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  • Sales Support Training from Spearhead Training
    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 Sales Support Pre and post sales customer contact skills Your customers are most strongly influenced by the people they meet from your company As such your company s image is in the hands of anybody from your company who has customer contact This workshop will show your non sales personnel their role in building business Delegates will learn how their behaviour can affect your relationship with a particular customer how to spot danger signals in the account that should be reported back and how to recognise a sales opportunity Armed with this information they will be better able to make a positive contribution to the sales drive and the success of the organisation Duration One Day Content Your Role in the Company If you have customer contact The people first approach Your Effect on Company Image The effect of company imge on overall performance Your effect on customer perceptions Creating the right impression Business etiquette Danger Signs Requiring Action Company in trouble Competitors active We are not in favour Identifying Sales Opportunities Recognising customer needs Making a positive contribution to the sales effort Customer Contact Skills The importance of two way communication Gathering information Listening skills Body language Relationship Skills Working with the sales force Building rapport with prospects and customers Turning complaints into opportunities Action Planning More Information This sales support workshop is one of our standard in company

    Original URL path: http://www.spearhead-training.co.uk/in-company-training/sales-training/sales-support#FSContact1 (2016-02-17)
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  • Selling a Service Training - 2 day in company quality course
    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 Selling A Service This selling a service training is for salespeople who sell the services of their company rather than a tangible product On this programme the skills and techniques they will require to become successful as a salesperson selling services in a competitive business environment are reviewed in detail There are numerous unique challenges that must be taken into consideration when selling a service The tutor will draw on the experiences of the delegates and the major points will be consolidated with practical exercises which ensure that the points are applied to each delegate s own situation The course is fast moving and will require dedication and hard work by all attendees Outline The Successful Service Salesperson Effective Communication Product v s Service Sales Person Using the Benefit Concept Intangible Benefits Customer Selection Beating the Competition Competitor Comparisons Planning the Stages of Sale Pre Approach Work Making Appointments Selling to Multiple Decision Makers Creating the Right Impression The Specific issues of Selling a Service Customer Needs for Buying a Service Initiating the Sale Why Buy Identifying Customer Needs Making an Effective Presentation Dealing With Challenging Questions Handling Cost Concerns Readiness to Buy Indicators Ensuring Commitment Effective Closing Maximising Sales Time The Traits for Success Delegates Post Course Actions Plan Practical Exercises with Tutor Feedback More Information This in company training focuses on the skills needed for selling a service It will be

    Original URL path: http://www.spearhead-training.co.uk/in-company-training/sales-training/selling-a-service#FSContact1 (2016-02-17)
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  • Selling from Exhibition Stands Training - 1 day in company course
    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 Selling from Exhibition Stands Selling from exhibition stands is designed to make sure that your stand staff can meet greet and facilitate business when representing your company at exhibitions Recent research conducted at a number of exhibitions has shown that over 80 of stand staff use strongly negative behaviour which discourages potential customers Exhibiting is an expensive marketing activity It will pay to ensure that your investment is not eroded by inadvertently negative stand behaviour By providing this training before working on the stand enquiry and sales levels can be maximised Outline Attending Exhibitions Setting Exhibition Objectives Organising for Success Preparation and Planning Working as a Team Effective Stand Layout Attracting Visitors to Your Stand Stand Location Traffic Flow Stand Behaviour How Not to Exhibit Yourself Opening Discussions First Impressions Selling Special Considerations Establishing Visitor Credentials Communicating at Exhibitions Demonstrating Presenting Your Case Being Remembered Handling Difficult Questions Closing Conversations Competitors at the Exhibition Post Exhibition Follow up Practical Work Action Plan More Information This selling from exhibition stands training is one of our standard in company sales programmes and can be delivered to your staff at either a venue and date of your choice If it does not exactly

