Challenges We Solve

Professional Selling

Many sales people fall into the trap of talking too much. They just can’t wait to tell customers all about the features or benefits their product/service will bring or how great their company is without first understanding the needs and desires of the customer which is not the best approach to selling.

Introduction

This three day extensive sales training program will guide participants towards uncovering the “Right” skill set and mind set a professional sales person should possess. From controlling conversations with customers to asking the right questions to uncover customer’s needs, this program will enhance sales staff’s ability to connect better with customers, overcome objections and close the sale confidently and effectively delivering commercial and sales objectives.

Powerful sales questioning technique :
The core of this program teaches a more effective and more professional sales approach that primarily depends on asking a series of questions in a specific order that will enable you to find out your customer needs and not only uncover problems, but also ask questions that make the customer realize that the problem he has been chugging along with comfortably is now too big to ignore.

Selling to different personality types :
Moreover, many salespeople also have a single, preferred style of selling and find it difficult to sell to different types of buyers. They use a strategy of making friends with customers and while this works sometimes, there are certainly buyers out there who just don’t like this approach at all. Part of this program will focus around dealing with different personalities of buyers and how taking this into consideration and adopting a slightly different approach with each customer will help you be more successful and close more sales.

Course Objectives

By the end of this training course participants will be able to:

  • Understand what is needed to have both the right skill set and mind set to sell.
  • Connect better with customers, overcome objections and close sales confidently and effectively to achieve sales targets.
  • Learn and practice an effective sales questioning technique that will increase the likelihood of making a sale by better understanding customer needs while maintaining a great customer experience.
  • Understand the 4 major behavioral styles and personality types and how to sell to each buyer type.

Sales Territory Management

Your success as a field and distribution sales professional will ultimately depend on how efficiently and effectively you can manage your sales territory by building strong sales pipelines and advancing sales opportunities with a focus on growing relationships with key and high potential customers.
Introduction

As a field sales person, you are accountable for the quality, direction and quantity of your sales activity within your territory. How well you plan and manage these three factors will ultimately decide your overall success. When territories are managed properly, key customer relationships are being grown, account plans and key sales opportunities are being advanced and sales territory targets are being achieved. This can only happen through structured territory business planning and proactively exploring territory growth.

This training program aims to introduce a simple 5 step process to properly manage and plan your sales territory. The process serves as a plan or a guideline from setting strategic sales goals based on your close analysis of both your territory itself and scoring your customers for their potential to following best practice territory routing and coverage patterns and evaluating your results.

Course Objectives

By the end of this training course participants will be able to:

  • Follow a structured step by step approach to plan sales activity within their sales territories.
  • Understand the criteria for determining real customer potential.
  • Determine sales territory potential and assess strengths, weaknesses, opportunities and threats within the sales territory.
  • Set strategic objectives and goals for their sales territories.
  • Explore best practice sales territory routing patterns for efficient and effective coverage.

Sales Management

A successful sales manager’s job is to provide clear direction and support to his/her team enabling them to excel and develop to reach their full potential. Sales managers often rise to this position from a successful career in sales. But the skills required of a successful sales manager are quite different than the skills of a sales person which is one of the key points that this program will be focusing on.
Introduction

This two day program will enable delegates to have a clear understanding of the successful sales manager’s responsibilities and how to become more effective in their roles in this challenging competitive business environment of today. Over the period of the course delegates will explore key leadership skills as well as the essential sales managerial skills needed for them to effectively forecast and implement effective sales plans, motivate, monitor and evaluate the performance of their people and provide the required direction and support ensuring measurable sales results from their sales teams.

This course also includes several bonus forms that were designed to help you prepare your sales forecast and complete sales plan. (Forecast data form, Sales plan support form)

Course Objectives

By the end of this training course participants will be able to:

  • Understand the roles and responsibilities of a sales manager
  • Learn skills to achieve better results through their teams using sales plans and targeting techniques
  • Clearly understand how to prepare a sales forecast and a sales plan for their sales operation
  • Properly observe, evaluate and give feedback to team members and set performance development objectives using assessment tools supplied and provided within the training program
  • Explore ways to motivate their sales teams and create a more motivating environment.
  • Run more effective sales meetings and morning huddles to inspire and motivate and provide clear direction to their sales team members.

