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Category Archive: Sales Training

  1. 10 ways to become an effective sales manager

    Effective sales management requires a range of key skills, from developing marketing strategy to using all the available sales tools to optimise your team’s results. If you’re looking to become a more effective sales manager then these are our top 10 ways to do it.

    1. Don’t get confused about who you should be focusing on

    Your primary stakeholders are the individual people on your sales team – the sales manager role is a leadership position so don’t get bogged down purely by the sales side. If you’re going to meet your targets then you have to ensure that the rest of the team meets theirs.

    2. Learn to manage effectively

    Being a great sales manager means understanding how to lead the team – the most effective way to do that is often to start by acknowledging that everyone on the team is unique and has different needs and opportunities that you’ll need to take into account when managing.

    Throw out the hierarchies

    Old school prescriptive and hierarchical approaches to sales management have been abandoned in favour of more collaborative and empathetic working. Listen to your team.

    3. Start with your own success

    It can be useful to go back over your own sales experience and identify what it was that made you successful. Break down the different components to your success so that you can look to replicate it with the members of your sales team where appropriate.

    4. Set goals for your team

    It will be crucial to unambiguously define expectations so that your sales team understands what is expected of them. Supplying the team with meaningful metrics can also give the people you’re working with tools for managing the process.

    5. A change of perspective is going to be essential

    If you’ve come from a sales role then you may be used to being selfish with your time, ignoring calls and keeping others at arm’s length so that you can get on with meeting your targets. That’s a perspective that could be incredibly damaging for a sales manager so it’s essential to shift to a more open and engaged way of working. Your time is not your own as a sales manager and your job is to give it to others to enable them to succeed.

    6. Let go of the selling

    It’s no longer your responsibility to make sales – it’s now up to you to coach others on to making sales achievements.

    Don’t try to shape everyone in your own image

    It’s a good starting point to look at your own success and use this as a guide for the sales team. But you also have to remember that everyone in the team is an individual and what drives you to success may not work for others.

    Be the coach

    Motivate your team, support them and guide them if you want to get the best results.

    Get some help

    There are lots of resources out there designed to smooth the transition to sales manager – our Sales Management course, for example, will focus on how to best use your resources and maximise your team’s results.

  2. Improve your closing skills, starting with these 3 tips

    Being a good closer can make a sales career. If you can master the skills and instincts that combine to get great results then you will find yourself on a fast track to success. Not every sale is predictable and there is no method to guarantee perfect results every time. However, there are some simple ways to improve your closing skills, starting with these 3 tips.

    Create a sense of urgency

    People are always prompted to action if they believe that something is on offer that could be gone imminently. That’s why creating a sense of urgency is such an effective way to improve your closing skills. If you’re faced with someone who is open to buying but, for some reason, just not taking the final steps to making it happen then employing this technique can help to get them over the line. The key is to offer something that they might want – a benefit, a discount or a free promotion – and use this to help convert a prospect into a sale.

    Remind the customer of what is on offer

    This is often called summarising and provides an opportunity to remind the person you’re speaking to of what a great choice this is for them. This could be something as simple as reiterating the deal that has been agreed with a focus on the value that they’re getting and the benefits to the customer of going ahead. It’s a good idea to try to keep the tone conversational so that what you’re saying doesn’t feel too much like a sales pitch, as this can be off-putting for some customers who prefer a subtler style of close. The key throughout the closing process will be to have identified what the needs of this particular customer are and then to use this summary to reinforce why the products or services that you’re selling provide a solution to those needs.

    Ask a question

    Sometimes, closing with statements can end badly if the customer simply shuts the conversation down. For other prospects a statement will feel too forceful and also be off-putting. Part of improving closing skills is working out what kind of person you’re talking to and whether they are more likely to appreciate an alternative.

    The alternative here is to ask a question, such as “Do you think this product will provide a solution to the problem we’ve talked about?” If the answer is yes then you have a commitment in your hands. However, if the answer is no this is an opportunity to find out why – as opposed to simply letting the customer go. Discovering the prospect’s hesitations can be very useful at this stage, as they can potentially be discussed and overcome. A question also leaves the door open to further selling.

