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Services Seta accreditation number (0627)

Principle-based Selling

Introduction

Often, when we employ sales people we look at their personality and how “likeable” they are. Most people have the ability to sell themselves, but do they have the ability to sell your company or product?

Selling is a learned skill. No-one is born a salesperson. They may have the looks, personality, tenacity etc, but the skill of selling is learned.
 
A sale does not happen. A sale is built. Just like a building, if it is built on a good foundation, it will outlast the builder. The objective of the sale is not to get a one time deal, but to build a long term client, who stays loyal to your company long after the salesperson has gone.

This program is designed to take salespeople at all levels of experience, and allow them to learn how to sell to the needs of a client ( some of which the client may not even be aware), and thereby build a long term relationship with the client.

Outcomes

At the end of this course participants will have learned how to:

• Communicate effectively

• Listen actively with empathy and understanding

• Deal with conflict

• Manage change and diversity

• Enhance their flexibility

• Enhance their tolerance

• Maintain / improve their personal attitude

• Cope with stress

• Use others strengths to supplement their own weaknesses

• Identify a customer’s dominant buying motive

• Apply a seven-step structure to building a sale

• Keep a prospecting bank  

Structure  

Management

It is essential that the sales manager/s be on the sales training. This is to ensure that the processes taught can be coached and inculcated effectively.

Delegates

A minimum of 5 and a maximum of 15 delegates per course can be accommodated. In order to achieve a certificate all delegates are expected to attend all the sessions. No exceptions will be made.

Duration

The total course duration of 4 days is structured over an extended time period to ensure the transferal of skills. The initial 2 days are conducted as an intense and experiential workshop. The last 2 days are structured over a 2-month period scheduled at monthly intervals.

These workshops are designed to allow the delegate the opportunity to bring back "real-life" case studies, of their experiences using the techniques learned on the course, and to then have them evaluated and fine-tuned in order for the delegate to have the maximum possible learning experience. These follow-up workshops also allow the delegate to accumulate a body of evidence as to their competency.

Facilities

All normal training room facilities will be provided by the suppliers of the venue. The training room and facilities are for the client's account.

Client Comments

Dear Mark,

On behalf of Sabinet Online and all our sales staff I would like to extend a word of thanks for the sales training your gave us during the months of August to October.

The content of the training and the professional manner in which you presented it has contributed greatly to our sales efforts. You enabled us to change our total attitude and approach towards sales to the extent that some staff even commented that it feels as if they are working for a completely new organization. Best of all is that our new focus and efforts, based on your guidance, are indeed starting to show results. The team is also confident of our future successes, knowing that we are on the right track.

Your prospective clients are most welcome to contact me or one of my staff for more detailed information on our excellent training experience.

Yours sincerely,
Pierre Malan
Director: Client Services Sabinet Online