Lead Motivate and Inspire

The best leaders have the ability to share their vision with passion and commitment, giving their people a purpose, a challenge they are willing to embrace and carry on to achieve amazing results.
Introduction
This two day activity based training program will empower you as a leader in bringing out the best in yourself and others by exploring the most critical success factors of strong leadership that will help you bring your people together, motivate, energize and inspire them to their full potential to achieve extraordinary things.
Course Objectives

By the end of this training course participants will be able to:

  • Describe the roles and responsibilities of a true leader.
  • Clearly understand the difference between the role of a manager and the role of a leader.
  • List the three main essential roles of a leader.
  • Understand what motivates people and explain the “4motive” motivational model.
  • Identify what employees want from a leader.
  • Understand different perspectives and what defines a true leader.
  • Find out their preferred leadership style
  • Balance team, task and individual functions
  • Identify what it takes to role model strong leadership.
  • List the leadership critical success factors

Professional Presenter Training

Standing up and reciting information while others passively listen and perhaps take notes is the common traditional presentation style that does not really work to teach, inspire, or motivate an audience. Times have changed. If the only purpose of your presentation is to transfer information, you are better off distributing it in a handout or by email and canceling the event.
Introduction

An effective presentation aims to change the audience and get them to think or act differently by truly engaging them with a clear focused message, logical arguments and compelling visuals combined with a passionate delivery that evokes emotions.

This two day program will provide a guiding framework to teach others how to design, build and deliver compelling high impact presentations by following simple innovative design concepts from the initial design stage and creating the structure of the presentation to researching and building impeccable slides and visuals as well as ensuring a confident, passionate and professional live delivery.

Course Objectives

By the end of this training course participants will be able to:

  • Understand the Three principles of presentation.
  • Structure a presentation & visuals with focus, clarity and impact.
  • Effectively visualize, build, structure and deliver a presentation with focus, engagement and passion.

Emotional Intelligence

Through a series of hands-on activities and key emotional intelligence concepts, this one-day training program will help participants improve their emotional intelligence skills enabling them to use emotional information from themselves and others, integrate this with their thinking for better decision making helping them to more easily get what they want from the immediate situation and from life in general.
Introduction
This highly interactive training program will help participants become more balanced in their thinking, feeling and doing by giving them the essential skill and mindset for proper self-awareness, self-management, self-motivation and relationship management empowering them with a choice in how they think, feel and act.
Course Objectives

By the end of this training course participants will be able to:

  • Understand what emotional intelligence is, and how it can improve both their personal and professional life.
  • Understand the importance of self-awareness and getting in touch and understand their feelings and emotions in developing their emotional intelligence skills.
  • Practice techniques to self-motivate, control emotions and challenge negative thought patterns.
  • Understand the importance of empathy and developing your social awareness for properly managing relationships with other as an emotionally intelligent person.

Coaching for Performance

In this two-day interactive training program, participants will learn a structured process that will enable them to systematically develop their people and unlock their potential to improve their performance. Participants will learn through a series of hands-on activities, and practice two different coaching models (Continuous support coaching model & GROW coaching model) enabling them to turn work experienced problems into learning situations.
Course Objectives

By the end of this training course participants will be able to:

  • Know what coaching is and the key goals of coaching others for better performance
  • Understand the skillset as well as the mindset of a successful coach.
  • Practice two different coaching models (Continuous Support Model – GROW Coaching Model)
  • Use a structured and professional process to confidently conduct coaching interventions to improve performance of their people.

Other Programmes by the Mpowered Team

Negotiating for Results
Conflict Resolution
Change Matters
Business Etiquette
Building High Performing Teams
Time Management
Retail Excellence