    Our Advanced Closing Skills course is designed to help you refine this essential skill set. Through role-play and questionnaires we analyse your closing technique and highlight areas for improvement. Get in touch with PTP today to find out more.

  3. How can you measure ROI on your sales training?

    Sales training is a highly effective way to improve team performance and boost overall results. However, when it comes to quantifying its impact it’s far less simple to do than with more numbers based and easier to attribute investments. Measuring the ROI on sales training is challenging, mostly because calculating the return is quite a difficult job. There are a number of reasons for this:

    • Return on sales training is not instant. It may take some time to appear and, depending on the length of the sales cycle, the actual return could only materialise several months in the future.
    • The impact of sales training is often felt right across the business. Pinpointing the direct return of sales training is not that easy as the return could be disparate. You’ll often find that the results of sales training are broad and everyone, from the CEO down will want to take the credit for it.
    • We frequently simply use the wrong metrics. When you’re looking to measure ROI on anything the first instinct is often to look at increased sales revenue as the right metric to work with. At first glance this does seem to make sense – the initial investment was financial and so the return should be identifiable in that way too. However, the issue there is that an increase in revenue could be the result of many factors – not just training – and so any measurements you try to make relating to sales training may not be accurate.

    Metrics: the options

    So, if sales revenue isn’t an option when it comes to measuring ROI on sales training what else can you use? There are two other potential metrics that could provide accurate and actionable insights into the impact that sales training is having. The first of these is sales activities. This could be anything from making sales calls and attending training, to accounts plans that are completed. Unfortunately, in the same way as measuring a business result like revenue, attempting to use sales activities to calculate ROI can be a bit of a stretch.

    The second metric that is likely to have a much greater impact is sales objectives. This would cover any goal that you’re setting for a sales team, whether that’s close rates, customer retention or the acquisition of new customers. It’s here that you will often be able to see the most obvious correlation between investment made in sales training and results.

    Why does the sales objective make more sense?

    There is a far more direct correlation between training and the sales objective – and it can be better quantified. For example, you might look into investing in training to generate more new customer acquisitions. Although acquiring new customers may also contribute to other metrics such as business results like revenue, there is a direct and measurable link between a training programme designed to increase new acquisitions and the number of acquisitions that you make. So, if you invest in training for the purpose of a sales objective such as this, by looking at whether that objective was achieved (and how) you will find it much easier to measure the ROI.

    Training is increasingly a crucial way for businesses to evolve and drive up returns of all types – if you’d like more information on the training options we offer please get in touch with a member of the PTP team today.

  4. How can sales training improve the performance of your business?

    Training is important within your business, but training your sales team can have a huge impact on the performance of your business in a range of different areas. Training your sales team can reap benefits within the sales team itself and to the wider connections of your company. Here are some ways that sales training can improve the performance of your business:

    Generating more sales

    It goes without saying that the most obvious improvement of training your sales team is that your sales figures should increase. Proper training will allow your sales team to work to the best of their ability and therefore to maximise on their ability to sell your products or services.

    Higher staff retention

    Meeting and exceeding sales targets can be motivating for your sales team, whilst you might choose to offer other incentives too. Empowering your employees through training to be the best sales people that they can be will encourage high levels of staff retention.

    Greater customer relationships

    Satisfied and well-trained staff will build the greatest customer relationships as they’re trained in areas like how they should be dealing with enquiries, and the processes that they should follow. This means they can provide targeted advice and act quickly to resolve any issues, as they are trained in the procedures that need to take place.

    Repeat customers and loyalty

    Customers that have spoken with trained sales people will have an overall better customer experience, which can not only increase sales but can lead to repeat business, recommendations to others and higher levels of loyalty.

    Reflect your company ethos

    Consistently training your staff, when they are new and at set periods throughout their employment as refresher training, helps the experience that each of your customers has to reflect your company ethos. This will boost your sales through both positive customer experience combined with effective sales techniques.

