal metrics and activity levels. You will cover the subjects of Business Reasons, Compelling Reasons, and Getting the Appointment, all essential to a successful Cold Call. The eSeminar contains Interactive elements, and an exercise that helps you build an effective Cold-Calling “Script”.

Sales Prospecting (19 Mins - Oct 2009)

This module focuses on the process of uncovering potential customers. You will understand the importance of prospecting, have the skills allowing you to create a focused list of good quality prospects, and be able to determine the best means of reaching your prospects, once you have identified them. The module includes exercises based on your "real world", in order to underpin the theory. **NOTE - If you have an established source of prospects or a mandatory process, this module will not be appropriate**.

Telephone-Based Selling (38 Mins - Oct 2009)

This eSeminar will help you make better use of the telephone as a "selling-tool". Utilising slides + audio, interactions and exercises you will learn the benefits of the: . phone as a selling medium . importance of phone/calling metrics and how they should guide your calling behaviour . concept of and importance of data accuracy in Prospect Lists . concept of Questions, Statements and Tools that need to be used at each stage of the Sales process, and how you should measure success . techniques for working with "Gatekeepers" . introduction to Closing techniques that may be useful in a telephone-calling situation.

Buying Decision Making Unit (18 Mins - Oct 2009)

In a sale, there may be many people involved, and they may have different “roles”. This eSeminar investigates the roles that exist in a Buying Process, and demonstrates that each role player has different needs – which you must be aware of, and meet. Through a series of audio-enabled slides, an interactive section, and an exercise, 4 main role are explored. We discuss their traits, what’s important to them, how to identify them, and we end with a short discussion on influence levels.

Creating Value (32 Mins - Oct 2009)

This course looks at creating client value through understanding the buyers purchasing journey. This type of selling is ideal for those working in competitive complex sales environments where the sales person needs to help the client identify the problem, create a bespoke solution and ensure implementation runs smoothly.

Writing Powerful Sales Proposals (40 Mins - Oct 2009)

A potential customer has asked you to submit a written Proposal; great news; however, how can you maximise the impact of the Proposal? This 40-minute eSeminar, (containing Slides, Audio, Interactions, Exercises and a Quiz), clarifies exactly what a Proposal is, (and is not...). You will understand the Pre-Requisites for writing a Proposal, and learn about the major content areas within the document. You will learn about the importance of the Review stage, the all important Submission stage, and appreciate that the post-Submission stage can also be important.