Sales Training Consultants

Performance Through People

• Sales Guides
• Courses
  • Sales skills
  • Management skills
  • Personal effectiveness
• Consultancy
  • Training needs analysis
  • Sales force assessment
  • Competency based training
  • Training design
• Sales training
  • The need for training
    • For company executives
    • For customers
    • For sales people
    • For sales managers
  • Types of training
    • Core sales skills
    • Business acumen
    • Individual Effectiveness
    • Sales induction
  • Delivery options
    • elearning
    • Face to face
    • Seminars
    • Power hours
    • DVD/CD
    • On the job
  • Measuring success
    • Level 1 - reaction
    • Level 2 - learning
    • Level 3 - behaviour
    • Level 4 - results
  • Common mistakes
    • No clear objectives
    • Its not sales training
    • What changes
    • No executive sponsorship
    • An isolated course
    • No sales engagement
  • The way forward
    • Tailoring for your needs
    • elearning for the basics
    • Face to face for momentum
    • Power training to re-enforce
• Mgmt training
  • Leadership
  • Driving the team
  • Coaching for results
  • General management
• Case studies
  • Moving from product to services sales
  • Virtual team leadership
  • Selling managed services
  • Developing sales people new to IT
  • Delivering key executive messages
  • Changing management behaviour
• Resources
  • Friends pages
  • Training quotes
  • Training feedback
  • Sales training books
    • Sales books
    • Leadership books
    • Management books
    • Self Help books
  • Sitemap
• Contact

Category Archives: Sales Guides

Qualification Acronyms – Instant Sales Guides

June 14, 2010 – 11:36 am

Acronyms are excellent ways of remembering a set of ideas, and they are particularly good for sales qualification.  To me, sales qualification is absolutely crucial for any sales person – where are you going to spend your time most effectively, which business can you win and which business should you walk away from? The one […]

By John | Also posted in Closing, Sales Management, Sales Process | Tagged gathering information, priorities, qualification, questions, sales competencies, sales managers, sales person | Comments Off on Qualification Acronyms – Instant Sales Guides

Call Plan – Instant Sales Guides

June 7, 2010 – 2:27 pm

Part of the Instant Sales Guides series © Here are some examples of what questions you can ask yourself prior to a call (either face to face or telephone) together with some debrief questions to help you move the sales forward. These are also detailed in the Instant Sales Guides tab together with an actual […]

By John | Also posted in Sales Process | Tagged call planning, objective, sales cycle, smart objectives | Comments Off on Call Plan – Instant Sales Guides

SMARTER Questions – Discussion

June 6, 2010 – 4:53 pm

A few people have asked me to say more about SMARTER questions than just the checklist of good questions that I published in the previous quote.  There is some detail already on the website under the more detailed guide, but I thought I would use this post to talk more about why SMARTER questions are so […]

By John | Also posted in Customer Focus, Executive Selling | Tagged business drivers, business issues, questions, sales person, value proposition | Comments Off on SMARTER Questions – Discussion

SMARTER Questions Checklist – Instant Sales Guides

June 4, 2010 – 1:57 pm

Part of the Instant Sales Guides series © The SMARTER Question Checklist For a detailed description of what SMARTER questions are, and why they are a great aid to selling, please visit the website page.  Here are some examples, and as they have to be specific to a customer, I have used examples that IT […]

By John | Tagged chief executive officer, chief financial officer, influencer, priorities, question checklist, questions, relationship | Comments Off on SMARTER Questions Checklist – Instant Sales Guides

Negotiation Checklist – Instant Sales Guides

June 2, 2010 – 5:50 pm

Part of the Instant Sales Guides series The Negotiation Checklist Understanding the Customer ☐ What is the business issue they want to solve? (What’s their ROI?) ☐ Who is involved, who are the buying influences and how do they view us? (Executive Sponsor, User, Technical, Coach, Third Parties) ☐ Who are we actually negotiating with, […]

By John | Also posted in Negotiation | Tagged BATNA, customer commitment, sales competencies, sales person, value proposition | Comments Off on Negotiation Checklist – Instant Sales Guides

Instant Sales Guides – The Launch!

June 2, 2010 – 5:20 pm

Many people have asked me if I could create a set of guides and checklists to help sales people prepare for meetings and other common sales situations – we all love a good checklist.  So I am going to publish a number of these free guides under the Instant Sales Guide banner.  Ideas so far […]

By John | Tagged business issues, sales competencies, sales person | Comments Off on Instant Sales Guides – The Launch!

WordPress | Sandbox