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  • Developing a Sales Plan Training Course - 1 day in company course
    Booking T C Online Sales Training Other Services Bench Marking Your Sales Team One to One Coaching Resources Announcements Special Offers Blog Books Brochures Newsletter Video Guides Whitepapers Improving business performance Quality Guaranteed We design deliver the best training in the UK Courses run with small groups for maximum individual attention focus on the things that matter to you World Class Tutors Our courses are run by experts with proven track records Exceptional level of post course support to maximise your return on investment Developing a Sales Plan Turning theory into reality Sales plans are critical to business success They should be thorough practical and realistic to ensure that they fulfill their task as the peg upon which the company s future rests Preparing a sales plan can be an intimidating task where to start Update a previous sales plan if one is available or is it better to begin from scratch with a clean piece of paper This participative programme gives you the answers by balancing the theory with practical examples It will provide each delegate with a clear understanding of the key components that make up an effective sales plan giving them the confidence and professional expertise so that they can produce good sales and marketing plans Duration One Day Programme Outline Why a Good Sales Plan is Important The Stages of the Planning Process Common Barriers to Effective Planning Information Systems The Marketing Mix Variables Developing a Strategic Sales Plan using SWOT for Strategic Analysis Using Planning Tools Pricing Strategy Tactics The Promotional Plan Writing Your Plan Variables Used for Market Segmentation Identifying Your Mission Statement Clarifying your Strategies Characteristics of a Good Plan The Planning Process More Details The developing a sales plan training detailed above is one of our specialist in company programmes It is

    Original URL path: http://www.spearhead-training.co.uk/in-company-training/sales-training/developing-a-sales-plan (2016-02-17)
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  • Engineering Sales Training from Spearhead Training
    develop tools and techniques to implement Developing skills is an excellent way of improving the business performance of your team We have an excellent track record of success working with companies in the engineering sector Duration Two Days What delegates will gain A more in depth knowledge and skills for selling engineering solutions A thorough review of each step of the process A host of selling tools and techniques The opportunity to consider the many challenges and develop solutions to enhance performance Objectives To develop delegates knowledge and selling skills To develop a series of actions to enhance performance Outline The Stages of the Engineering Sales Process The Needs of Customers Business and Personal Planning and Preparation Pre call Research Preparing Your Plan Developing Your Proposition Motives for Buying Differentiating from the Competition Making Appointments Your Approach Dealing with Resistance Key Stages of the Customer Meeting Opening the Meeting Identifying and Building Customer Needs Building an Effective Questioning Portfolio Dealing with Multiple Decision Makers Presenting Your Case Preparing Effective Proposals Objection Handling Dealing with Specific Closing Challenging Gaining Commitment Closing Techniques Negotiating Positive Outcomes Dealing with Procurement Making Follow up Calls Time and Territory Management More Details This engineering sales training will cover each key stage Each session will include review and feedback to ensure that each delegate develops best practice to enhance performance Read More Delegates will fine tune the reasons and motivations that will convince customers to buy from them Appointment making is also covered in some depth in terms of how to best approach and what to say A theme during the two days is to gain customer commitment via the effective use of sales techniques throughout the process Delegates will build a portfolio of skills to build themselves a good sales case from questioning skills presenting

    Original URL path: http://www.spearhead-training.co.uk/in-company-training/sales-training/engineering-sales-training (2016-02-17)
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  • Incoming Calls Sales Training - 1 day in company workshop
    Management Workshop Time Management PA Office Support Courses Perfect PA Being Brilliant Minute Taking Time Management for Support Staff Booking T C Online Sales Training Other Services Bench Marking Your Sales Team One to One Coaching Resources Announcements Special Offers Blog Books Brochures Newsletter Video Guides Whitepapers Improving business performance Quality Guaranteed We design deliver the best training in the UK Courses run with small groups for maximum individual attention focus on the things that matter to you World Class Tutors Our courses are run by experts with proven track records Exceptional level of post course support to maximise your return on investment Incoming Calls Sales Training This incoming calls sales training is the ideal skill development workshop for those who sell to customers who call your company Handling these in bound calls effectively will help your people to maximise every sales opportunity The programme includes numerous exercises including tutor feedback to ensure each delegate leaves knowing how to better sell when a customer phones Duration One Day Outline The Challenges of selling by telephone The reasons for loosing customers The importance of 1st impressions Building customer rapport Matching the customer Identifying customer type Fulfilling buying needs Communication by Telephone Listening Skills Identifying customer needs Questioning skills Building and supporting needs Up selling Using the benefit concept Increasing the need awareness The stages of the buying process The power of empathy Gaining trust and providing reassurance Being the No 1 supplier Dealing with questions Closing the sale and securing the business Ending the call positively Self development plan More Details We deliver this specialist workshop to your people at a venue and date of your choice If the content does not match your current requirements then we are able to create a tailored programme or alternatively design bespoke training for

