The Ultimate Sales Approach

What is this course about?

This workshop has been designed to meet the final outcome of increased sales through empowerment of the individual to seeing the sales desk as a "franchise" or cost centre as such. It is intended to be used for all new recruits in the induction process in a modular fashion but also for all existing call centre agents as a self-empowerment workshop.

What is the key content covered?

Entrepreneurial Attitudes and Value Alignments

Understanding Entrepreneurial attitudes
Converting attitudes and values to competencies
The mindset needed for success
Uncovering the What's in it for ME - personal goals and motivations
Recognising personal stumbling blocks
Finding balance and motivation
What it takes to be resilient
Adapting to change - what holds us back, recognising our behaviours and moving on

Good Business Governance

The paperless office still has administrative work
The value of doing the job once
Organising your workspace
Working from a structured diary, CRM package and/ or task manager

Understanding the Value Measurement brings

Working with finances: the desk and personal
Understanding targets, profitability and turnover
Understanding the GOALS that bring the targets
Understanding the sales funnel from a personal and organisational perspective, where do we have bottlenecks and seepage?
Using goals to funnel more sales
WIGS: What are Wildly Important Goals and using the 4 disciplines of execution strategy

Knowing when it's You and when it's Not

Using the Time Matrix to manage your time wisely.
Working on the important stuff
Know when to address your own discipline and when to call in help
Understanding the impact of third parties and building the relationships so as to use your sphere of influence

Being Goal Orientated

The difference between targets and goals
How to find the goals that take you to your WIGS
If it is broken FIX it
If it's not, don't

Sales Orientation: No Client, No Business

The client is EVERYTHING
The client may not be right, but he is your client - it's not your job to prove him wrong, it's your job to keep him
What do clients want
Uncovering the client's needs, recognising an emotional purchase
Understanding features and benefits, selling the feeling
Understanding clients and self through personality profiling
Adapting your style of communication
Making the human connection - two basic emotions
Dealing with conflict and the difficult client
Being assertive, recognising the boundaries
Breaking through objections and resistance
Knowing your regulations and building towards sustainability
Asking for referrals

US ID	NQF Level	Credits	Description
10006	1	2	Demonstrate an understanding of entrepreneurship and develop entrepreneurial qualities (Historical)
242814	4	2	Identify and explain the core and support functions of an organisation

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