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Global Sales Success

Today a whole new range of skills is required to sell in global markets, to global clients. Let us help you:

  • Expand Your Sales Toolbox
  • Develop Your Communication Skills
  • Accelerate Your Global Sales

Our global sales training delivers more than just skills. Our workshops deliver the motivation, knowledge, skills and tools to accelerate your global sales results. We combine the latest training methods with highly experienced facilitators and consultants who have practical experience and a proven track record of delivering professional training and consulting over the past 25 years. Our powerful model of delivery ensures our programs engage and challenge as well as enhance the skills and motivation of your global sales team.

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Click the modules below to find out more

Sales Advantage

Overview

Sales is arguably the most important function in any global business yet it’s one of the most difficult areas to master and manage successfully. Our goal for this training is simple, to develop you as a global sales professional, providing you with the key competencies required to give you the edge and advance sales. And, this is only the first step.

We will also introduce you to a sales process that you can follow consistently with every type of buyer to take them through the first phase of the sale from “greeting” to “decision-making”. Applying a logical, repeatable and proven sales process is invaluable in planning for sales success.

Our focus is on developing high achievers in sales by teaching the core principles of selling and by assisting you to develop the skills you need to leave training and sell more. Our aim is about inspiring people to learn new skills, revise old habits, change behaviors and excel at what they do i.e. sales.

Confident – Professional – Successful

Audience:

This workshop is designed for any level of sales, from new hires or those experienced who have been in Sales for a while. This workshop focuses directly on you, enhancing your skills and abilities.

What We Cover

In this workshop the following topics will be covered:

  • Global Sales – Expectations & Challenges
  • Product Training v. Sales Training
  • The Buyer
  • The Seller
  • The Process
  • Steps to Sales Success

 

Delivery Options:

Available through 1-2 day workshop delivery – in-house workshops (customized directly for your specific requirements) or public workshops (adapted for global trade).

Outcomes

You Will Leave With

  • More Self-Confidence
  • Improved Professionalism
  • Clear Process for Success
  • Ability to Maximize Every Opportunity
  • Enhanced Communication Skills
  • A Happier Sales Environment

Establishing Relationships

Overview

Sales Professionals in today’s global economy require a whole new range of skills, with each market having its own unique challenges of language, culture and product requirements. Creating and sustaining a comfortable atmosphere in which to do business is a key responsibility.

With every step in the sales process sales professionals must communicate their ability to bring value to buyers, leverage their technical excellence and product knowledge and use every sales skill available to open more doors, better understand client needs, close more deals and build longer lasting relationships.

Sales professionals need to be able to follow a repeatable, flexible pattern to build rapport, establish credibility, uncover customer needs and solve problems from the buyer’s point of view. This workshop is designed to help sales professionals and non-sales professionals alike to improve their communication skills, build relationships, make and retain clients.

Energy – Efficiency – Effectiveness

Audience:

This workshop is designed for people who want to build long term relationships with buyers, maximize impact, increase productivity and drive results by applying effective communication and relationship management.

What We Cover

In this workshop the following topics will be covered:

  • Diverse Perceptions and World Views
  • Different Communication Styles
  • Arousing Curiosity and Interest
  • Balancing Emotion with Logic
  • Verbal and Nonverbal Behaviors
  • Essential Questioning and Listening

 

Delivery Options:

Available through 1-2 day workshop delivery – in-house workshops (customized directly for your specific requirements) or public workshops (tailored for global trade).

Outcomes

You Will Leave With

  • Effective Sales Dialogue
  • Better Rapport Building Skills
  • Improved Quality of Relationships
  • Fresh Questioning Strategies
  • Enhanced Communication Skills
  • Clear Structure for Client Interactions

Global Negotiation Skills

Overview

Global buyers are savvier than ever and always on the lookout for the best value. When it comes time to gaining commitment, buyers will often seek to negotiate a better deal or pressure you in some other way. Negotiation is crucial for them to achieve their goals and manage their resources. It is also crucial for you to keep margins, profitability and customer satisfaction high.

In today’s global environment we must also explore how cultural factors can impact a negotiation and the steps that can be taken to ensure that differences do not negatively impact negotiations.

Our program will focus you on the skills need to reach the best win-win solutions for your company and your customers, bridging cultural differences.

Plan – Train – Implement

Audience:

This workshop provides training for individuals who want to develop or refine their sales skills to negotiate effectively and maintain strong on-going relationships with the other party.

What We Cover

In this workshop the following topics will be covered:

  • Defining Negotiations
  • Planning and Preparing for Success
  • Different Negotiation Styles
  • Phases of Negotiation
  • Cross Cultural Negotiations
  • Reaching Agreement

 

Delivery Options:

Available through 1-2 day workshop delivery – in-house workshops (customized directly for your specific requirements) or public workshops (tailored for global trade).