    Original URL path: http://www.spearhead-training.co.uk/in-company-training/sales-training/selling-from-exhibition-stands#FSContact1 (2016-02-17)
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  • Selling through distributors - 3 day in company course
    support and customer liaison also attend this programme We define a distributor as anyone or business that sells your products or services to other customers i e not for their own use Distributors can take many forms such as distribution outlets sub distributors agents stockists or O E M s original equipment manufacturers Those engaged in this specialised role will need to possess all of the skills of the direct salesperson and more This training concentrates on the more aspect providing a global approach to market development In addition to the specialised selling skills it considers marketing strategies to accommodate both end user and third party needs This embraces planning and implementing promotional activity training and motivating your selling outlet s and generally working together in a cohesive and harmonious style Outline The Role of the Specialised Salesperson The Role of the Third Party Account How They Differ Distributors Agents Stockists O E M s Profiling Your Ideal Account Communication Negotiation Principles Distributor Selection Establishing an Effective Network Pricing Strategies A Workable Agreement Training for Success Building Long Term Relationships Forming Partnerships Developing Mutually Acceptable Business Plans Objective Setting Strategic Planning Joint Promotional Activity Contractual Implications Motivating Third Party Accounts Staff Selling the Benefits The Benefits to Your Distributor Raising End User Awareness Avoiding Market Conflict Forecasting The Effects of a Concession Managing Your Time Action Plan for the Future More Information The focus of the programme is about maximising sales performance by selling through an account as opposed to purely to the account The programme addresses the challenges of selling through a third party and examines ways of avoiding many of the costly pitfalls involved with dealing with distributors It starts by examining the role of the specialised salesperson and the role of the distributor In addition the key

    Original URL path: http://www.spearhead-training.co.uk/in-company-training/sales-training/selling-through-distributors#FSContact1 (2016-02-17)
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  • Software Sales Training - 2 day incompany course - Improve sales
    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 Software Sales Training This programme provides software sales training for those selling software solutions It considers the particular challenges to overcome to achieve success in selling software solutions Each stage of the software sales process is examined with exercises at each stage to ensure that delegates build an individual plan of action It uses interactive discussions delegate exercises and reviews to agree best practice Each delegate will build a plan of how they can manage the software sales process and maximise their sales potential Duration Two Days Outline Selling Software Solutions the challenges Complex Software Sales structure Analysis of the Software Buying Process Managing Software Sales Controlling the Software Sales Cycle The Multiple Level Decision Processes Establishing Influencing Buyer Needs Analysing Buyer Roles Working with the Key Influencers Expectation Management Analysing Your Customers Managing Different Viewpoints Your Proposition and Key Decision Makers Attitudes Identifying Briefing Requirements Identifying Key Drivers Customer Politics Selling the Different Personality Types Behaviours that can be Observed How Decisions are Made Key Motivators Adapting Your Style Communicating Software Solutions Becoming a Preferred Supplier Costing Business Impact Your Action Plans More Details This software sales training is one of our specialised in company programmes which we deliver to your team at a venue and on a date that you require If the programme details are not exactly what you need then we can either build a tailored programme or develop a fully bespoke solution for your team Please contact us

