15 September – 10 Steps to Successful Sales

by Tony Cross

Presented by Tony Cross, this action-oriented professional selling course is designed to help sales professionals accelerate top line revenue for their organisations. It will teach sales professionals to develop a personalized selling system, to establish customer loyalty and trust, to understand the buying process, and create a personal development plan based on world-class knowledge and skill.

1. Understand what habits lead to improved sales success.
2. Improve your professional approach despite the complexities of the sales environment.
3. Hear how to become a trusted advisor to your clients.
4. Learn what it takes to develop your own personalized selling system.
5. Understand the buying process better.
6. Create a personal development plan based on world-class knowledge.

6 October – Selling with Confidence

by Marc Thompson

In a sales driven business, your sales team strives to deliver sustainable and consistent growth of sales. Marc Thompson will teach your sales team to achieve what they strive for by learning the best way to implement the following facets of selling; Pre call planning, making the call, the follow up, area and time management and state control. These skills will help your sales team Sell with Confidence.

1. Pre call planning.
2. The call.
3. The follow-up.
4. Area and time management.
5. State control.

20 October – Customer Care

by Marilyn Overend

With products becoming more and more similar our service delivery needs to become more unique and surprisingly different. You need to break away from the old ways of thinking in order to entice your customers to come back for more. However, the key is knowing what your customer wants. Marilyn Overend will help you as a manager and a sales professional to understand how to manage and prosper from these changing times and to continually improve your customer care.

1. Changing the picture will change the result.
2. Laying solid foundations - making the ordinary, extraordinary.
3. Knowing what customers want – Every DISC had a different sound and picture.
4. Wave the brush to a bigger, brighter customer experience.

3 November – Collections Excellence

by Beth-Ann Galvin

Collections Excellence by Beth-Ann Calvin will help to increase collection results by equipping collections and debtors clerks with a more strategic approach towards interacting with creditors. They will attain the confidence, knowledge & skills to apply a highly effective client interaction approach and by so doing maximize their collections returns.

1. Recognise the importance of approaching the client in a manner that promotes good client relationships.
2. Understanding the importance of increasing the number of sincere "promise-to-pay" .
3. Exploring the telephonic impact that body language and vocal quality has on the client.
4. Developing a professional collections "Script" – Choice of professional terminology and phraseology which leads to a commitment to pay.
5. Listening and questioning techniques to ensure the real message is understood and responded to.
6. Developing effective vocal quality.
7. Responding effectively to excuses (objections) and applying a firm yet customer orientated approach.
8. Reading different personality styles and adjusting ones approach accordingly.
9. Managing irate clients in a customer orientated manner.
10. Being the brand by ensuring positive first and last impressions combined with an overall polished approach.