Sales Training Services | Phil Baldey
  • Sales Training with Phil Baldey

    ​Sales Training

    ​Developing the strategy and appropriate sales training to deliver your business the results it needs

Sales Training Services

Customised sales training services including One Day, Multi Day, After Hours and Conference Sessions all personalised to your needs.

Developing the strategy and appropriate sales training to deliver your business the results it needs.

Also offering longer term sales training programmes with mentoring/coaching being offered on an ongoing basis.

 

The best sales training to suit your business models including:

Business to Business (B2B)
Business to Consumer (B2C)
Retail
Telesales
Customer Service
Tender/Contract Negotiation
Business Buy/Sell Negotiation

COACHING/MENTORING FOR SALES TEAMS

Ongoing coaching/mentoring for individuals or the full team tailored to suit their needs.  This can include weekly sales tips, territory planning, discussions pre and post sales calls as well as reinforcement of the sales process.  Sales Managers can also receive mentoring to assist in their development.

SALES TERRITORY PLANNING 

Not sure how to carve the country up, how to care-take vacant territories, or how to structure call cycles within a territory?  With many models to choose from, I will guide you to identify and implement the appropriate Sales Territory Planning tools.

Setting Sales Targets

While it may be relatively straight forward to set a dollar target, it can be harder to break this down into unit types, bundles, vertical market sales and the like.  I will assist to translate a figure into something a sales person can understand and believe they can achieve.

Developing Pay Plans

Many pay plans actually inhibit performance, or reward the wrong behaviours.  Whether you want to offer salaries, wages, retainers, bonuses, commissions or a combination, I will walk you through the upsides and downsides of each pay plan.

Sales process development and mapping

We often tell our people to just get out there and sell, without discussing the steps of the sales process.  I will assist you to map the process so that it becomes clear when a critical step is missed.  Little point asking for the order if the prospect has no perceived need/want!

Helping you to develop a sales methodology

Whether the interaction is transactional or emotionally driven we can help you develop the sales methodology that suits your target audience. This could be Relationship Selling, Partnership Selling, Needs Based Selling, Solution Selling, Transactional Selling and Being the Expert are just a few of the terms which you may feel suit your needs. Find out more about developing your sales methodology.

Selling Skills - Working on your sales pitch

It’s about what you say as well as how you say it!  Sometimes the essence is important, sometimes it just needs to be scripted.  Whichever way it’s developed, it needs to be reflective of the situation, and allow for differing tangents to be dealt with.

Developing scripts and prompts for your sales team

Once the sales process is mapped, scripting can assist a representative learn what needs to be said.  They can then personalise the content to suit their personality, without missing key elements of the process.  Some reps know what to say instinctively.  For those who don’t, a script will assist.

Prospecting Strategies for your sales team

Not all prospects walk in the door, phone or make contact via online portals.  For those who need to find their own prospects, I can assist to develop an appropriate plan.

REFERRAL BUILDING FOR SALES LEADS

Word of mouth is known as a powerful tool to gaining new sales.  The challenge is how to get referrals flowing.  With some well tested strategies, I can assist you to grow your referral base.

Developing personalised Sales Training Manuals

If a Sales Manual doesn’t get read, it is of no use.  Good sales manuals become ‘go to’ reference guides with examples, handy phrases, the sales process mapped, and answer frequently asked questions.  I will personalise a sales manual to your unique situation.

How to choose the best sales people

Those who talk a lot aren’t necessarily the best sales people, and the same is true of the extrovert.  What is important is to select the appropriate sales people for your company, and who can connect with your target audience.  Often the best sales teams are a disparate group of individuals!

Sales Management Training

Helping to equip your sales management with the tools needed to build a successful sales team,.

I can also assist when a National Sales Manager is needed within an organisation, but it may not be justified to have a Full Time Equivalent.  Responsibilities can be scoped and fulfilled on a contracted basis, offering support to sales/branch managers and the sales team as required

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Territory planning, pay plans, sales process development, prospecting, setting sales targets, scripts and prompts and devloping sales manuals.
 

Whether the interaction is transactional or emotionally driven we can help you develop the sales methodology that suits your target audience.

Auckland, Wellington, Christchurch, Bay of Plenty and Nationwide.

 

I have done the hard yards of cold calls.  I build credibility with your team so that they will absorb the message.