Topic headings
- How to win repeat business.
- 'Qualifying' the prospect
- The 'ideal' sales personality
- Guiding principles for Sales Managers
- The 'Sales Process Flow Chart'
- Prospecting methods - mail, phone, visits, email, fax, exhibitions, referrals
- Discovering the buying motivations
- Dealing with common problems
- How to grow fast but stay successful long-term
- How to stay motivated
- A 4 stage formula which gives you the best chance of success
- Professional listening
- Asking for the order
- Common faults
- Professional complaint-handling
- Setting appointments
- Self-limiting beliefs and how to neutralise them
- Two key words to obtain strategic information
- Meeting the prospect - the sales interview
- Should we hire a science graduate and train him/her to sell?
- What to say on the phone
- The reason why most 'techies' are not 'natural' sales people
- Closing the sale
- When your are the customer, what do you look for in a salesperson?
- Sales basics for beginners
- An ethical approach to sales
- Dealing with 'difficult' buyers Handling rejection
- The reasons for the rise and fall of companies
- How to prospect for new business
- The importance of sales
- The trap of the friendly, helpful buyer
- Inter-personal skills
- Comparison of a 'sales-led' versus a 'product-led' company
- How to write an effective sales letter
- Self-limiting beliefs and your 'Circle of Influence'
- How to deal with different personality types
- The sales presentation
- Building your confidence
- The only way to get out of a 'slump'
- A refresher for older / experienced sales people
- The personality traits needed for sales
- Price-conditioning
- The symptoms of weak sales ability
- Good answers to difficult objections, including
- The 'Old Way' of selling versus the 'New Way'
- What 'techies' really think about selling - the negative stereotype
- Why does anybody buy anything? A fundamental understanding
- Common reasons for lack of sales success - and what to do about them
- Seven classic closes
- Presenting to academics and experts
