WORLD CLASS

PROFESSIONAL SELLING

IMPROVE YOUR SALES TEAM'S RESULTS


"WORLD CLASS" IS NOT AN ASPIRATION - IT'S A NECESSITY 

My WORLD CLASS PROFESSIONAL SELLING Programme addresses

the full A-Z of Professional Selling.

 

Enabling your Sales Professionals to BEAT THE COMPETITION, SELL MORE, NEGOTIATE BETTER DEALS and DEVELOP LONG TERM, PROFITABLE, BUSINESS PARTNERSHIPS with clients and customers.

 

Choose the topics you require from the Module descriptions below, or select them all to provide your Sales Professionals with the COMPLETE Sales Toolkit.

 

The Programme will be customised to your Sales Team's needs

and to the market in which they sell.


PROGRAMME DELIVERY OPTIONS

World Class Professional Selling is an intensive Programme that can be run over 3, 4 or 5 consecutive

days - the longer the Programme, the more skills and confidence development opportunities

are included, and the more business development planning will be done.

 

It can be split into day long Programmes, and one day run each month, over several months.

 

Modular approach - select whichever Modules you require and run them as half days.


FULLY

CUSTOMISED FOR YOUR COMPANY!

The Programme will be fully customised so that the content is related specifically to the market in which your Sales Professionals sell.

 

I can liaise with the participants, to gain insights form them about the particular challenges they face and what they would like to address.

BUSINESS

DEVELOPMENT PLANNING!

Programmes are run "Workshop style". So the direct application of the skills and techniques addressed is planned during the Programme.

 

Your Sales Professionals come away with a practical Business Development Action Plan and strategies ready for immediate application.

DEVELOPS

SKILLS &

CONFIDENCE!

In addition to providing the skills and techniques necessary for achieving great sales results, my Programme also develops confidence.

 

This means confidence in applying the skills and techniques.

 

I also share how to develop inner strength and a winning mind set.

THE FOCUS

IS ON

RESULTS!

Effective selling is about getting results and establishing long term, profitable, business relationships.

 

World Class Professional Selling is designed to provide

your Sales Professionals with everything they need to make great sales results happen.


WORLD CLASS PROFESSIONAL SELLING

HOW TO ESTABLISH LONG TERM, PROFITABLE,

BUSINESS PARTNERSHIPS WITH YOUR CLIENTS & CUSTOMERS

GETTING ORGANISED

& READY TO SELL

RESEARCH - TARGETTING - SELF MANAGEMENT 

Profile of the World Class Sales Professional.

 

Self-belief – techniques Olympic Gold Medalists use for gaining competitive advantage.

 

Knowing and loving your product / service.

Understanding your competition.

 

Managing with precision each stage of your Sales Cycle.

 

Maximising your selling time.

Developing a high quality Pipeline.

 

Using CRM Systems and Sales Support Tools effectively.

 

Targetting - defining who will be you selling to.

 

SELLING SKILLS & TECHNIQUES

NON COERCIVE - VALUE SELLING

Value / Solution selling - what is is / why it make sense / the stages involved.

 

Developing your "Value Proposition".

 

Turning product / service features into benefits that meet your client’s / customer’s needs. How to share information about these benefits in an engaging way.

 

Responding to questions.

 

Overcoming objections and sticking points.

 

Responding to buying signals.

 

Re-framing - for you and for your client / customer, to identify the upsides and solutions.

 

Using positive, infectious language to engage your client / customer, and to progress the sale.

 

Asking for business - when and how.

 

Closing the sale, in a non-coercive way.

 

Recognising the "Magic Window" that opens during the close, and providing additional value to increase the deal size.

INFLUENCING

THE PSYCHOLOGY - THE TECHNIQUES

Value / Solution selling - what is is / why it make sense / the stages involved.

 

Developing your "Value Proposition".

 

Turning product / service features into benefits that meet your client’s / customer’s needs. How to share information about these benefits in an engaging way.

