The most pressing problem or need facing business today is the ability to attract more customers and make more sales.
Fortunately, based on our work with more businesses, of all sizes, in different countries, Dolphins Group have discovered three essential skills development to help you maximize your profits in any market, including today.
We have packaged, powerful, practical training containing these proven principles and strategies that anyone can use to increase their sales and profitability immediately, in virtually any business.

Here they are.

1. Develop Top Business Speaking & Presentation Skills

2. Acquire the Art of influential Public Image, Dressing & Etiquette

3. Sharpen your Sales Delivery and Management Skills

Effective Sales Delivery and Management Skills

The rule is that, “nothing happens until a sale takes place.” It is amazing how many companies have excellent products and services, excellent people, and excellent plans, but they have given little or no thought to the sales process. The sales process refers to every single point of contact that you have with a potential customer, from the first time they see or hear about you, all the way through to the closing of the sale and the payment of the price you charge.

You and your sales team must be excellent at prospecting, establishing rapport, identifying needs accurately, presenting persuasively, answering objections, closing the sale, and getting re-sales and referrals from happy customers.

One small improvement in any one of these key areas can lead to dramatic improvements in the number of sales you make, the amount of cash you have coming in, and the profitability of your business.

This Training is geared toward achieving results for your team. Kindly find the write up of what is to be cover within each section…

Relationship selling.

Objectives and Content
This session is to understand how relationship selling works
And how to increase your sales by understanding buyer behavior.

As a result of the session you will be able to identify different buyer types and sell to them more effectively.

Content
What is relationship selling?
The attributes of salespeople who use this style
Techniques versus behavior
Buyer behavior; assertive and responsive
The 4 different buyer types
How to recognize them and how to sell to them
The analytical buyer
The amiable buyer
The expressive buyer
The driver
How to use this knowledge to sell more

Behavioral styles
1. Analyze each behavioral style and for each, answer the following questions

How would you recognize each behavioral style?

How would you sell to them?

How to be more assertive

Organizational and personal needs

Buyer tactics
How negotiators behave when they want to win

Dealing with price issues

How to close more effectively

How to present prices with confidence

At some stage of the sales process we have to present our price. Often salespeople lack confidence and the customer can take this as a sign of weakness that presents them with an opportunity for negotiation and price reductions.

Price has to be presented positively and the customer needs a bit of time to digest the information we are giving.

The problem with a lot of salespeople is that we present our price, the customer goes a bit silent and has a little think and we respond by jumping in and talking too much. As well as being irritating, this allows the customer time to plan a negotiating strategy and the sale can either be lost, or be settled at a discounted price, which was unnecessary.

100 ways to improve your sales success
Some great tips to boost your sales

What makes a successful salesperson? it comes down to several things:
Attitude
Skills
Knowledge
Hard work
The best salespeople expect to succeed.

Time management
20 great time management tips

Times are tough aren’t they? We are hearing the word recession mentioned every time we pick up a newspaper, turn on the radio, or watch the news on TV. All the talk of doom and gloom can really damage our confidence and self belief.

In the previous recession some Salespeople did well and others didn’t. Which group would you rather belong to?

To sell successfully in a recession you need a strategy; a plan of action to help you succeed.

20 top tips for salespeople
Ideas for improving your sales success

20 ways to win more Business
Simple ideas to improve your sales success

The Sales Management Skills

Sales planning and targeting
Developing an appropriate management style
Taking over new sales teams
Recruiting and selecting sales staff

The Sales Managers Role
A guide to the job of sales manager and how to assess where you currently are
One way to describe the Sales Management Role is that the Sales Manager achieves sales targets through the effort of the sales team he or she manages. Within the overall definition of sales management there are a number of key roles that can be identified that need to be carried out by a manager if he or she is to be judged competent.

Management Styles
How management styles change and how to identify your preferred style

Taking Over New Sales Team
When taking over a new sales team that you have not managed before, there are ground rules that can help to improve your likelihood of success.

Sales Planning and Targeting
A look at the basics
Most of us in sales are set sales targets. These are clear objective measures of
1. Key Ratios
2. The Pareto principle applies: i.e. 80% of our business comes from 20% of our customers
3. Lead times

Recruiting and selecting SALES STAFF
Beginning the process

Cross selling and up Selling
Getting more business from customers

Asking questions
The most important skill in selling

The most important skill in selling is the ability to ask questions. I saw a quote recently that said
“Asking questions is 3 times more persuasive than presenting information”.
This is true. The best salespeople ask more questions and listen effectively. The least successful salespeople think that listening means “waiting to interrupt”
So, what are the main things we can do to improve this most important of skills?

Dealing with objections
Handling objections in a positive way

Negotiating and Discounting
The difference and why it matters

Negotiation skills
How to plan for negotiations
Negotiation: can be defined as a process of bargaining by which agreement is reached between 2 or more parties. We all negotiate every day in a wide range of work and social situations.
In sales we need to negotiate with our customers to arrive at mutually acceptable and profitable deals. Negotiation is important for 2 main reasons; the effect on our profits and the relationship with our customers.

Creating rapport
How to begin to build a relationship

Customer service tips
Giving excellent customer service
"It is imperative that those people responsible for delivering service to customers know about every aspect of the company and the product/service range"
Keeping customers happy, ensuring that they come back in the future and encouraging them to sell the merits of your firm to their friends, relations and colleagues is an aspiration of the majority of businesses. There are a number of ways to do this and one of the most effective of these is to provide excellent customer service.

Neuro Linguistic Programming
How NLP can make us more successful
How does it work?

Making your sales pitch
Ideas for putting together a great presentation

Closing the Sale

Closing the sale is not a skill that can be learned in isolation from the rest of the sales process. Closing is one element in a chain of events that begins with the sales person planning and preparing for sales meetings and works through the sales process.

 your ability to satisfy your customers at such a high level that they say, “This is a great company!” and they want to buy from you again, and bring their friends, is the key determinant of your success.

Our open entry sales Delivery  training courses take place throughout the year in Nairobi Kenya.

* Please note that the dates quoted in the calendar from below link are the start dates of each 2-day high impact sales course.

Open Entry Schedule 2011..Click here►►

To direct book your place, simply click here and you'll be taken to our online booking system.

Alternatively, you can call us on Tel:- +254 - 20 - 2211362/382  ,  254-712-636404 or Email us at training@dolphinsgroup.co.ke  and we can email you a booking form out to you in MS Word format. .

Dolphins Training & Consultants Ltd.
KeMU Towers,11th Fl University Way/Twiga Towers ,3rd Fl ,Nginda Lane
P O Box 27859 00100 Nairobi, Kenya
Tel; +254-20-2211362 /2211382
Mobile;+254-(0)712-636404
Fax +254-20-2211386
training@dolphinsgroup.co.ke
www.dolphinsgroup.co.ke

Your No.1 Corporate Training Partner

Dolphins Group