"If you can see the customer through the customer's eyes, then you can sell the customer what the customer buys…" CALS
There is a growing consensus that professional sales has entered a new era – a profession transformed, a more sophisticated solutions oriented approach that requires skills that are scarce but teachable - and best taught in a collegiate setting.
A critical part of the sales and marketing strategy and the overriding goal of any organization is to ensure a well- staffed, fully trained, highly motivated and well-equipped Sales Force which is vital to a company's "Profitability Guaranteed" program and overall success.
The findings of a series of studies conducted since 1988 by the sales force consultancy Chally Group- Analyzing data from more than 100,000 business decision makers, Chally discovered that 39% of B2B buyers select a vendor according to the skills of the salesperson rather than price, quality, or service features. As a result, today companies are welcoming the need for high quality sales education for their field force which provides their sales staff with the opportunity to grow learn and explore how to become a true performing sales professional.
Our two-part course in Self and Sales Mastery helps students to break the attitudinal barriers towards becoming a sales professional and prosper in the career of sales and discovering the opportunity to interact with a variety of people and earn unlimited income while enhancing their work-life balance.
Part I of the course "Self-Mastery", focuses on students'; personal assessment of self and helps them to identify and manage the roadblocks to maximum productivity and personal growth. Students also learn the skills and techniques required to develop better interpersonal relations with colleagues and more importantly, with their customers through the building and sustaining of high trust client relationships.
Part II of the course "Sales-Mastery", aims at unlocking students'; full selling skills and sales talent with the goal of developing a culture of transformation of “Performing Professionals” where excellence is the only standard. Students will be equipped with the skills set needed to assess multiple customer needs and motivations and develop value-driven solutions in partnership with clients. They will learn how to go beyond product selling – how to empower customers to define the problems they are trying to solve and work with them to assemble a complete solution. This course will stretch students'; critical thinking, analytical, negotiation and even presentation skills, among others.
This course will take the form of intensive seminars with the opportunity for workshops and brief presentations by the participants. We will employ coaching and mentoring techniques during our sessions which will be transferred to students to later apply to the workplace to help others excel.
Are You Ready For The Challenge?
All members of the "Field Force" such as Sales Managers, Sales Professionals, Merchandisers, Account Executives, or Customer Service Representatives.
Students may be asked to do brief oral presentations as part of our "Transformation Challenge" Workshops in these classes. These will be interactive in nature and may involve some role playing.
There will be brief group discussions and ten (10) minute group presentations due to the intensive nature of the course.
No formal prerequisites required.
Participants will receive a Certificate of Completion after successfully passing the set course assessments.
1 Day Power Session
9:00am to 3:00pm
6 Contact Hours
Special Introductory Offer!
Course Schedule November/December 2016
Saturday 25th March 2017
Saturday 25th March 2017
Meet Beverly Gittens - a passionate and gifted Sales Professional and Trainer with over 16 years of experience in direct sales and sales management. She has worked for major regional insurance companies such as Clico, Sagicor and Guardian Group and has designed, developed and conducted over 200 seminars and training sessions for major public and private enterprises. Some of her training programmes include Sales Training and Coaching for front-line staff, Sales and Self Mastery Training, Customer Service and Communication Skills Training. As a part of the Guardian's Group Training Team, Ms. Gittens has gained significant experience in every aspect of training from Training Needs Assessment, Training Design and Development, Training Delivery, Training Evaluation and Training Impact.
She has delivered various programmes ranging from one (1) day workshops to two (2) weeks training programs to all members of the sales staff (Managers, Agents and New Hire Staff) in keeping with the strategic objectives of the Guardian Group. Ms. Gittens has also worked with major organizations such as NEDCO as a facilitator and conducted training programmes in Human Resource Management, Developing Business Plans and Cash Management and Record Keeping for Small Businesses.
Mr. Jude Bernard