Sales Training

Just like in sports, the distance between success and failure in sales is very small. Even the best product and services don't sell themselves, you must have skilled sales people to do it for you. Just like in sports, the best sales people train a lot in order to stay on the top.

THE FOUNDATION

All other sales skills depend upon it.

Knowing how to sell or book meetings via the phone, with the first 15 seconds of the conversation always being critical. Knowing how to structure and lead a sales conversation, via the phone or across a table. The ability not only to ask the right kind of questions, but asking questions the right way. The skill to handle objections intelligently. The competence to present selling points convincingly, and with the strategic smartness that makes you unique compared with competitors. Mastering the art of demonstrating the (added) value of what you are selling. Having the courage and the intelligence to ask for the order at the right time.

The best sales people in the world always go back to "The Foundation" to brush up their knowledge and then train, train and train again.

Sales methodolgy comes in addition to the above. So does having the right mindset and finding the right approach. That having been mentioned, there are many talking about Challenger Sale these days, but obviously there are some confusion about what it is. Get a quick introduction here.

PRESENTATION SKILLS

Moving from mediocrity to excellence.

It is unfortunately true that a bad presentation can kill the sale you have worked so hard to get. Too many presentations are terribly boring, contain too much information and are given by someone resembling a statue. Let us teach your sales people how to plan and execute winning presentations, tailored for the audiences, the occasions and the rooms in which they are held. Let us teach them how to move, how to talk, how to create interest, how to tackle nervousness, how to connect with the listeners, and how not to be dependent upon PowerPoint!

So many wish they could be the entertaining, witty and dynamic speaker that only a few have the capability to become. But by understanding yourself, you can work to become a powerful and convincing presenter who base your excellence on your personal strengths.

NEGOTIATIONS

The best prepared almost always win.

The skills successful negotiaters use are not magic, they can be learned. Among other things it involves the ability to analyse the situation, knowing one's position and what value that which you have will have for the other, finding out what the other party really wants (as opposed to what they say they want), choosing negotiation strategy and keeping the flexibility to change it underway, avoiding certain traps, and tailoring your approach to the other's personality profile.

Successful negotiaters have a positive attitude. They are able to view conflict as normal and constructive. They have the courage and confidence necessary to challenge others and initiate a positive negotiation.

And of course, successful negotiations in sales depends upon the sales rep already knowing and practising "The Foundation" (see above).

COMPLEX SALES

Finding your way in unknown territory.

In contrast to sales where the time between contact and contract is measured in minutes, there are sales processes taking months and years. In such cases, what the customer is about to buy is very often mission critical for his/her company, and the sales team is up against multiple people in the other organisation, some of whom you will never get to meet. These people have different roles, different mindset, different views regarding the need to purchase, different (hidden) agendas and different attitudes towards you. The complexity of all this calls for a planned and structured approach.

There are smart ways and less smart ways to find your way through this jungle, and to finally end up as the winner. We can provide the methodology and the tools that go with it in order for your organisation to win such sales far more often.

blomlie@enablers.no (Mobile: +47 9014-9879)
kristian.saeterhaug@enablerstraining.no (Mobile: +47 922 69 255)