    Original URL path: http://www.spearhead-training.co.uk/in-company-training/sales-training/incoming-calls-sales-training (2016-02-17)
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  • Industrial Sales Training - Spearhead Training - incompany 2 days
    to buy from them For only a small investment in time and money this training will repay itself many times over from improved results Duration Two Days What Delegates Will Gain An ordered plan of action to enhance their approach to selling to industrial customers Detailed reference support material to aid implementation Increased knowledge confidence and skills Objectives To provide delegates with a plan for selling to industrial customers in a competitive environment To provide each delegate with a range of practical tools and techniques to enhance personal performance Programme Content The Steps of the Sale Creating a Competitive Advantage Customer Meetings Establishing the Criteria for Purchase Building Your Case Selling Against Competitors Call Planning and Preparation Presenting the Business Proposition Financial Justification Developing Convincing Proposals Dealing with Multiple People in the Buying Process Handling Customer Queries and Questions Dealing Price and Other Key Objections Managing Buying Cycle Identifying Lead Times Gaining Customer Commitment and Closing Prospecting for New Business Making Appointments Managing Your Territory and Time More Details This industrial sales training programme is designed to enhance the ability of a sales team Delegates will consider the each step of the process with a view to developing their skills The programme contains a series of exercises designed to help develop a tool kit of practical techniques for building their performance It is delivered by tutors with extensive experience in industrial selling with an excellent track record During the programme there will be exercises where delegates will consider each key stage and the techniques that they can implement specifically to their own situation Exercises will include tutor led review and discussion so that positive outcomes are reached A benefit of this process is that delegates will be able to share successes as well as new ideas to improve results This

    Original URL path: http://www.spearhead-training.co.uk/in-company-training/sales-training/industrial-sales-training (2016-02-17)
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  • Introduction Sales Training - 3 day in company course
    training in the UK Courses run with small groups for maximum individual attention focus on the things that matter to you World Class Tutors Our courses are run by experts with proven track records Exceptional level of post course support to maximise your return on investment Introduction Sales Training This Introduction Sales Training is the perfect developmental programme for people new to selling Every aspect of professional selling is covered in detail with practical exercises at every stage Delegates are expected to show commitment and determination to pursue success during this intensive programme Duration Three Days Programme Contents What is Expected of a Successful Salesperson Your Responsibilities to the Customer Your Company Defining the Sales Process Effective Communication for Salespeople What We Sell and What Our Customers Buy The Benefit Concept and How to Use It Preparation and Planning Preparing Yourself to Look Good and Feel Good Keeping a Positive Mental Attitude That Lasting First Impression Planning Your Work and Working Your Plan Prospecting for New Business How to Make the Right Appointments By Telephone and in Writing Finding the Customers Needs Building Agreement and Reinforcing Needs How to Present Your Sales Case Dealing With Questions and Queries How to Handle Objections The Different Types of Objections Methods of Overcoming Objections Dealing With Specific Price Problems Techniques for Presenting Price Price Benefit Calculation Identifying Buying Signals Closing the Sale The Tried and Tested Methods Developing Your Own Style Selling in Competitive Markets Building Long Term Good Customer Relations Managing Your Territory Setting Targets and Beating Them Controlling and Using Time Effectively Problem Solving and Complaint Handling Self Improvement and Continuation Training Individual Action Plans More Details Run by sales people who are now sales trainers and blending tuition with practical exercises Our tutors are able to relate to your delegates

