Key Topics Covered:
  1. Overview and History of Selling.
  2. Qualities of Top Performing Sales People.
  3. Sales Planning - the secret to winning more sales.
  4. Maximizing your Selling Time.
  5. The Importance of "Sales Process". How will it help you improve your performance permanently?
  6. Details of a 6-Step Sales Process.
  7. Intensive discussion of:
    a.   Prospecting Techniques.
    b.   Qualifying Activities.
    c.   Needs Analysis / Information Gathering.
    d.   Solution Presentation.
    e.   Winning the Sale.
    f.   Post Sale / Customer Care / Finding the Next Order.
  8. Applying what you have learned to your most important customers and sales opportunities.
Preparation: Participants should come prepared with the details of two specific deals they have in progress.

Fee: $895 plus taxes.


F ee: $895 plus taxes.

Location:Toronto (GTA)Dates:TBA (Call and register your interest) Course Objective and Content: Get more out of your "selling day". How to use your selling time to maximum benefit to your customer, your company, and yourself. Key Topics Covered:
  1. What is Time Management? How good are you at doing it?
  2. Why do some people do it so poorly?
  3. How valuable is your selling time? Can you afford to waste any?Who controls how you spend your time?
  4. Why is planning important?
  5. What kinds of plans are necessary for short- and long-term success in sales? Examples and discussion.
  6. Group exercise in planning / scheduling to maximize selling time.
  7. What are the differences between Urgent and Important activities? On which do you spend most of your time?
  8. Strategies and tactics to improve how to use your selling time to maximum benefit.
Preparation: Attendees are asked to bring examples of their planning material and daily action lists. (CRM output is OK).
Optional: Read the chapter on Habit 3 of Stephen Covey's "The 7 Habit's of Highly Successful People".Fee: $495


Course No. & Name

230 Better Sales Presentations

II. Intermediate Sales (About 2 to about 5 years experience)
Duration:2 days (9 to 5 daily)Location:Toronto (GTA)Dates:TBA (Call and register your interest) Course Objective and Content: This interactive program will provide the chance to learn and to try-out new ideas and skills to improve the quality of your face-to-face sales message and the way you present it. (Limited to a maximum of 8 participants). Key Topics Covered:
  1. What do you need to know before you show up to deliver your Sales Presentation?
  2. What should a good Sales Presentation consist of?
  3. What makes your presentation interesting or uninteresting to your customer? How believable and compelling is it?
  4. Effective staging. How to stand and move.
  5. Use of audio-visuals, props, and other presentation aids.
  6. How do you establish and keep rapport with your audience?
  7. How do you handle a negative audience member?
  8. Is is appropriate to try to "Close the Sale" at the end of your presentation?
Preparation: Particpants are asked to bring a standard or recent presentation they have delivered or are planning to deliver. Fee: $995