To succeed in this environment, the sales person must not only have a good depth of product knowledge and motivation, they must also thoroughly understand the primary motives of their customers and tailor their presentation accordingly. The successful sales person must be constantly looking for and creating opportunities to professionally present their product and add value to every interaction.

This program uses our proven selling platform of P.I.O.S.M.A. This builds a flexible sales structure with successful outcomes through planning, interpersonal and qualifying skills, handling objections, closing and timely administration.

Ideal for the experienced sales person as well as the individual just entering this exciting profession.

A practical and interactive workshop to understand certain financial management concepts and skills. Topics covered will include the Balance Sheet, Profit & Loss, Cash Flow Statement, Performance Indicators, WACC, NPV, IRR and break-even analysis. This will enable participants to predict and measure the financial performance of their sales and marketing responsibilities and more confidently present at executive level.

This program is very relevant to those sales and marketing individuals serious about their career and building their credibility across other functional areas and at Board level.

How much easier life would be if people communicated and behaved in the same manner. It would also make sales predictable and boring. Fortunately, customers are different and it is important to recognise those behavioural differences for effective communication and selling.

In this interactive one-day program we concentrate on the communication process, advanced questioning and listening skills, the four communication / behavioural styles, handling the different styles, adaptive selling and communicating for a win / win situation.

Managing sales people is like raising children! They want a framework and direction, values and development, attention and encouragement, a role model and coach. There's also rivalry, conflict and strong emotional appeals to justify actions. Apart from that, managing a sales force and getting the best out of them is easy.

We recognise the peculiarities of managing these people and focus on defining sales strategies and goals, price/profit relationship, leadership, motivation, problem solving, handling conflict, coaching and counselling for high performance. People who will benefit most are those who have, or are about to have sales people reporting to them.

It is 11 times more expensive to sell to a new account than it is to an existing one. Your most important accounts need special attention to provide unique propositions to each of them. High performers understand their customer's business and the arena in which they operate, they know the business cycles, strategies and goals as well as the 'movers and shakers' in each account.

This program focuses on executive selling, the buying process, decision criteria, need recognition, satisfying concerns, organisation structures, people power, assessing your chances and developing the account.

The aggressive, self centred sales person no longer has a place in today's sophisticated, demanding and client centred world. Recognising this, we concentrate on needs analysis selling to understand the client's desired outcomes, which produces the benefits to buy for mutual satisfaction.

We place emphasis on planned selling and using existing social skills for assertive behaviour, rather than promoting aggressive sales techniques.

Our surveys revealed that retailers considered 6 out of 10 representatives were a waste of time. Why? Because they did not understand their business and were only interested in getting a product into the store. Retailers are not interested in keeping your product, they are only interested in selling it - so show them how they can move it 'the last three feet'.

This program focuses on category management, the seven retail variables, the role of the representative, communicating effectively, the planned call, the sales presentation, obtaining orders, the regular service call and merchandising effectiveness.

When the store is open, every day is a performance. But rather than the salesperson being the centre of attention, it is the customer we should focus on.

Skills learned include personal presentation, store cleanliness, greeting customers, benefit selling, obtaining the order, selling addons, encouraging the customer to return.

If you don’t know where to go for maximum returns, then a lot of those sales skills are wasted.

This program applies good business practises to increase effectiveness, efficiency and productivity; to work smarter.

The focus is on scoping and planning one’s territory, sales forecasting, defining the A. B. & C. accounts, best calls to get results, return on time invested, ways to maximise selling time and minimise time wasters.

This one-day program is ideal for the sales person who has to self-manage themselves and their territory (geographic or industry) in the limited time available.

Mark up, Margin, what’s the difference? Even some retailers don’t know, but make sure your sales people do.

This one-day, intensive, interactive and high content program concentrates on the fundamentals of retail profitability, mark ups, margins, price and volume recovery, price points for desired margins, profit and break-even.

It shows participants the impact of their decisions and gives them confidence to present deals in a commercially astute manner for improved sales – selling value, not price.