An advanced sales workshop on how to sell more confidently, comfortably,consistently and commercially, this is a practical, interactive and entertaining one-day workshop with David Penglase, international expert on the ethics of selling.   

Learn how to win more new, repeat and referral business and how to create communication strategies to help you connect more emotionally and intellectually
with your clients. 

For all new and experienced professionals who are looking to increase sales and to tap into their potential. 

The Problems: 

Problem One:  How do you differentiate? 

Salespeople around the world today are finding it more and more difficult to differentiate their products and services.  More often than not, although price is a dominant deciding value of customers, it will be one of four other dominant deciding values that will cause clients to choose one salesperson over another.

Problem Two:  Most people don’t want to ‘feel sold’ 

Today more than ever, customers do not want to feel sold, or pushed, or coerced or manipulated, or ‘techniqued’ into some purchasing decision that they are not comfortable in making.  Therefore, any sales and communication strategies employed by salespeople need to be focused on helping their customers and clients feel comfortable about their purchase. 

Salespeople more than ever need to not only understand the basics of selling and communicating, they need to go beyond the BASICS to be able to articulate their value propositions in ways that make it more comfortable and easy for their customers to make wise buying decisions. 

The Solution: 

Salespeople today need to be skilled, confident and comfortable to sell and communicate in markets that are highly competitive and difficult to differentiate in.

They need a sales and communication process that allows the salesperson and the customer to feel more confident and comfortable about dealing and transacting with each other.

WHAT IS COVERED: 

1. Discover the essential ingredients of highly successful salespeople.. 

2. Learn the importance of client values and beliefs and how it produces
    ‘millions’ for people who understand it. 

3. The psychology of building instant rapport. 

4. The principle of discovery learning. 

5. Master power questions top sales professionals use. 

6. Showing value and going beyond features and benefits. 

7. Read buyers by understanding their communication styles and dominant
    deciding values. 

8. Easily uncover potential obstacles and working toward solutions. 

9. How to negotiate more profitable sales outcomes. 

10. Why most closing techniques cause salespeople to fail and make sure
     you don’t use them. 

11. Staying in touch to turn customers into advocates. 

12. How to network and win more new, repeat and referral sales.

What top sales managers know that you don’t! 
Breakthrough Sales Management Strategies

Although thousands of big and small companies have no trouble improving sales,
many discover, much to their surprise, that their bottom line still looks bad.

In this presentation, Foster reveals that, too often, companies fall for “false success”
because they are unclear how to make a real profit (a consequence of engaging exclusively in volume selling or cost-cutting).   

Using Graham's unique MoneyMath© system, you will learn how to shift your business from a single focus on sales to a balanced one with a focus on bottom-line results.

Business leaders and owner operators who want to keep a company growing with healthy margins will find all the answers they need in this powerful and practical presentation.

WHAT IS COVERED: 

1. Describe key concepts of Sales Management
    (Leading, Planning,Organizing & Controlling). 

2. Secrets to enhance the morale of your sales team & how to create              
    a high self-esteem environment through recognition. 

3. Getting your sales team to sell for Margin not just Volume.
    (Power of Positive Profits Revealed). 

4. Improve your company’s bottom line performance
   (Power of Positive Profits Advanced Strategies). 

5. The key result indicators of a successful sales manager. 

6. Measuring & managing  the performance of salespeople. 

BONUS: 

How to maintain and increase your margins. 

Untold profitable strategies of top sales managers. 

Learn techniques to get price increases accepted in the market. 

Important: Design an effective "Plan B" for hard times.