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Sale training courses and schools
Sales Management and Skills

School: Mondale IT Solutions Ltd.
[All Courses]

Key Account Selling
Course Format: Classroom
How to reach the decision maker Speak the Financial Directors language How to add value to a solution Perform a return on investment analysis to justify capital expenditure How to determine business strengths and weaknesses The five most common key account strategies Understand customer delivered value Calculate and present the Net Present Value of a solution How to approach dis...
 

Selling Value Added Solutions
Course Format: Classroom
How to ask open, Closed and reflective questions The T.U.R.N. questioning technique Turn customer problems into explicit customer needs How to confirm the result of the customer continuing with the problems How to construct a proposal which provides a complete solution How to present a winning solution How to handle the most common sales objections
 

The Basic Principles of Selling
Course Format: Classroom
Setting business and personal goals Pre-call research and prospecting Introductions and keeping control The use of questioning and active listening techniques Understand what it is that customers buy Use of demonstrations, brochures and visual aids How to sell solutions and not products Anticipating the objections and working up strong responses How to handle objections Recogn...
 

Call Centre Skills
Course Format: Classroom
Call control, questioning techniques of voice and vocabulary. How to handle stress in the call centre How to deal with difficult customers The correct way to receive an inbound call How to screen and transfer a call The correct way to handle customer complaints How to handle abusive language Build a fast rapport on the telephone The use of positive strokes How to improve the c...
 

Sales Awareness for Non-Salespeople
Course Format: Classroom
Contribute directly to customer retention and loyalty Recognise and maximise sales opportunities Questioning and listening skills Customer needs identification Identify, prevent and deal with communication breakdowns Deal skillfully with customers and non-technical colleagues Up-sell and cross-sell products and services Develop an implied need into an enquiry Offer simple soluti...
 

Understanding Body Language
Course Format: Classroom
The definitions, principles and benefits of body language Identifying your own thinking preference and that of others Developing flexibility and creativity in rapport building Using mirroring techniques The handshake Reading pupil dilation Use of seating positions Using body language to relate confidently to all types of people Using posture, voice patterns and tone to communica...
 

Negotiation Skills
Course Format: Classroom
The process of negotiation Understanding people and their motivation How it differs from selling The stages of negotiation Preparing for negotiation Negotiation tactics/strategies The five golden rules of negotiation How to negotiate alone and in teams Buyer’s tactics The principles of the win win thing Closing the sale Observing body language
 

Building Team Spirit
Course Format: Classroom
The stages of team development The basic principles of management and motivation Assessment of your own leadership style Barriers to effective communication and group decision making Projects Include: The Millennium Bridge, a team challenge The Eggspurts v The Eggshibitionists, a challenge in brinkmanship Hole in a Postcard Red Herring, participants have to guess who did what in...
 

Business Presentation Skills
Course Format: Classroom
The use of icebreakers How to establish aims The planning process Making a good beginning and end How to prepare to perform presentations How to use visual aids Room layouts How to use voice projection How to keep control How to encourage feedback How to recognise and use non-verbal signals
 

Stress and Time Management
Course Format: Classroom
Understand stress what it is and how does it happen? The illusions which now surround the concept of stress How to recognise the root cause of all forms of stress The signs, symptoms, causes and triggers of stress How to identify Key Result Work Areas and set SMART objectives How to prioritise and plan work How to deal with email overload How to best organise a work area How to ...
 

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