Open Fire Sales Training

With any profession, there are disciplines and codes of conduct that qualify individuals to practice that profession. With any company process (payroll, procurement, supplier payment etc.) there are rules and structures that govern the execution and progress of the process. OPEN FIRE PPSS training brings professional qualifications for salespeople together with business process. This seamlessly integrated combination of skill and process guarantees success - and "happy", satisfied customers. There is only one sales process, and it applies to all sales scenarios; successful salespeople have the discipline to apply the process and stick to it all the time. Salespeople are forever searching for the magic secret formula that will make the buyer's - buy, there is no short cut. To succeed, skills need to be developed and disciplines need to be adhered too.

Most sales courses, books and programs approach selling very logically. (Sales stages of the sales cycle are logically defined and sales people are given logical tasks to perform at each stage). This is very strange because marketing and advertising departments appeal to the emotions of buyers to increase sales and market share. Salespeople are never taught how to target a buyer's emotional drives. Most salespeople are unaware that there is an emotional process that takes place when it comes to buying anything. With a seller's logical approach, the buyers' behavior becomes unpredictable. Successful salespeople know why it's important to target a buyers' emotion, and how to do it. The key to selling success is to have a sales process that maps to the emotional buying process.

OPEN FIRE PPSS Training links the emotional buying process with a sales process that guarantees success and consistency.

> Does your sales team work with a process linked to sales tools ?

> Are forecasts constructed using reliable methods and tools ?

> Do your salespeople understand when in the sales process to Present ?

> Do your salespeople understand the sole purpose of any Presentation ?

> Are a high percentage of opportunities converted into sales?

> Do your salespeople understand the objective / purpose of Prospecting ?

> Do you have acceptable levels of Customer Satisfaction ?
> Do your salespeople have a standard approach to overcoming Objections ?

> Is your sales force motivated ?

> Is there an understanding of the difference between Closing and Negotiating ?

Selling Disciplines

Working with the Process

What to do

Objectives:

Improve Effectiveness and Efficiency of Sales People by:

- Changing the sales approach from opportunistic to disciplined and professional.

- Changing the Buyer / Seller interaction from unstructured interaction to a process driven interaction.

Duration 2 days

Selling Behavior

Working with Emotions

How to do it

Selling Disciplines a pre-requisite

Objectives:

Improve Effectiveness and Efficiency of sales people by:

- Gaining insight into the "emotional buying process"

- Gaining insight into buyers "feelings" and motivation to sign contracts.

- Understanding how one's own emotions can make or break a sale

- Capturing Passion in a Process - Secrets of Success

Duration 2 days

Skills of Persuasion

Effective Public Speaking and Presentations

Objectives:

Any Presentation should only have one objective - to motivate to action.

This course teaches:

- How to construct a presentation that will result in the listeners taking the action

you want.

- Hooking into and mapping to audience mind maps

- How to develop confidence for public speaking and presentations

- Where presentations fit into the sales process

Duration 2 days

Developing Emotional Intelligence

Attitude for Success

Practical Goal Setting

Objectives:

. Practical application of EI Principles

. Establish that many "automatic or instinctive" reactions to stimulus are sometimes negative and counterproductive (and affect business negatively.)

. Establish that "personal components" can and need to be managed in order to enjoy personal growth and to be effective & efficient.

. How to implement techniques that align "Given's, Desires and Goals"

. Implementation of techniques to manage or change the way we feel in order to improve effectiveness and efficiency

Duration 2 days