    Sales training made easy

    Training your staff can be costly and take up a lot of time and resources that you simply don’t have in-house. If you’re looking for sales training for your employees, get in touch with PTP to discuss your requirements today on 01509 889632.

  5. Management Training – PTP Exhibits in London Olympia

    Management and Sales Training courses showcased in London Olympia by PTP

    May 11-12 2016

    Management and Sales training will be explained by a number of PTP trainers and consultants at this prestigious London training event the CIPD Learning & Development Show.

    All 200 + PTP Management and Sales training courses run in central London and 6 other major UK cities.

    Our most popular management and sales programmes are listed below. Click on the links to view timetables, testimonials and forthcoming dates:

    Consultative Selling
    Developing Major Accounts
    Finance for Non-Finance Managers
    First Line Manager Skills
    Influencing Skills
    Introduction to Management & Supervisory Skills
    Key Selling Skills
    Management by Coaching
    Managing Major Accounts 2- day course
    More Advanced Finance for Non-Finance Managers
    Performance Review Skill
    Project Management
    Selling for Non-Sales Professionals
    Time Management

    Below are links for free registration to the exhibition and how to pay and book for conference tickets. We are exhibiting on stand 384 so if you can come, we hope to see you there.

    Top reasons to attend the CIPD Learning & Development Show:

    • Hear from thought leaders who are already putting the future of L&D into practice in the masterclasses
    • Learn a new approach to training and development at the world learning cafes – interactive learning at its best
    • Build your network and meet other professionals facing the same challenges as you at speed networking
    • Meet the PTP team, receive a lucky dip prize and a £100 voucher against any PTP training course

    Venue: Olympia London

    Date: 11–12 May 2016

    Register for the FREE exhibition

    Find out more about the exhibition

    Book your conference sessions now

    Find out more about the conference

    We hope to see you there!

    To view more details about PTP’s management and sales training courses please go to www.ptp.co.uk

  6. Negotiation Skills – Indian Orphans the Best!

    IMG_3158Negotiation Skills at Orphanage

    I hadn’t planned to work on holiday. As part of our tour of Kerela (SW India) we had organised to visit the Hope Community Village which is a forward thinking orphange set up by John Veitch a businessman from Halifax. The best way to see what they do is to visit their website http://hopekerala.org/

    So we had been told that there would be plenty of children to play football with my partners 13 year old twin boys and so on arriving on 27th December, the place was virtually empty as they had already returned to school! The boys were disappointed (we had brought several footballs!) but we had a lot of time to talk to the inspirational Village Director Mr. Santhiraj Kolengaden who showed us around the impressive site. He asked what I did and as soon as he heard he said please come back and deliver some training for our older orphans. How could I refuse and it also meant the boys could get that long awaited football match!IMG_6053

    I chose negotiation skills as a subject and after going through the basics, I split the group of over 20 into two with half the group selling an imaginary bicylcle to another. I got them to nominate 2 from each group to perform the negotiation in front of everyone. Refreshingly the 4 chosen were all female. The negotiation was ferocious but good natured.

    This biclye is of excellent quality and very fast.

    I dont need a fast bike

    It will last a long time as is so well made

    I only need a bicyle for a short timeIMG_6035

    And so on…

    Eventually a deal was struck with both sides achieving their objectives.

    Fortunately the football match ended up as a 3-3 draw.

    The children from 5-18 were all incredibly happy which is remarkable when you hear the stories of how they ended up not being able to live with their families. You can sponsor a child from as little as £15 per month or make a small donation. Money goes a long way there and you can stay in touch with your child. I will be doing this and would love to return to this beautiful part of the world and see how the children are progressing. Click here for more information.

    IMG_6031

  7. Management & Sales Training – PTP Exhibit at Manchester CIPD

    CIPD 2015 33 weeks ago PTP made its annual trip to Manchester to the CIPD (Chartered Institute of Personnel and Development) exhibition. We have now been exhibiting there for over 10 years and even in the depth of recession, we were still achieving an ROI. This year was certainly one of the best for many years with a huge number of management training and sales training enquiries coming to our stand. Whilst the majority of management training enquiries came from the Manchester and London areas, we got a number of enquiries from abroad including Cyprus and Dubai!

