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 where you can check either True or False. You can navigate backwards and forwards to review…

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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 be able to scratch the surface here. But there are a few things we focus…

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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 write them is that you are going to give them free publicity! As we have…

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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 opportunity to overcome objections. And so the more objections there are, the more interested the…

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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 for your clients? For a successful sale you must ensure your client really understands what…

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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 in the buying process been identified and qualified? You have probably seen those TV shopping…

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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 when actually they see you in a niche, fulfilling a particular ranging requirement, when in…

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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 image of what life will be like after they have bought your product. So now…

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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 will draw up your skeleton presentation plan. Looking back to lesson 4, your research will…

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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 with competitors’ relative strengths when speaking to your prospective clients. One of the most important…

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