Lessons

Develop a sales plan

7

Welcome to our course on sales performance. Successful sales people bear in mind their audience, their potential buyer or purchaser. This course will help you to get into the mind-set of a buyer, as it is written by a professional … Continue reading

Review your Competition

10

One of the most important things for a salesperson is to know and understand the market in which they are operating. We will learn to review the market, and your competitors, carry out a SWOT analysis and acknowledge and deal … Continue reading

Are your Selling Points Unique?

11

We will review your USP’s and expand the points as you would when talking to a client. Refer to the Value the USP offers the client, mention the features and benefits and review the benefits for the client. Then we … Continue reading

Working on your Presentation

12

Now we will hone your outstanding presentation, which is packed with facts about your offer v your competition, and demonstrates you deliver EXACTLY what clients need. You can close the deal if your presentation is good. Learn to create an … Continue reading

Understanding your client

13

Learn how to think “outside the Box “to increase your sales. You already know most of your clients and their business needs. But do you? Perhaps you should challenge a few perceptions. Do you think you know what they need … Continue reading

Qualifying Clients

14

If your prospective client doesn’t want to buy your product from anyone, then the client has not been correctly qualified. How can you retrieve the situation? What are the four steps in qualifying a lead or prospect? Have the influencers … Continue reading

Why do people buy things?

15

People buy things not because they want the thing itself, but what it can do for them. People don’t buy a TV, they buy the programmes they want to watch in the best format available. What can your product achieve … Continue reading

Why you should Welcome Sales Objections

16

A successful sales person welcomes objections, because they see them as an invitation to sell. If the client was not interested they would not be asking questions, would they? View an objection as the client thinking aloud, offering you the … Continue reading

Getting great testimonials

17

Testimonials make fantastic supporting material and can form an integral part of your presentation. What format should they be, where will you display them? We will help you design the content of your testimonials, and the bonus for clients who … Continue reading

Presentation skills

18

Now you are in a great position to polish the presentation that will close any sale, as long as your presentation skills are up to the job. This is a huge topic in its own right and we will only … Continue reading

Market Research

1b

Market Research is key to a new business becoming a profitable entity. It anticipates and minimises risk, identifies potential customers and helps ensure success. Only about half of new small businesses will survive 5 years. To ensure yours is a … Continue reading

Developing a Business Plan

2

Most people starting a new business will need to develop a formal business plan in order to access finance. But actually it is a very good discipline in itself to have an up to date business plan, whether you are … Continue reading

Company Structure

3

The Company structure you select for your business is critical. It influences the Director’s personal liability, the ability to raise funding, impacts the liability for tax and the paperwork required. Learn which structure is the best for you, as we … Continue reading

Directors Duties

4

Do you understand the implications of accepting a directorship? Directors are personally liable for actions or omissions, can be disqualified from acting as a Director and can be made personally liable for the company’s debts. Did you know that as … Continue reading

Managing your Cash Flow

6

Profitability is important in the long run; in the short run, cash flow has to be carefully managed to avoid running out of cash and potentially being forced into liquidation. What processes can you put in place to manage the … Continue reading

Sales Performance Quiz

23

This quiz is designed to test your knowledge of the contents of the Sales Performance Course, part of the Management Skills series of courses. These quizzes are designed to improve your Management and Business skills. There are ten questions some … Continue reading

Starting a Business Quiz

22

This quiz is designed to test your knowledge of the contents of the Starting a Business Course, part of the Management Skills series of courses. These quizzes are designed to improve your Management and Business skills. There are ten questions … Continue reading