Outcomes

You Will Leave With

  • Best Negotiating Practices
  • Enhanced Communication Skills
  • Ability to Achieve Win-Win Outcomes
  • Clear Objectives for Planning & Preparing for Negotiations
  • Negotiation Strategies and Tactics to Achieve Agreement
  • Skills to Effectively Negotiate With Foreigners

Selling at Trade Shows

Overview

Research shows that the number one influence on attendee conversion, for both Trade Shows and Exhibitions, is how staff personally treat each person that they interact with. Unfortunately, most staff often lack adequate experience and training required to engage prospective customers and create constructive conversations. Most are there simply because they were instructed to be there, having received minimal training and instruction.

 

In this workshop, we will provide you with strategies and tools that will equip you to generate more exposure, approach quality leads and maximize sales opportunities at trade shows. Learn how to create an environment that facilitates open discussion. And gain an insight into tricks of the trade that can be used before, during and after the show to boost your exhibition success. Our training creates opportunity for genuine skill development along with practical techniques that guarantee success!

Fun – Interaction – Sales

Audience:

This workshop is designed especially for

  • All those who are unhappy with their trade show results to date
  • All those who want to increase the probability that every visitor to your booth will have a positive brand experience
  • All those who want to raise the likelihood that prospective clients will select your company when they make their next buying decision.
What We Cover

In this workshop the following topics will be covered:

  • Why Attend Trade Shows: Myths & Facts
  • Setting Up Staff for Successful Interaction
  • Key Qualities Prospective Customers Want
  • Attracting Prospects to Your Booth
  • Qualifying Leads – Smart Questions
  • Gaining Agreement for Follow Up

 

Delivery Options:

Available through 1-2 day workshop delivery, as in-house workshops (customized directly for your specific requirements) or public workshops (tailored for global trade)

Contact us directly to find out how we can make this work for you!

Outcomes

You Will Leave With

  • Enhanced People Skills
  • Clear Focus on What Clients are Looking For
  • Confidence to Approach Prospective Customers
  • Increased Ability to Ask Smart Questions
  • Proven Methods to Engage Attendees
  • A Professional Approach for All Trade Shows/Exhibitions

Business Networking

Overview

While new business comes from direct contact (such as sales calls and presentations), opportunities also exist at social gatherings, seminars, trade shows, formal networking events and even informal meetings. Really, in any place where there are people! For all global business, networking is vital! We need networking to get leads, meet new people, create new opportunities and build business connections. But networking can be daunting. And without guidance, it is easy to become overwhelmed. The payoff when you are able to network well can be huge, both personally and in business. So how can you ensure that you stay on track towards achieving that payoff?

To do network properly, you need a bag full of skills.   In our Business Networking course, we start with the basics and give you practical tools. We answer all your questions, like where to network, what to wear, what to do, who to talk to, what to say, how to act and how to follow up after the event.

Engage – Connect – Network

Audience:

This workshop has been created for all professionals who want to learn how to grow and use networks to build business to the best of their ability.

What We Cover

In this workshop, the following topics will be covered:

  • Understand Your Objectives
  • Develop Positive Ways of Engaging in Conversation
  • Make a Great First Impression
  • Creating Conversation
  • Disengage Politely
  • Following Up After An Event

 

Delivery Options:

Available through 1-2 day workshop delivery, as in-house workshops (customized directly for your specific requirements) or public workshops (tailored for global trade).

Contact us directly to find out how we can make this work for you!

Outcomes

You Will Leave With

  • Confidence to Attend Any Networking Event
  • Enhanced Ability to Manage First Impressions
  • New Networking Skills
  • The “Know How” to Initiate Conversation
  • Polite Ways to Disengage and Move On
  • Clear Networking Etiquette – Do’s and Don’ts

Sales Presentations

Overview

Solid sales presentation skills are critical for anyone who is required to present in front of clients. Successful sales presentations include several different components, so we have separated our training into three modules, each module incorporating the different components into separate building blocks for learning. We offer Module One and Two separately as one day workshops or together as a two day workshop. Module Three is a two-day workshop (for graduates from modules 1&2).

Module One

Module One: Pitch Perfect

Our Pitch Perfect module provides a clear overview of the entire process. It teaches participants how to plan and prepare for dynamite sales presentations, providing techniques for organizing information and crafting a logical presentation. Participants will write and practice introductions that will confidently position them to deliver their proposals with ease, increasing their professional effectiveness either individually or as a team. This is our foundation sales presentation skills course, recommended for those new to presenting in public to provide them with tools to enhance their confidence to deliver information in public.