    Original URL path: http://www.spearhead-training.co.uk/in-company-training/sales-training/introduction-sales-training (2016-02-17)
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  • IT Sales Training from Spearhead Training
    value complex IT selling situations Delegates will examine the varying levels of business functions involved in the decision making process and the professional techniques required at each stage of the selling cycle IT sales training is a highly cost effective investment that you can make in order to improve business performance Your people will aquire a host of techniques and ideas to implement in order to maximize their effectiveness Duration Two Days Objectives To enable delegates to Improve their ability to sell IT solutions Increase understanding of the selling and buying process Manage the sales cycle effectively Analyse and identify factors which affect a customer s basis of decision and influence the decision favourably Communicate solutions effectively Programme Content The Challenges of Selling IT Solutions The Psychology of Selling Structure of the Sales Cycle Analysing the Buying Process Managing a Complex Sale Time Constraints Controlling the Cycle of Events The Multi Level Decision Process Description of Buying Teams Analysis of Buying Roles Who to Contact in the Buying Cycle Situational Analysis Perception of Urgency of Purchase Recognising Positive Negative Viewpoints Establishing Requirements Tangible Business Needs Intangible Personal Desires Identifying Contacts Current Attitude to You and Your Company Understanding Behavioural Styles Dealing with Different Personality Types Their Expectations of You and Your Proposition Modifying Your Approach Effective Communicating Product and Company Differentiation Presenting the Business Case Valuing Benefits Gaining Commitment and Reaching Agreement Progressing the Sales Cycle Negotiating Positive Outcomes Delegates Action Plans More Details During this IT sales training delegates will specifically seek to overcome the challenges to reach a positive conclusion Delegates will explore each stage of the selling and buying cycle to develop a plan of action points to gain buyer commitment through to the close This is a thought provoking and challenging training course aimed to develop

    Original URL path: http://www.spearhead-training.co.uk/in-company-training/sales-training/it-sales-training (2016-02-17)
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  • Logistics sales training - 2 day - incompany - Spearhead Training
    approach to making appointments and cold calling as well as developing a range of techniques to reach decision makers They will also consider how to build an effective business case to gain commitment from the customer to close the business The training will be run by experienced tutors with an excellent track record in selling who will relate to each individual s situation The tutor will draw from the experiences and views of the group and together they will build a plan of action It will address the many challenges faced by the team and delegates will consider the solutions to achieve the best possible results One of the additional benefits of this training is that it will accelerate the learning process thereby minimising lost business in the field This logistics sales programme is very practical and delegates will consider the real life challenges in logistics and the techniques that they can directly apply in sales situations Spearhead has invested in creating first class training material and it will be run in a highly interactive nature It will be fast paced and challenging Objectives To build excellent logistics selling skills to create a high performing team To provide techniques for every step of the sales process What Delegates Will Gain A host of selling techniques for each key stage to close business A refreshed and revitalised approach to the challenges of selling Duration Two Days Outline Developing the Sales Plan Pre Call Planning and Preparation Prospecting for New Business Making Appointments The Initial Approach Reaching Decision Makers Cold Calling Customer Meetings Creating the Right First Impression Opening the Sale Establishing Customer s Logistics Needs Presenting Your Case Selling Benefits Presenting Your Price Effectively Objection Handling Persuasive Communication Making it Hard for the Competition Closing Identifying Buying Signals Gaining Commitment Trial

    Original URL path: http://www.spearhead-training.co.uk/in-company-training/sales-training/logistics-sales-training (2016-02-17)
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  • Making Appointments Training - 1 day specialist in company course
    National Account Management Business Skills Courses Answering the Telephone Assertiveness Skills Effective Written Communication Financial Awareness Persuading and Influencing Skills Planning Skills Workshop Presentation Skills Project Management Workshop Time Management PA Office Support Courses Perfect PA Being Brilliant Minute Taking Time Management for Support Staff Booking T C Online Sales Training Other Services Bench Marking Your Sales Team One to One Coaching Resources Announcements Special Offers Blog Books Brochures Newsletter Video Guides Whitepapers Improving business performance Quality Guaranteed We design deliver the best training in the UK Courses run with small groups for maximum individual attention focus on the things that matter to you World Class Tutors Our courses are run by experts with proven track records Exceptional level of post course support to maximise your return on investment Making Appointments This one day workshop will focus on best practice for making appointments The day is highly interactive including numerous exercises and practice sessions to develop the skills needed Duration One Day Outline Planning and Preparation The Challenges of Making Appointments The Special Considerations of Communicating by Telephone Using Benefits Credibility Statements Dealing with Rejection Structuring the Outgoing Call 1st Impressions The Reason for the Call Demonstrating Professionalism Getting Past the Gate Keeper Dealing with Objections Gaining the Appointment Delegate Skill Development Role play using Tele trainer Equipment Review and Delegate Action Plan More Information The making appointments training workshop detailed above is one of Spearhead s range of specialist in company only programmes for delivery to your sales team at your location or at a venue and date of your choice If the content does not meet your requirements we can develop a more tailored programme or alternatively we also can design a bespoke programme Please contact our office to discuss your training needs Please call 01608 644144 for

    Original URL path: http://www.spearhead-training.co.uk/in-company-training/sales-training/making-appointments (2016-02-17)
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