Training and Motivational Experts

Mini Sales Development Programme

The Mindspa Institute’s Sales Executive Training Course is an interactive and participative sales program. During the program your staff will not only uncover the tools to strong emotional intelligence but also learn to be smart with people. The course will show your team ways to increase their sales numbers by using both fundamental and advanced selling techniques.
 
Participants will be encouraged to actively participate in the skills development sessions, as the human mind is programmed to learn better through “doing”.


Who should attend:

  • Sales Representatives and Consultants
  • Account Managers and Executives
  • Business Development Managers

Training Outline

Module 1

Understanding yourself, your colleagues and your clients

  • DISC personality Profile to help you and your team
  • D is for Dominance
  • I is for Influence
  • S is for Steadiness
  • C is for Conscientiousness

Characteristics of superior sales representatives

  • Do not take NO personally
  • Empathy
  • Patience
  • The ability to stay positive
  • Interpersonal flexibility
  • Intrinsic Motivation
  • Learning Orientation
  • Willpower

Tips on attaining the characteristics of superior sales representative

Understanding buying behaviour

Module 2

Interpersonal Communication Skills

    •    What Is Communication and What Is Effective Communication
    •    The Communication Process
    •    Types of Communication
    •    Non-Verbal Behaviours for Effective Communication
    •    Barriers to Effective Communication
    •    Active Listening
    •    Keys to Effective Listening
    •    Step for Active Listening and Understanding
    •    Feedback
    •    How to Have a Difficult Conversation

Coping With Confrontation

    •    How to Cope With Confrontation
    •    Managing Anger in Yourself and Others
    •    Principles to Apply
    •    How to Calm Down Angry People
    •    Anger Management Tips: 10 Ways to Tame Your Temper

Module 3

Emotional Intelligence

    •    What Is Emotional Intelligence
    •    Origins of the Concept
    •    The Five Domains of EQ
    •    The Ability-Based Model
    •    Characteristics of Emotional Intelligence
    •    How to Improve Your Emotional Intelligence

Emotional Intelligence, Self-Awareness and Self-Management

    •    EQ and the Characteristics of a High vs. Low EQ
    •    What to Do with your Emotions
    •    Johari Window for Increased EQ

Emotional Intelligence and Inter-Personal Relationships

    •    Comparison of Sympathy with Empathy
    •    Practical Empathetic Communication
    •    The Seven Habits of Highly Effective People®

Module 4

Customer Service

The Importance of Customer Service

    •    What is Excellent Customer Service?
    •    Customer Service Principles to Deliver Excellent Customer Service
    •    Most Important Elements of Service Delivery According to Customers
    •    Common Principles in Delivering Exceptional Customer Service
    •    Do’s of Customer Service
    •    Customer Service Staff Key Competencies
    •    How to Resolve and Track Complaints
    •    Moments of Truth – A Customer Care Process

Internal Customer Care

    •    Internal Customer Service: Getting Your Organization to Work Together
    •    Benefits of Exceptional Internal Customer Service
    •    How to Create Great Teamwork and Avoid Silo’s
    •    10 Ingredients for a Highly Effective Team

What Are the New Trends in Customer Service

    •    New Trends in Customer Care
    •    The 4 C’s of Customer Care
    •    The Rater Principle
    •    Service Standards
    •    Positive Customer Relationships – 10 Customer Care Tips

Modern Telephone Management Skills

    •    Telephone Etiquette and Powerful Telephone Tips
    •    Answering Calls
    •    Making Calls
    •    DO’s of Good Telephone Etiquette
    •    DONT’s of Good Telephone Etiquette
    •    Zero Tolerance Examples

Module 5

Prospecting and Appointment Setting

  • Tips for effective networking
  • Effective Prospecting
  • Turn Cold Prospects into New Clients
  • Understand how to cold call
  • Creating Interest
  • Use Email as an appointment tool
  • Navigate past gatekeepers
  • Tap your Network to get more leads

Creating Perfect Sales Presentations

  • Becoming a better presenter
  • Understanding your Audience
  • Preparing your Content
  • Delivering Confidently
  • Create a great first impression
  • Your speaking voice
  • Reinforcing your message with Visual Aids
  • Controlling the Environment
  • Checklist

Features, Advantages and Benefits

Overcoming Objections

Negotiating for Results

  • Purpose & Types of Negotiation
  • Decoding non-verbal communication during Negotiations
  • Behaviour
  • Mistakes to Avoid
  • Negotiate with the 4 personality types

Closing the Sale

Building Your Personal Brand & Action Plan

Additional Info

  • Course Duration: 5 Days
  • Includes: Comprehensive manual | Framed certificate of attendance | Notepad | Pen
  • In-house Training: Contact Us
  • Public Courses: Book 4 or more delegates from the same company on the same session and receive 10% discount.
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Prefer to talk to someone?

If you have questions about our training programmes, or simply need more information, call us on:
010 110 0226/7 (Gauteng) or
062 693 6681  / 061 695 2316 (Western Cape)