Module Two

Module Two: Power Points

PowerPoint presentations have become so commonplace and predictable that thousands of mediocre presentations bore audiences globally, every single day! If you do not want to be a part of this global trend, you need decent PowerPoint skills as a basic minimum to keep your audience engaged. To further heighten their interest, you need to use your visuals to get your audience more involved in your message. During this workshop, you will discover different formats to dramatically increase the quality of your visuals and handouts. You will learn how to focus content and strategies for reducing information overload, edit down your information to one idea per slide and arrange slide elements for clear communication. Discover how to turn words into attention-grabbing diagrams or eye-catching visuals to create more memorable presentations and stronger calls to action.

Module Three

Module Three: Dynamic Delivery

While knowing how to assemble a PowerPoint presentation or crafting and delivering concise talking points are important, dynamic presenters know how to make powerful impressions, connect with the audience and have messages understood, embraced, acted on and remembered. This workshop focuses on presentation delivery and impact. It ties all the components together, as participants learn through our hands-on sessions the essential “do’s” and “don’ts” of delivery. Learn to manage nervousness and acquire particular skills to increase their communication effectiveness and generate more positive results. The use of videotaping allows participants to gain an even greater awareness of their personal presentation style, how they are perceived and how they can continually improve their abilities. This is a more advanced presentation skills course and is not recommended for those new to public speaking.

Sales Writing

Overview

Do you want to master sales writing, make better connections and win more business? Or maybe you want to impress your boss to get that pay rise or promotion you’ve had your eye on. Whatever your motive, if you are looking to produce high quality professional written communication, then THIS is an essential course. You will gain an complete tool kit designed to equip you with the techniques and confidence to write effectively and produce sales/business communications with confidence.

This useful one day course uses practical exercises on planning and composing written sales correspondence, to ensure you learn grammatically correct best practice around conveying content, utilizing punctuation and structure.

Succinct – Clear – Professional

Audience:

This course is for those who would like to refine their writing skills in a general sense, and increase their confidence in producing emails and letters that communicate their message clearly and professionally. All participants are encouraged to bring along examples of their own written work to review, edit and analyze on the day.

What We Cover

In this workshop the following topics will be covered:

  • Identifying Your Objectives & Planning Content
  • Keys to Successful Writing
  • I.S.S for Clarity
  • Effective Structures (Formal and Informal)
  • Sentence Building Blocks
  • Email Etiquette – Creating The Right Tone

 

Delivery Options:

Available as a one day workshop only, as in-house workshops (customized directly for your specific requirements) or public workshops (tailored for global trade).

Contact us directly to find out how we can make this work for you!

Outcomes

You Will Leave With

  • Improved Written Communication Strategies
  • Business Etiquette Appropriate to Written Communication
  • Grammatically Correct Best Practice Guidelines
  • Increased Confidence to Communicate Globally
  • Strategies to Save Time and Energy
  • An Ability to Critique Your Own Work

Create an Online Presence

Overview

An on-line presence has become the best way to help buyers and consumers make purchasing decisions. Developing your global on-line presence can give you visibility, credibility and ultimately make you more profitable when done properly and professionally.

 

This training focuses on creating an on-line presence through LinkedIn. Are you brand new to LinkedIn and not sure where to start? Then this course is for you! We have broken this training down into two clear sessions. In the first session, we talk you through creating an online presence on LinkedIn. We also address building your profile and how to control your settings.  You’ve got a LinkedIn profile now what? In the second session, we talk about how to engage with your network on LinkedIn using some of the features available like connecting with other members, searching for companies and connections.

Visible – Credible – Trustworthy

Audience:

This course is for those who would like to set up their own LinkedIn Professional Profile and learn the basics required to leverage the power of LinkedIn in their global sales business.

What We Cover

In this workshop, the following topics will be covered:

  • Creating Your Personal Profile
  • Optimize Your LinkedIn Headline
  • Choosing a Professional Profile Picture
  • Introduction to All the Tools Available
  • Etiquette Tips for Using LinkedIn
  • Using Groups for Target Networking

 

Delivery Options:

Available as a one day workshop only, as in-house workshops (customized directly for your specific requirements) or public workshops (tailored for global trade).

Contact us directly to find out how we can make this work for you!

Outcomes

You Will Leave With

  • Skills to Create a Professional Personal Profile
  • Tips to Asking for References
  • Ability to Connect with the Right People
  • A Clear Strategy for Creating Connections
  • Increased Confidence to Build Leads
  • How to Leverage the Power of LinkedIn