SERVICES
SALES TALENT DEVELOPMENT
Sales training & improvement
We provide “in – house” as well as “open” sales training on a regular basis.
The “in – house” courses are industry specific and tailored to the needs of the company and the individuals taking part. A briefing beforehand is vital and content agreed in advance.
The focus is on changing the behaviour and attitude of sales staff. A different approach often gets different and better results.
The message often used in selling is tired, boring and uninteresting. Participants will have new messages, new approaches and new strategies after attending these sales training sessions.
In fact, the training will be very different to the ‘normal’ sales training, perhaps revolutionary!
Sales analytics and strategies
If change is going to be implemented by the sales team and new strategies used, you need to know where you are starting from so progress can be tracked.
The relevant KPI’s for your industry and the company need to be assessed and analysed. Comparisons can be made to industry norms.
The cost of sales, profitability and effectiveness of sales activities will need to be assessed. A ‘Mystery Shop’ may be undertaken to see what the sales team really do!
Analysing the source and cost of business, identifying the more profitable products / services and customer usage among other analytics is vital for identifying successful strategies going forward.
Tracking results for each individual and identifying the strategies and tactics that work will make a difference to the sales team
Sales messages & processes
Most companies use the same messages and tactics and unsurprisingly get the same results (as per Einstein). Sales teams need repeatable messages and processes that work
New messages and processes will more than likely get improved results
Participants will get personalised innovative messages that work for them!
Sales processes need to be assessed and best practice implemented across the whole sales team
Sales staff motivation & team building
It is quite a challenge for sales staff to be continuously motivated in the face of reluctant buyers
Team building and individual mentoring is often needed to refresh and energise the sales team
Training as a team and debating the challenges and successes of selling actions can be fun and motivating
Introducing new processes and methods is stimulating and getting feedback on how they are working and making tweaks is good teamwork
"You don't close a sale, you open a relationship if you want to build a long-term successful enterprise."
What you will learn
What you will learn
- How to get remarkable results from today
- Selling the WHY
- The Psychology of Buying
- The key probing questions to ask
- What is your repeatable message that works
- How to identify the Prime Buying Motive
- Understand the hidden cost of sales
- Structured sales processes
- Negotiation skills and how to present price properly
- The “Green Pen” strategy
- How to close with confidence
Lawrence Parnis, CEO / Co-founder | Hive Salon Software
"Great training sessions over and over again. I always knew there was more to sales and wanted to learn the psychological, emotional and mathematical aspects to creating top sales teams that deliver. Peter Turley showed us a totally different sales process. I would highly recommend Peter as a sales coach and sales team builder. His strategies are brilliant and will build value in any sales team – you need to try his approach."
"Great training sessions over and over again. I always knew there was more to sales and wanted to learn the psychological, emotional and mathematical aspects to creating top sales teams that deliver. Peter Turley showed us a totally different sales process. I would highly recommend Peter as a sales coach and sales team builder. His strategies are brilliant and will build value in any sales team – you need to try his approach."
Hugh Arnold QFA | Director at Vendor Finance Ireland Ltd.
"Peter Turley recently presented to our sales team a highly professional Sales Training Workshop which was focused, thorough and forthright. We will introduce Peter's compelling sales training techniques into our ongoing interaction with our customers to ensure they get the best quality service."
"Peter Turley recently presented to our sales team a highly professional Sales Training Workshop which was focused, thorough and forthright. We will introduce Peter's compelling sales training techniques into our ongoing interaction with our customers to ensure they get the best quality service."