    From our 200 + enquiries, these were our top requests at the show:

    Finance for Non-Finance Managers

    Essential Marketing Skills

    Introduction to Management & Supervisory Skills

    Key Selling Skills

    Project Management

    Managing Appraisals

    The Client Meeting – Face to Face Selling

    Click on any of the above courses to view full course details.

    To find out more about the CIPD show and PTP please click here for a 2 minute video.

     

  8. Fujitsu Applaud Sales Presentation Training by PTP

    Sales presentation trainingJust over a week ago PTP delivered sales presentation training to Fujitsu and here is what the delegates put on their feedback forms:

    Excellent – Really useful course with great examples for handling objections.One of the best courses I’ve attended in a long while.– Sonya Jeffrey

    Fantastic course and very individualised.– Faye Holt

    Very impressed. I found this valuable. Others in similar roles would benefit.– David Shaw

    Great course – brilliant.– Leigh Schwartz

    Best training course I’ve done – met my objectives, real world training that will benefit my career. – Marisa Connolly Alvaree

    Sales Presentation Training by PTP

    PTP’s course entitled Successful Sales Presentations imitates the real two-stage process of qualification and presentation. Through a series of scenarios, delegates will practise their qualification techniques and then through planning, construct and deliver a presentation that will address the buyer’s needs.

    Benefits of attending Sales Presentation Training by PTP

    • How to identify their company’s USPs
    • Develop qualification questions to highlight USPs
    • Develop listening skills
    • Knowledge to prepare a bespoke presentation

    Investing in sales presentation training could be the best investment you ever make. You have a great service or product and you may not be persuading potential buyers to purchase it as effectively as you could. Practising your sales presentation techniques with some of the best trainers in the UK will give you the cutting edge.

    To view more details of PTP’s sales training courses and to see when the next course is running close to you, please click here.

  9. Developing Accounts Training – A Happy Marriage

    Developing Accounts Training

    developing accounts training - PTP

    PTP recently delivered Training in Developing Accounts and Sharing Best Practice to Rainbow Club the market leaders in wedding shoes and head veils.

    Richard Marsh, Managing Director, of Rainbow Club said,

    ‘What was particularly good about the training was making sure we highlighted our USPs. We all know what they are here but we don’t always communicate that clearly to our customers. For example, we uniquely offer 1/2 sizes for adults and children and that we can dye all our shoes to match any wedding dress with a 24 hour turnaround. On the back of this training, we will ensure our marketing material clearly reflects these USPs. PTP also incorporated into our bespoke training day talks from our marketing and PR departments which kept our whole team up to date. I would highly recommend PTP for their sales training and have now got a very large ‘to do list’ which will undoubtedly boost our already growing sales throughout the UK and across the world.’

    PTP delivers a wide range of account management courses. These include:

    Developing Major Accounts

    An Introduction to Account Management

    Managing Major Accounts

    Developing Accounts Training – More praise for PTP

    Good course, well developed ideas, would recommend course.- Andrew Bridge, Hitachi Cable

    Surprisingly beneficial & enjoyable, superbly delivered.- Matt Hume, Zonal

    Very well presented, interesting, enthusiastic, no yawning!- Phil Dolling, TUV Product Service
    Excellent trainer, managed to tailor the day to match our needs with very little notice- thanks John. – Nicola Dunne, Edexcel
    Really enjoyed the course it has given me a lot to think about and to work on!– Rachel Clements, Edexcel
    Excellent.- James Riley, Baker Tilly
    Course runs regularly throughout the UK in PTP’s main training centres: London, Edinburgh, Leeds, Manchester, Birmingham, Nottingham and Bristol.To view directions and locations of these venues, please click on the city name. We can also run these courses in-house from as little as £750.
  10. Sales Training in Nottingham at the Home of Cricket

    Sales Training in Nottingham by PTP

    Sales training in Nottingham

    by PTP is  a very regular occurance with over 20 sales training courses in Nottingham running every month. As an example on 15th and 16th April PTP is delivering its Advanced Selling Skills course in the executive training suites at Trent Bridge. To view this course please click here. This sales training course comes with refreshments, lunch, free parking and is guaranteed to increase your sales skills.