    Original URL path: http://www.spearhead-training.co.uk/in-company-training/sales-training/software-sales-training#FSContact1 (2016-02-17)
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  • Specification Sales Training - Spearhead 2 day incompany course
    to sell to and influence the different people involved in the decision making process This will typically involve Architects Quantity Surveyors Consultants Contractors Purchasing End Users Operational and Commercial Directors All of the key steps of the selling process are covered via tutor led discussion individual and group practical exercises and review and tutor feedback to ensure best practice There will be opportunity to consider the many challenges and to discuss and develop techniques Delegates will build their own individual action plans as well as a collection of sales techniques for implementation in the workplace Duration Two Days Outline The Challenges Specification Selling Selling into the Public and Private Sectors Dealing with the Different People Involved in Purchasing Architects Quantity Surveyors Contractors Consultants Purchasing End Users Operational and Commercial Directors Planning and Preparation Managing the Sales Process Customer Meetings Identifying Customer Needs and Questioning Skills Structuring the Meeting Presenting Your Case Relationship Building The Relationship Ladder The Spearhead Relationship Value Profiler Dealing with Different Personalities Building and Managing Key Relationships Handling Objections Dealing with Specific Price Objections Negotiating Mutually Acceptable Outcomes Closing Techniques and Gaining Commitment Action Planning More Information The key steps covered over the two days include making appointments handling meetings with the various people involved in the decision making process identifying and influencing the needs and specification requirements presenting information handling objections and closing sales Building relationships is also a key subject in this industry We have developed exercises specifically aimed to help delegates enhance their understanding of how to build relationships with different personalities and the personal needs of the various people involved in the decision making process The techniques for negotiating to achieve profitable business and dealing with requests for discounts are covered The training will also consider the differing requirements of both public and

    Original URL path: http://www.spearhead-training.co.uk/in-company-training/sales-training/specification-sales#FSContact1 (2016-02-17)
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  • Telecommunications Sales Training from Spearhead Training
    work This is a highly interactive programme including tutor led discussion a series of individual and syndicates exercises with review feedback and agreement of best practice Delegates will explore the whole sales cycle and formulate plans of action to manage the process effectively They will consider how to increase customer commitment to close the sale They will also explore how to build a strong business case that satisfies the business needs and requirements of the decision making team Delegates will increase their understanding of sales psychology by understanding their own natural selling style and how this interacts with the differing needs of various personality types Specific attention will be given to ensuring that sales presentations are persuasive with a clear communication of the value proposition for the customer The programme will also consider the real life objections and barriers to purchase and delegates will develop strategies to minimise these along with tactics to overcome them As negotiating with financial people is an ever increasing requirement this area is covered with the aim of maximising the outcomes for both supplier and customer In summary this will be an engaging challenging and highly productive training session for your team Delegates will leave with enhanced skills to take on this highly challenging role Duration Two Days Content Stages of the Buying and Selling Process Selling a Technology Solution Managing a Complex and Long Sales Cycle Time Scales Controlling the Cycle of Events Managing the Multi Level Decision Making Process The Needs of Buying Teams Buying Roles Analysing the Current Situation Perception of Needs and Urgency of Purchase Identifying Positive Negative Attitudes Establishing Requirements Business Needs and Personal Desires Psychology Selling Understanding Different Behavioural Styles Building Relationships Meeting Individual Psychological Needs Communicating Solutions Differentiating from the Competition Presenting the Persuasive Sales Case Delivering the

    Original URL path: http://www.spearhead-training.co.uk/in-company-training/sales-training/telecommunications-sales-training#FSContact1 (2016-02-17)
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  • Telephone account management training - 1 day in company course
    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 Telephone Account Management Telephone Account Managers will benefit from this training Delegates will gain an understanding of how to build relationships and develop the long term business performance of their accounts through effective account management and telephone selling skills Duration Two Days Outline Role Key Tasks and Responsibilities Gathering Account Information Building Business Profiles Creating Account Development Plans Setting Short and Long Term Objectives Using Promotional Funds Categorising our Customers Portfolio Management Matrix Management Call Frameworks Planning the Call Setting the Scene Conducting the Business Interview Selling Product and Service Benefits Painting Verbal Pictures Telephone Sales Presentation Skills Gaining Commitment Call Follow Up Written Communication Skills Individual Action Plans More Information This telephone account management training is just one of the specialised in company programmes which we can deliver for your team at your office or at a venue and date that is convenient If this programme does not meet with your specific business objectives we can develop a tailored programme or alternatively create a bespoke programme for your account management team Please call

    Original URL path: http://www.spearhead-training.co.uk/in-company-training/sales-training/telephone-account-management#FSContact1 (2016-02-17)
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