Sales Training !Your salespeople will love the format of our 12 week Sales Training Solution and will most certainly benefit from the gradual long term approach to training

Why our Sales Training Really Works? Each workshop the sales team attends are, effective, powerful and meaty. They are simple, engaging and interactive, but never simplistic. They’re designed to give your sales professionals, a highly-potent dose of targeted sales training, and then quickly get them back to their real job – namely “Selling”!

Research Shows Tons of research clearly shows that adult learners DON’T want; content-heavy training events. Adults just can’t sit for extended periods absorbing training material. The research shows you’ll get high engage-ment and high knowledge re-tention, if you structure training events in segments, which fo-cus on a only a few crucial sales skills, tools or techniques at a time.

That’s why our Sales Train-ing Solution is made up of a once a month full day engaging workshop, offered over three months. This means that your sales team is not bombarded with a massive amount of in-formation, during a single one or two day workshop, which leads to information overload, overwhelm and little learning or application of the knowledge offered.

The support materials in the form of CD’s, online training, daily inspi-rational messages, SMS re-minders, email follow ups, positive affirmations, reminder emails, ac-countability partnerships and other supporting materials, make this process highly effective and excel-lent value for money.

Our sales training also offers the leadership team on-going feed-back, which is generated from the Online Sales Training solution. Your investment into this sales training will very quickly be cov-ered by the increased sales your team will generate.

Our prime objective is to sup-port your sales team to intro-duce all the new sales skills and techniques into their work-day. To this end we have creat-ed a number of mechanisms and support systems to help your team remain motivated and committed to the training process. !We will guide, support and help your team to stay motivated, throughout the training series., with our daily inspirational message, SMS reminders, re-minder emails, accountability partnerships etc. These will help your sales team achieve great results and allow you to get a return on your sales train-ing investment.

Sales Competence Assessment The Sales competence assessment we have devel-oped explores all of the crucial areas necessary to perform as an effective sales professional and offers feedback, insights and coaching on the specific ar-eas, where the individual needs support.

Many different researchers have conducted intensive research all over the world, exploring different sales environments, sales profes-sionals and customer expecta-tions.

Based on their findings, in a num-ber of different product and service related industries, they identified a few key areas, where sales pro-fessionals needed competencies.

These competencies, listed below, were seen as critical to sales suc-cess during all phases of the sales process.

Crucial competencies • Intrinsic motivation

• Character Tendenc ies/

Disposition • Ability to be systematic and

organised • Ability to understand “MY”

value proposition • Abil i ty to communicate

effectively • Ability to ask the right

questions and be attentive • Ability to nurture long term

mutually beneficial relation-ships

• Ability to perform the right

sales activities daily The sales professional, who wants to excel and become very effective at sales, needs a wide variety of skills and competencies to opti-mise their performance and sales results.

Pre Workshop Assessment

We conduct a pre workshop assessment to ascertain the areas, where we need to offer the most support. !This helps us to tailor our sales training interventions, to meet your specific needs. !It also gives us a mean or measure against which we can assess any progress made as a result of the sales training offered. !

Post Workshop Assessment

We conduct a post workshop assessment two months after the last workshop is present-ed, to measure and show the improvements achieved, as a result of the sales training of-fered.

This gives us a good indica-tion of the positive changes achieved, as a result of the training offered and when combined with the improved sales results, is a great indica-tor the return you will enjoy on your sales training investment

Our Objective is to support your “Sales Team” to Positively Transform themselves, so that they can optimise their ability to close more sales and you can improve your bottom-line

How it Works? • Team attends three full day

workshops, held one month apart.

• These workshops are designed to introduce the team to the cru-cial sales tools they need and to inspire them to utilise all the learning aids, after each work-shops is completed.

• The team listen to audio books in their mobile university, (car) detailing the sales tools and concepts, which they need to learn and apply after each workshop.

• Between workshops the sales professionals use the Online Sales Training Solution, for 30 minutes a day, to support them to apply all the sales tools, tech-niques and skills, in their actual work environment.

• They receive on-going re-minders and encouragement, in the form of SMS’s and email messages.

• The individual and leadership team receive regular feedback on their progress and level of participation in the Online Sales Training Solution.

• We encourage all participants on this training series, to form ac-countability partnerships. The purpose of these accountability partnerships is to allow fellow participants on the program to support and inspire each other

What will you Learn? • Understanding own

value and how to add real and lasting value to customers

• Learn to properly prepare

• Build your personal Brand and use it as a powerful selling tool

• L e a r n t h e a r t o f asking engaging questions

• Mitigate or eliminate objections

• L e a r n t h e a r t o f effective networking

• L e a r n t h e a r t o f getting past gate-keepers

• Discover the art of meeting the right decision makers

• Learn sales success habits

• Remove risk

!

• Effective Planning – We will guide you to stimulate effective work habits, through focus and planning.  

• Understanding the concept of relation-ship building as a sales tool for building par tnersh ips wi th clients.

• B u i l d i n g p o w e r routine to support my selling efforts.  

• Accumulate real value with your sales efforts and discover long-term sustainable selling success.

• Understanding why you sell and creating a crystal clear sales vision for the future.  

• Sales presentation practice  

• Closing sales  

We will guide your Sales Team to: !• Close more sales • Earn more money • Learn to love what they do • Improve their lifestyle • Be proud to be a sales professional • See everything they do as being “ON

THEIR WAY” • Attract more, meaning and fulfilment into

their experience • Grow and expand, as they gradually

become the best version of themselves !In a nut shell, after completing this three month process: !They will become effective sales professionals, who are energised, intrinsically motivated, organ-ised, time efficient, good communicators, who can build a great sales network, where they create long-term mutually beneficial relationships, with the right people, who need exactly what they sell. !All of which means that they will be equipped

to close far more sales !What will they learn? !

• They will become Intrinsically mo -tivated, passionate about what they do

• They will believe in what what they sell and love what they do

• They will feel like they are doing their customers and prospects a disser-vice, if they don’t positively influence them to buy what they sell

• They will have or be building an effective sales network

• They will know how to nurture and build long term mutually beneficial relationships with their customers

• They will only meet with decision makers at the right businesses, who need what they have to sell

• They will have a purpose for every sales call

• They will be equipped to mitigate the effects of rejection

• They will understand how to ask meaningful engaging questions

• Managing and mitigating objections, will become routine

• They will know how to reduce or eliminate risk

• They will use their sales day ef -fectively and have a sales success habit set

• They will be far more systematic and organised

• They will strive to exceed your customer expectations on every level

• They will easily get referrals

! Andrew Horton Jennifer andrew@encoregroup.co.za jennifer@encoregroup.co.za 083 229 7304 082 611 4900 !www.encoregroup.co.za www.andrewhorton.co.za