the ultimate training for Sales Professionals

We want to increase our sales revenue.

I know that 'people buy people'. How can I help my sales people build first class relationships with their 'different' customers?

We need a solution which is practical and long-lasting which we can use in internally long after the training is over.

Successful Sales Persons are not experts on how to link a Needs Analysis
to a Tour or how to overcome the price objection. Their expertise lies in their
ability to gain the trust and confidence of prospective members, understand
true needs and in many cases how to 'fill the sales funnel'. The Sales Profession
demands excellence in interpersonal skills and this can only begin with a clear
understanding of your own communication style and dominant psychological
preferences. The 'Colourful Connections' modules take the sales
person on a journey of self discovery and creates practical solutions for
conducting membership sales where prospective members are sold to in a
style they prefer................. the key to successful sales relationships.

The Colourful Connections - Professional Sales Training, is a flexible, modular programme of development for membership sales advisors and sales managers. Workshops are designed to give sales professionals the practical skills necessary for relationship based selling in a competitive market.

Modules 1-3 are essential, building the foundations for all subsequent learning. Thereafter, clients can select from the remaining modules, all of which can be customised according to your specific objectives, to compliment your existing sales model and time available.

The Insights Discovery Profile and Effective Selling Chapter are integral to the programme allowing individuals to explore their unique preferred selling style and how this will effect their performance at each stage.

 

Who is this for?
All Membership Sales Advisors, Sales Managers and companies
with already basic sales processes and systems


Modules available
those with an * form part of a typical 4 day training model

CORE PROGRAMME
#1 - Introduction to Colourful Connections*
Introduces the Colouful Connectins Programme
#2 - It All Begins With You*
Uses the Insights Discovery Profile to explore participants' individual sales approach
#3 - Connecting with Colourful Customers*
Understanding prospective member motivators and creating a framework for enhanced interaction for maximising sales success


PART 1: Before the Sale Begins
#4 - The Process of Selling*
Helps participants communicate their abilities within the sales process
#5 - Positive Thinking Results in Positive Actions
Teaches participants how to develop disciplined thinking to drive towards desired outcomes
#6 - Creating Personal Impact*
Explores how to create positive impressions and how to develop a personal brand
#7 - Setting Sales Objectives
Working S.M.A.R.T.A
#8 - Organising Your Time
Aligning you activities with your sales objectives
#9 - Call Management Strategies
Approaching a call and assessing performance afterwards
#10 - Market & Competitive Analysis
Analysing the market and competitive forces within it
#11 - Strategic Corporate Account Management
Teaches a variety of key strategies and tactics that help in getting and keeping key or major corporate membership accounts
#12 - Area Management
Develops an understanding of area/territory management - treating an area like a business
#13 - Purposeful Prospecting
Explores prospecting techniques


PART II: Identifying Needs
#14 - Powerful Listening Skills*
Teaches participants to listen proactively
#15 - The Art of Questioning*
Developing the ability to ask clear questions


PART III: Proposing Solutions
#16 - Selling at All Levels
Creating a network of prospective member contacts
#17 - The Power of Influence
Understanding the power of influence - six key factors
#18 - Making Effective Proposals
(Corporate Sales) Making your written presentations presentable
#19 - Powerful Presentations
Improving one to one and group presentations (ideal for pre-sales)


PART IV: Dealing with Buying Resistance
#20 - Negotiating Like a Professional
(Corporate Memberships) Closing the gap like a professional
#21 - Dealing with Competitive Pressure
Dealing with competitive club pressure with proven techniques
#22 - Dealing with Buying Resistance (Objections)*
Anticipating, identifying and responding to objections


PART V: Gaining Commitment
#23 - Understanding how and when to close*
Closing in a timely and effective manner


PART VI: Follow Up and Follow Through
#24 - The Importance of an Ongoing Relationship
Shows how follow-up and doing little things goes a long way



For more detailed information on the above modules, to a view a comprehensive example of 4 day programme or a review of your sales training requirements and investment prices please Contact us...