Sales Development

Foundational Selling

Individuals new to the sales profession need a strong foundation of skills, knowledge and tools to help them build strong customer relationships and a solid portfolio. They need to learn how to build trust with customers, discover customer needs and negotiate for win-win outcomes, all to maximise their sales performance and strengthen customer success. Specifically, we can help them learn how to:

  • Use an effective sales process to manage a sale from initial contact to closing the business
  • Build relationships through trust and credibility
  • Adapt with versatility to individual interpersonal styles
  • Discover customer needs and connect with the right offering
  • Prospect to identify the right customers
  • Negotiate effectively to protect margins, ensure profitable sales and strengthen relationships with customers

Foundational Selling Skills Programs:

Counsellor Prospecting

When competition is stiff, sales professionals cannot waste time aimlessly searching for new prospects. Instead, they have to be on target right from the start, quickly and efficiently finding the people and organisations that qualify as likely customers. A salesperson who is able to properly prospect will make the difference between winning and losing business. learn more

The Counsellor Salesperson

The Counsellor Salesperson uses a four-step consultative selling process that helps salespeople transition from simply making transactions to solving real business problems. CSP focuses on adopting a Counsellor Mindset, a mindset that builds profitable, long-term customer relationships. learn more

Inbound Sales Excellence

Inbound Sales Excellence is a compelling customer service program that dramatically improves how call centre personnel create value for organisations. It helps participants clearly communicate their competence and establish credibility with customers, who in turn will be more likely to respond to questions, accept their recommendations and remain loyal over the long term. learn more

Negotiating to Yes (Sales Edition)

Negotiating to Yes helps salespeople become better negotiators by turning face-to-face confrontation into side-by-side problem solving. It is based on the concept of Principled Negotiation, a method that offers salespeople an efficient process for reaching optimal business agreements that are satisfying to both parties and actually strengthen professional relationships. learn more

Networking for Success

Relationship building and face-to-face business networking skills are critical to effective business performance. Among young business professionals, 60% say they are uncomfortable in business and social settings and 85% say they don't have the networks they need to accomplish their goals. learn more

UPFRONT Persuasion Through Presentation

UPFRONT Persuasion Through Presentation is a hands-on, results-oriented workshop that will have an immediate impact on one’s ability to effectively influence and persuade any audience to take action. This opportunity to further develop and refine presentation skills has four basic sections: Groundwork, Engage, Develop and Close. learn more

The Versatile Salesperson

The Versatile Salesperson is built around the four-quadrant Social Styles matrix. Participants are profiled for their perceived Social Style and interpersonal versatility level, then learn how to identify others' Social Styles and temporarily adjust their own to communicate more easily and effectively with others. learn more