Telephone Sales Skills

Duration: 1 day  | Maximum group size: 12 people

Course overview

Ideal for employees working in a busy telephone sales environment. This training course can be tailored to cater for those tasked with making appointments, maximising incoming opportunities or making outbound sales calls.

Who would benefit from attending?

Telephone sales professionals who are required to sell directly or make sales appointments for field based staff.

Core development objectives covered

• Understanding the sales process

• Identifying different buyer types

• Planning & research for the call ~ producing call plans / objectives

• Effective questioning & listening skills

• Professional telephone techniques

• Exploring the needs of a customer

• Creating powerful & compelling sales stories

• Presenting strong benefit statements

• Handling objections effectively

• Pre-framing customer objections

• Closing the sale ~ gaining agreement

• Professional follow up procedures

Other related subjects you may be interested in viewing

Maximising Incoming Sales

Handling Objections & Closing Skills

Delivery methodology

Futureproof’s training workshops require all delegates to take a full and active role throughout. Our mix of trainer led discussion, facilitation, coaching and skills practice ensures that all delegates enjoy an interactive and supportive learning experience.

Just a thought……

We all need a little inspiration and motivation sometimes to re-shape our attitudes and our actions, and keep us on the road to success. Seasoned sales professionals have to learn early on how to maintain a thick skin and a positive attitude. A great way to keep both yourself and your sales team motivated, especially during tough times, is to remind them of why they do what they do, the impact their efforts have on others, and how to stay resilient.

High Impact Presentation Skills

Duration: 1-2 days  | Maximum group size: 8 people

Course overview

The content of this course is pitched at experienced presenters who are looking to develop the skills and behaviours to deliver truly compelling presentations. Delegates will explore how they can have a real impact by displaying a powerful mix of communication and persuasion that fully engages their audience.

Note: Prior to attending this presentation skills workshop delegates will be required to prepare a presentation to deliver on the morning of day one.

Who would benefit from attending?

Those who have already mastered the fundamentals of presenting and who now want to deliver more powerful and persuasive presentations. The content of this course can also be tailored to support employees who are ask to present at public events and conferences.

Core development objectives covered

• Developing personal presence

• Building powerful messages, themes and topics into your presentation

• Structuring key messages in a clear and coherent order

• Opening & closing your presentation with memorable statements / actions

• Combining the power of influence, communication & body language

• Improve your vocal tone, pace, clarity and quality

• The power of the visual aid

• Audience management – delaying / deferring / deflecting

• Handling Q&A sessions professionally

• Remaining calm, centred and in control during presentations

Other related subjects you may be interested in viewing

Making Meetings Work

Personal Impact & Influence

Delivery methodology

Futureproof’s training workshops require all delegates to take a full and active role throughout. Our mix of trainer led discussion, facilitation, coaching and skills practice ensures that all delegates enjoy an interactive and supportive learning experience.

Just a thought….

“Speech is power. Speech is to persuade, to convert, to compel. It is to bring another out of his bad sense into your good sense.” – Ralph Waldo Emerson

“Effective communication is 20% what you know and 80% how you feel about what you know.” – Jim Rohn

Effective Presentation Skills

Duration: 1-2 days  | Maximum group size: 12 people

Course overview

This course will provide delegates with the confidence to prepare and deliver thoroughly professional business presentations. They will learn the importance of identifying clear presentation objectives and how best to engage and communicate these to their audience.

Note: Prior to attending this workshop delegate will be required to prepare a presentation to deliver on the morning of day one.

Who would benefit from attending?

Ideal for sales professionals who want to learn the structure and preparation required to confidently deliver sales presentation to small groups of people. The content and focus of this course can be tailored to reflect the specific requirements of your business.