    This 2-day sales training course in Nottingham costs just £550!

    Each delegate receives a framed certificate of attendance which is worth 11 hours of CPD (Continuous Professional Development) and a comprehensive training folder and notes.

    Praise for PTP’s Advanced Sales Training

     Refreshing and informed approach! Time went too quickly. Great refresher and lots of new things to consider. – Nathan Cook, Thomas and Betts
    Excellent course, presented 100% – Adrian Wolton, Electronics Direct
    Well paced, very informative and clear. It’s down to me to get it actioned! – Ed Griffiths, Northern Flags
    Excellent facilities and good notes/handouts. Personal action plan is a great way to summarise learning points. – James Love Simul8
    Excellent, trainer was extremely knowlegeable and gave real work place examples from her experience. This is the first course I have been on that has offered so much to take away. – John Edwards, Mason’s Paper

    Benefits of attending this sales training course in Nottingham

    • The ability to identify your strengths and weaknesses
    • Understand why customers don’t buy
    • How and when to use over 20 closing strategies
    • The ability to handle difficult objections
    • Improving Qualification
    • The importance of effective time management through prioritisation of tasks

    To view more details and a full time table of this course and see forthcoming dates for this sales training in Nottingham, London, Birmingham,Bristol, Leeds, Manchester and Edinburgh please click here.

     

     

In-House Training with PTP

PTP stands for Practical Training for Professionals and our aim is to make our training as practical as possible so delegates can return to the workplace with skills they can implement immediately. PTP now delivers training to over 40% of the FTSE 100.

What you get for your money

What is 1-to-1 training?

1-to-1 training can be based on any of the 100 plus courses that PTP provides, it includes an initial telephone conference of up to 1 hour, a 1/2 day (3.5 hours) on-site one to one training session at your premises with one of PTP's expert trainers and then a further telephone conference call of up to an hour within 2 weeks of the on-site visit.

You have the option of a line manager being involved in both telephone conferences, the second telephone conference which can be for feedback and action planning is generally scheduled during the on-site visit.

Who does 1-to-1 training suit?

Individuals taking on a new challenge or responsibilities. Professionals who want a trusted "sounding board" and thinking partner. Executives or managers who want to enhance their leadership effectiveness to achieve organizational and career success. Executives and professionals wanting to compete successfully but still retain balance in their life. Individuals who want to understand their blind spots so that they don't stand in their own way on their path to success. Executives and Professionals who want to improve their interpersonal skills so as to be more effective with bosses, peers, subordinates, or people in general. How much does 1-to-1 training cost?

A 1-to-1 training session costs from as little as £400 + VAT and will include an initial telephone conference of up to 1 hour, a 1/2 day (3.5 hours) on-site training at your premises and then a further telephone conference call of up to an hour within 2 weeks of the on-site visit.

What is U-Choose?

Choose from any of the 150 plus courses that PTP provides, and choose from 1 of our 50 plus UK wide training venues. You must book for 2 or more delegates and at least 4 weeks in advance, but that’s it, the course you want where you want it. The reason we ask for a minimum of 4 weeks notice is to enable us to market the course you have scheduled to other companies and organisations. However, if we fail to sell any additional places we guarantee to run the course just for you.

How much does U-Choose Training cost?

U-choose costs the same as our normal open courses i.e. the normal delegate rate. This includes lunch and refreshments throughout the day, framed certification and comprehensive training notes. A U-Choose booking can only be confirmed once we receive payment which can be made via credit/debit card, BACS or cheque. Payment is due at least 4 weeks before the date you request. Please note to be eligible for U-Choose you must book a minimum of 2 delegates on the same course & date.