 

Responding to questions.

 

Overcoming objections and sticking points.

 

Responding to buying signals.

 

Re-framing - for you and for your client / customer, to identify the upsides and solutions.

 

Using positive, infectious language to engage your client / customer, and to progress the sale.

 

Asking for business - when and how.

 

Closing the sale, in a non-coercive way.

 

Recognising the "Magic Window" that opens during the close, and providing additional value to increase the deal size.

PRESENTATIONS THAT GET RESULTS!

RELEVANT CONTENT - DELIVERY THAT HITS THE RIGHT SPOT

Preparation is King! Critical steps to take.

 

Understanding your audience’s needs.

Structuring your presentation.

 

Developing engaging, relevant PowerPoints.

 

Creating impact through your words and non verbal behaviour.

 

Delivery skills and techniques to connect with your audience.

 

Handling audience questions and objections.

SECURING THAT CRITICAL

APPOINTMENT

RESEARCH - TARGETTING - SELF MANAGEMENT 

Identifying, researching and targeting quality accounts.

 

Getting inside the head of your client / customer and understanding to appreciate their likely pressures and needs.

 

Loving your client / customer - seriously, this is important - what it means in behavioural terms.

 

Cold calling by phone - what to say to get that crucial appointment.

 

Emails – what to write to gain attention and get a response.

Using Social Media to reach the individuals and groups you have targeted.

Networking your way to success.

Strategies for reaching the decision makers.

CONDUCTING EFFECTIVE SALES MEETINGS

OBJECTIVE SETTING - MANAGING EACH STAGE OF THE MEETING 

Before each meeting – preparation and defining realistic objectives.
 

Preparing your client / customer, so you are both on the same page when you meet.

Structuring the meeting.
 

How to conduct each part of the meeting.

Dress / impact / non verbal behaviour.

Establishing rapport and trust.
 

Sharing your credentials and your company’s.

Powerful consultative questioning techniques.

Intuitive listening.
 

Using and interpreting non-verbal behaviour.

Making notes, and using this to engage your client / customer.
 

Displaying genuine empathy in response to successes and issues shared.

Post meeting summarising and follow-up.

NEGOTIATION

MAKING WIN-WIN A REALITY - THINKING LONG TERM

The World Class negotiator’s mentality.

 

Identifying and prioritising your and your client’s / customer’s variables (where you are prepared to negotiate).

 

The negotiation process and the stages involved.

 

Defining an appropriate negotiation strategy and structuring the deal.

 

Making proposals and concessions.

 

Techniques for moving towards a deal.

PREPARING WINNING PROPOSALS

VALUE ADDING FOCUSED - EASY TO READ

Understanding precisely what is required.

Structuring your Proposal.

 

Creating impact using words, layout and visuals.

 

Readability: Headings / Sub-Headings / Paragraph Size / Sentence Length.

 

Differentiating your proposal from the competition.
 

Displaying price positively.

ACCOUNT DEVELOPMENT

CROSS SELLING, UP SELLING & REFERRALS

FINDING OPPORTUNITIES - REACHING NEW CLIENTS & CUSTOMERS

Becoming a trusted adviser and business partner.

 

How to Cross Sell and Up Sell within your client / customer's organisation.

 

How to Network – step by step.

 

Using Social Media.

 

Maintaining contact with and interest from your Network.

 

SHALL WE TALK ABOUT HOW WORLD CLASS PROFESSIONAL SELLING CAN WORK

FOR YOUR SALES TEAM?

It all starts with a conversation

Please click below to email me or call (+65) 6832 5957

CONTACT

Loxton Consulting Group (Singapore) Pte. Ltd

Training Centre

20 Collyer Quay 

#23-01

Singapore

049319

t: (+65) 6832 5957

e: ClientSupport@paulloxton.com

www.paulloxton.com

PRIVACY POLICY & DISCLAIMER

© Paul Loxton 2020. All Rights Reseved.