Core development objectives covered

• Selecting the correct style of presentation

• Characteristics of an effective presentation

• Planning, preparation & structure

• Building your presentation around the needs of your audience

• Writing a strong opening & delivering key messages

• Using visual aids and handouts effectively

• Physical delivery & maintaining confidence

• Making the most of your voice & body language

• Keeping your presentation natural & personable

Other related subjects you may be interested in viewing

High Impact Presentation Skills

Making Meetings Work

Delivery methodology

Futureproof’s training workshops require all delegates to take a full and active role throughout. Our mix of trainer led discussion, facilitation, coaching and skills practice ensures that all delegates enjoy an interactive and supportive learning experience.

Just a thought…..

“There are three things to aim at in public speaking: first, to get into your subject, then to get your subject into yourself, and lastly, to get your subject into the heart of your audience.” – Alexander Gregg

“Designing a presentation without an audience in mind is like writing a love letter and addressing it to who it may concern”. Ken Haemer

Managing & Leading a Sales Team

Duration: 2 days  | Maximum group size: 12 people

Course overview

This course is ideal for new Sales Managers or for Sales Managers who are currently in a management position but are yet to receive any formal training. Delegates will learn how managing and leading effectively can draw the best out of others. Delegates  will look at the actions required to develop a team culture that is focused on attaining and sustaining consistently high levels of sales performance.

Who would benefit from attending?

This course is for Sales Managers who want to build confidence managing team dynamics, providing clear performance objectives and ensuring that performance can be effectively measured and evaluated.

Core development objectives covered

• The role & responsibilities of a Sales Manager
• How to get the best out of others
• Understanding team / individual motivation
• Team dynamics & different personalities
• Managing remote / hybrid sales teams
• Developing an effective communication strategy
• Understanding personal motivation
• Recognising different management styles
• Motivated – why? De-motivated – why?
• The role of a Sales Manager in managing performance
• Setting sales targets & goals
• Communicating team & individual targets / KPI’s
• Developing sales tactics & call hooks (Valid Business Reasons)
• Setting SMART objectives
• Monitoring & evaluating progress
• Measuring & monitoring sales performance
• Giving developmental feedback
• Ensuring feedback is linked to observable behaviour
• Keep feedback timely & objective
• Handling difficult conversations (under performance)
• The importance of taking a proactive approach
• Preparing for difficult conversations
• Formal & informal options to improve performance
• Developing an action plan
• Support & development options available

Other related subjects you may be interested in viewing

Setting Clear Performance Goals & Expectations

Teams & Team Performance

Delivery methodology

Futureproof’s training workshops require all delegates to take a full and active role throughout. Our mix of trainer led discussion, facilitation, coaching and skills practice ensures that all delegates enjoy an interactive and supportive learning experience.

Sales Negotiation Skills

Duration: 1-2 days  | Maximum group size: 12 people

Course overview

This course will give delegates the confidence to know when the sale is made and when the negotiation process starts. They will understand the importance of preparation and a structured approach when conducting negotiations, whilst always looking to achieve a win:win outcome.

Who would benefit from attending?

Sales professionals who want to gain the core skills and confidence required to conduct effective customer negotiations.

Core development objectives covered

• What type of negotiations do you enter into?

• The structure & key stages of negotiations

• Essential communication & influencing skills

• Identifying when the negotiation starts

• Controlling when the negotiation starts

• Preparing your meeting strategy & tactics

• How to exchange concessions without giving them away

• Understanding the bargaining process

• Personal confidence & avoiding manipulation

• Proposing win:win terms / outcomes

Other related subjects you may be interested in viewing

Advanced Negotiation Skills

Handling Objections & Closing Skills

Delivery methodology

Futureproof’s training workshops require all delegates to take a full and active role throughout. Our mix of trainer led discussion, facilitation, coaching and skills practice ensures that all delegates enjoy an interactive and supportive learning experience.

Just a thought….

Successful negotiation is not about getting to ‘yes’; it’s about mastering ‘no’ and understanding what the path to an agreement is. Conflict is good in a negotiation process… So much of life is a negotiation – so even if you’re not in business, you have opportunities to practice all around you.