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Successful Selling
In Easy Steps

Released 30th September 2008 ISBN: 978-1840784244

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Sales Improvement

The role of the sales person is much more complex than is often immediately recognized. Indeed there seems to be a popularly held belief that if you have “the gift of the gab” then a sales role is your calling! Gladly, in the main those people within a sales or sales management role understand that the reality is that quite the reverse is true.

Nothing happens in any commercial organisation until a sale is made. To ensure that sales are made at the right levels and profitably requires a range of skills and abilities. The absence of any of these will undoubtedly lead to a reduction in achievement against opportunity.

With either One-2-One coaching or group training Mallory Management will ensure that your sales individuals have the very best chance of maximizing the opportunities that exist in your markets with your customers.

Typically a Sales Improvement Programme would cover:

  • Selling skills
  • Negotiation skills
  • Time management
  • Communication skills
  • Presentation skills
  • Tender submissions

We believe that people buy from people. We’ll ensure that your sales team is made up of the sort of people that customers want to buy from.

Selling Skills

  • How to ensure you can match your proposition with the needs of the customer
  • How to use persuasive discussion to ensure that match is recognized by the customer
  • How to sell “added value” therefore ensuring price advantage over competition
  • How to build long-term customer loyalty

Negotiation Skills

  • How to reach a mutually beneficial solution with both customers and colleagues
  • How to maximise price and therefore profit, particularly in contract and tender negotiations

Time Management

  • How to ensure you make the most productive use of your time
  • How to gain maximum “face to face” time with your customers
  • How to achieve flexibility to handle unexpected events, while maintaining focus on your core activities
  • How to avoid the “busy fool” syndrome

Communication Skills

  • How to communicate effectively with both customers and colleagues
  • How to bring the voice of the customer into the organisation
  • How to use communication as part of building customer loyalty