The Mindspa Institute’s Sales Executive Training Course is an interactive and participative program. During the program your staff will not only uncover the tools to strong emotional intelligence but also learn to be smart with people. The course will show your team ways to increase their sales numbers by using both fundamental and advanced selling techniques. Participants will be encouraged to actively participate in the skills development sessions, as the human mind is programmed to learn better through “doing”.
“You don’t close a sale; you open a relationship if you want to build a long-term, successful enterprise.” ~ Patricia Fripp
Pre-course one day workshop with management: The facilitator will spend a day with management to ascertain the specific requirements and issues that they need to be addressed with their team during the training.
Pre-course assessment: Before commencing with the training a pre-course assessment will be done on all delegates. This DISC assessment will determine the characteristics of the delegates. It will also indicate their personality strengths and weaknesses and will form the basis of the coaching sessions with the individuals.
This assessment will give a good indication of which of the delegates have the characteristics to be an asset to the sales force of the company.
During class times: Role plays, group activities, case studies specific to the company’s environment.
Homework: Delegates will be expected to complete a Portfolio of Evidence after each session. This Portfolio will constitute open book questions and answers on content covered in class, a case study and extra reading. This will ensure that all topics are truly understood before the next topic is covered.
Coaching: One on one coaching for staff to further entrench topics covered and ensure application of knowledge in the workplace (one hour per delegate).
Feedback reports: Management will receive quarterly feedback reports on each delegate.
Post course evaluation: After successful completion of the course, each delegate will be given half an hour to present their improved sales techniques to a panel of judges (comprised of the facilitator and invitees from the company’s management). During this presentation each delegate will be able to showcase their newly acquired skills with a question and answer session from the panel. This will serve as the final assessment of the delegates and will also be the handover of their framed certificates.
We will dissect the 4 personality types the students will encounter on a daily basis, not only at work; which fosters stronger teams, but also at their client’s offices; this will help them better understand their client’s and how to adapt their own behaviours to their client’s to foster stronger working and sales relationships.
DISC Profiles Help You and Your Team:
Effective Communication Skills
Introduction to Sales
Needs Analysis Template
As a team we will create a worksheet, which your staff can take to their meetings to ensure they not only capture all the necessary information to make correct recommendations to their client’s, but also to grow their accounts.
Internal Customer Care
What Are the New Trends in Customer Service
Modern Telephone Management Skills
Benefits of Time Management
Principles and Practical Implementation of Time Management
Understanding and Managing Stress
Coping With Confrontation
Emotional Intelligence, Self-Awareness and Self-Management
Emotional Intelligence and Inter-Personal Relationships
Practical Exercises, Tips and Tools
Practical application: Delegates will conduct 2 negotiations during the day, each one will be assessed against a set criteria.
Practical application: Delegates will conduct a presentation, each person will be assessed against a set criteria.
Key Account Management
Practical application: Delegates will create an action plan for each of their Key Account’s.
Course Duration: 21 Days
Presented : In-house and online