Everything you need to know about selling more effectively in a recession

In todays current climate where competition is tough, customers are scarce and profits are tight the motivation and skills of your sales team are more critical than ever to your continuing success.

The converse however is that, for those companies smart enough to invest in their staff, this is a great time to get in shape.    To help you do this, two of the South Coast’s leading sales trainers, Gavin Meikle and Maureen Scott have teamed up to provide an amazing day of sales training for a bargain price.

Session 1: Convert and Close
Practical techniques for improving your convertion ratio.

There are still too many people out there who have the wrong idea about selling.  They think of it as a “TELL SELL” process where the salesman just makes an appointment to see the client then spends most of his or her time presenting the features and benefits of their product or service. This turns selling into a numbers game and the  result is a low appointments to sales ratio which is expensive, demoralising and unsustainable.

The most effective and successful salespeople understand that most selling starts by building a relationship and then uncovering what the customer really needs and wants.   Only when you understand the client are you realistically in a position to recommend how your product or service can solve their problem and give them what they want.   This approach leads to a much higher sales conversion ratio and greater profitability.

Session 2: Taming the telephone
How to sell successfully over the phone.

The telephone can be a powerful sales tool if it is used effectively however many people find it a challenge.  Even experienced sales professionals can falter when it comes to picking up the phone and closing the deal.
This workshop will focus on two key aspects of  using the telephone.

  • Making sales appointments over the phone
  • Following up on face to face sales calls

Who is this workshop aimed at?

  • Those new to a consultative sales role.
  • Experienced consultative sales people who’s results are not what they used to be.
  • Those new to managing sales people

What will the attendees learn?

  • How to build rapport with a broad range of client types
  • How to uncover thier prospective client’s real needs
  • How to tell the difference between needs and wants
  • How to use the SAQ model to structure their recommendations and proposals in the most effective sequence
  • How to turn  objections into additional sales opportunities
  • How to  turn telephone gatekeepers into allies
  • How to “conquer the fear and find the fun” when using the phone

Where and when is the course?

Dates: The course is running twice in September 2009 on  Wednesday 16th and Friday 18th

Venue: Brookfield Hotel, Emsworth

Timings: Coffee and registration 9am    Session 1- 09:30-12:30  Session 2- 1:30-16:30

How much does it cost?

Book one place for just £150 +VAT inclusive of course notes, lunch and refreshements

Book three or more places at the same time and pay just £120+VAT per delegate.  That’s saving a whopping  20% on each place.

How do I book?

NB: As this is an interactive course places are limited so early booking is advised!

By phone:  Contact Maureen on 07730 259015

by email: Download the booking form here complete it and email to maureen@mascott-training.co.uk