80% of sales people do not survive more than one year in their role, while
40% of veteran sales people consider quitting their sales job
(Behavioural Sciences and Research Press).
Why do a Course or Workshop?
- Not all people are “born to sell”. Some have to learn. Whether you sell over the phone or face-to-face we can teach you how to do it.
- Coaching is paramount. New-hires need coaching as do experienced sales people. We can support you with the soft-skill coaching as well as other sales coaching.
- With several years of experience in sales and solid results, we are sure to deliver the best quality to your team.
Courses and Workshops available in English, Italian and other languages, and can be integrated with activities such as wine tasting, cooking, horse riding, cycling, trekking and guided tours.
What people say
Interpersonal Communication has always been the basics of any type of human relationship, including modern sales action. This course aims to teach the basics of Human Communication on the basis of the Transactional Analysis teachings. The communication techniques illustrated in this course can be applied to any type of human relationship, from friendship to love and, obviously, used to realize the so-called Rational Sales, one of the most effective, correct and modern systems of sales.
- Marketing & Advertising
- Basics of Transactional Analisys
- Transactional Analisys
- B2B and B2C
- 121 Sales Phases
- Complex Selling
- Analisys and Solving of Objections
- Closure and Post-Sales
A customer is more inclined to listen to what a salesperson has to offer if there is a need. In this course you will learn how to ask the questions that will uncover the needs of the person you are talking to. You will learn to analyse the questions you ask on a daily basis. This course is very interactive and the team will be able to roleplay. They will also get recorded phone calls to analyse and give suggestions on how to improve the speakers’ performance.
Managers that take the course will be able to create exercises on team performance and learn to analyse them in order to improve performance.
"Understanding your customers’ needs will increase sales."
With our workshop in Motivational Interviewing – we will give you the tools to unlock other people’s willingness to change – and improve.
Motivational Interviewing (MI) is a methodology that addresses ambivalence to change. MI is designed to help people with the following:
- Discover their own interest in making a change in their life
- Express in their own words their desire for change (i.e., "change-talk")
- Examine their ambivalence about the change
- Plan for and start the process of change
- Enhance their confidence in taking action and noticing that even small, incremental changes are important
- Strengthen their commitment to change
There are four core principles of MI:
- Express empathy
- Roll with resistance
- Develop discrepancy
- Support self-efficacy
"There is no other place you can learn MI as with us!"
The Code of Honor is an innovative approach that substantially improves the performance, efficiency and productivity of any team (not just sales). This leads to a growth in profits and customer satisfaction, in less time, with less effort, and for less money (a lot less!) compared to traditional methods, and, the achieved results are much more important and longer-lasting.
The Code of Honor is a direct intervention targeted to remove specific blockages and specific dysfunctions that prevent the team being able to work at peak performances, changing the mindset and turning it into a Championship Team.
The transformation, once occurred, is permanent and also affects the new members who will join the team at a later time.
The program is conducted through a series of meetings in which all team members must participate (manager included), during which blockages and dysfunctions are brought to light and rules are created to permanently remove all of the problems.
Instead of working individually, this program changes the behavior of your team as a whole, and winning becomes consistent. A true win/win atmosphere is created, and this breeds energy, performance, synergy and results.
"This is an innovative and unique approach, the only one able to improve performance and productivity of any team by more than 60% in a few weeks."
How should a manager manage visibility?
Natural self-promoters, like Anthony Robbins and Dennis Rodman, instinctively exploit opportunities to make themselves visible. For most of us, however, visibility management triggers an emotional struggle between our desire to make our competence visible, and our reticence to appear too forward or immodest. Yet in today’s hotly competitive sales environment, it’s not enough to be good at what you do, earning what you’re worth takes more. You have to practice “visibility management,” letting people know who you are and what you do well.
If you want to do this, you need to beat your fear of self promotion. This fear is contagious. If a manager suffers from it, it won’t take more than 8 weeks before the team is affected.
This course includes the test LNQ TM- Leadership Network Questionnaire, which assesses the fear of self-promotion in non-sales professionals.
On the first day you will learn about the fears of self promotion and also get the feedback on the assessment taken.
On the second day you will learn how to beat your fears and also the fears of your team.
"A leader has to be seen - and you will be after this course."
A one day workshop to help recruiters challenge their selection process and equip them with the right scientific assessments to identify and recognize the strengths and weaknesses of a job candidate.
This training session utilizes scientific testing to identify the needs, weaknesses and behavioural functions of each sales member in an organization, enabling us to offer tailor made coaching and guidance for each sales team member, based on their test results .
Recruiting an effective sales team is a challenging task so how can you hire the right person who will stay in the job for the long run?
Whether you’re a recruitment agent, a consultant or sales manager, our workshop will help you challenge your current recruitment methods and selection process, and improve your ability to identify the right person for the job.
This one day workshop will equip you with the right scientific assessments to utilize during your recruitment process. This scientific assessment, known as SPQ Gold, is the only test in the world specifically and scientifically engineered to measure the prospecting fitness of people whose career is in sales, sales management and customer contact. The assessment clearly classifies how much initiative, energy and drive, an individual has to be able to self-prospect on a consistent level. It identifies the difficulties of initiating first contact with buyers which would lead to failure in developing sales. This is called Sales Call Reluctance.
Identifying these factors can help recruiters to recognize the strengths and weaknesses of a job candidate and therefore help them to predict their performance and ultimately choose the right person for the job.
It doesn't stop there. Utilizing this test is not just a onetime exercise. During the workshop you will also become accredited/certified to use this scientific assessment for future recruitment or on your own sales team. This assessment will enable you to guide your employees in the right direction, identifying their individual hindrances and work on their weaknesses to enhance their selling skills.
"You will hire the right sales candidate after this course."
We want to follow your business model and will study the product/service before the training, making sure that we can support you in any way. The content of this training will cover:
- How to communicate without using body language
- How to prepare for sales call
- How to structure the call in the most effective way
- How to open the call
- How to get past gatekeepers
- How to approach prospects
- How to identify customers’ requirements.
- How to ask and listen
- How to present the solutions/products
- How to progress the call
- How to close the call
- How to generate a lead
- What information the lead should contain
- How to end a call
"“We know how to get out the best of people on the phone and we enjoy doing it!”"
The hesitation to initiate first contact with prospective buyers is often responsible for the failure of closing sales. Although this is only the first stage of the selling process, initiating contact is vital to success in direct sales. The emotional discomfort to approach new clients and ultimately fail in developing business relationships is called sales call reluctance and this comes in different shapes and types.
In order to recognize and overcome the effects of sales call reluctance experienced in a sales team, Confident Approach offers a four day sales management training workshop. The course is specially designed for sales managers, consultants, sales trainers and HR professionals. It offers a solution to target and change unproductive and hindering behavior patterns in sales persons and teams to ultimately achieve bottom-line results.
The workshop introduces attendees to scientific methods and assessments on how to identify the presence of sales call reluctance within a sales team and its individual members. The SPQ GOLD assessment enables one to analyse the hindrances and obstacles and emotional barriers that sales people are faced with when selling. Confident Approach will then offer training on how to interpret the results and create an action plan to implement the key outcomes and guide sales people in the right direction.
Through the workshop, participants will become certified to use this scientific assessment and implement it in their sales force. This assessment will enable them to guide their employees in the right direction, identifying their individual hindrances and work on their weaknesses to enhance their selling skills.
"You will be able to increase the sales performance and revenue considerably"