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Category Archive: Sales Training

How salespeople can get a strong work-life balance by prioritising more effectively

Posted: September 20, 2018 2:12 pm
To be effective in sales you need to be confident, energetic and carefully avoid burnout and stress. Achieving a positive work-life balance is crucial for anyone looking to do great things in sales – and the key to ensuring that you have the time and space for a work-life balance is being able to prioritise. Learning how to plan and prioritise will help you to create freedom in your schedule to enjoy a work-life balance that fuels you to be a more productive salesperson.

Planning and prioritising tips

It’s important to be realistic

Being effective doesn’t mean ticking absolutely everything off your list in a superhumanly short space of time. It is far better to set realistic and achievable goals for your day that you can complete in a way that leaves you the time to do them properly and to finish your workload within a realistic timeframe. If you’re just loading yourself up with too much and not being realistic about what you can actually get done then you will struggle to achieve any work-life balance at all.

Start with the tasks that you really don’t want to do

If there are less interesting or appealing jobs then the likelihood is that these will end up being postponed and delayed because you don’t really want to do them. So, tackle these first so that you don’t waste any time putting them off.

Reorganise the way that you handle contacts and emails

Instead of constantly being available by email, checking and responding as emails come in, allocate time to batch process all your communications. It’s often far more efficient to sit down and plough through all your emails within a specified time frame than to constantly interrupt what you’re doing. Apply the 2 minute time limit to each one – give yourself two minutes to action the email and then move on. If it can’t be done in that time then add it to a task list and start the next message.

Turn off your tech

If you want to achieve that work-life balance then you’ve got to prioritise your task list over the distractions that technology like smart phones can provide. Give yourself the opportunity to work undisturbed by turning off all your technology and prioritising getting tasks done. You’ll find that you get through jobs much more quickly and that you will be left with more space in your schedule to achieve a better work-life balance as a result.

Use technology to your advantage

Apps and smart phones can be a distraction but they can also be immensely useful when it comes to helping you to prioritise more effectively. Use calendars and reminders to ensure that you remain organised and focused on completing the essential tasks that will free up time for other things. Our Planning & Prioritisation course is designed to provide a busy salesperson with tools to better manage daily challenges to help create more work-life balance. The result is not only more productive outcomes but also greater fulfilment on a daily basis too. Book your place today.

How can you close deals faster and more effectively?

Posted: September 14, 2018 10:18 am
The balance between professionalism and assertiveness is a tough one to strike. However, it’s essential to ensure that an approach has enough measure of both when it comes to closing deals. Faster and more effective closing can help to drive impressive growth so there are many benefits to improving this as a skill set. So, how do you achieve more impressive closing without crossing the line of professionalism?

Always be authentic

It’s fine to prepare for your sales pitch and to have a clear idea of how you want it to go. However, for the interaction to feel real you need to avoid a situation where it doesn’t progress like a real conversation. Customers will always get a sense of how genuine you are and whether you really care about their business or you’re just trying to close the sale. So, it’s important to ensure that you convey authenticity and interest, as well as keeping the closing in mind.

Make sure you’re speaking to the right person

You need to ensure that the conversation you’re having is with the real decision maker. Many people in senior positions will send in a junior or an information gatherer first, neither of whom you can close. So, it’s important to try to establish that your meeting is with the person who is driving the decision-making.

Anticipate your obstacles in advance

Problems and objections are the biggest barriers to closing a deal effectively and at speed. So, it’s often worth identifying these well in advance so you’re prepared to deal with them if they do arise. Sit down with the rest of your team and try to come up with a comprehensive list of what the potential objections could be. Allow your team to be creative and think outside the box and then create potential solutions or responses for each one. If you’re presented with an objection that you hadn’t thought of when you’re making the closing, take a little time to think and avoid a solution that sounds forced or false.

Use deadlines

Creating a sense of urgency can be incredibly useful when it comes to closing. Deadlines do this very effectively, whether they relate to a discount that is about to expire or an offer that has a limited time to run. This isn’t about pushing the customer or forcing them to rush into anything but creating an urgency that shows that yours is the right product or service for right now.

Who are your competitors?

Acquiring some knowledge of what competitors are offering, and how they are offering it, is essential. Make sure you have a good understanding of competitor businesses so that you know you’re offering something that they are not.

Don’t get distracted

Focus on the facts that you have and your areas of expertise. Avoid getting drawn into speculation or arguments that will distract from your closing goal. Our Winning Ways to Close a Deal course is ideal for those looking to learn how to achieve both professional and assertive closing habits.

How can you close deals faster and more effectively?

Posted: September 6, 2018 12:57 pm
The balance between professionalism and assertiveness is a tough one to strike. However, it’s essential to ensure that an approach has enough measure of both when it comes to closing deals. Faster and more effective closing can help to drive impressive growth so there are many benefits to improving this as a skill set. So, how do you achieve more impressive closing without crossing the line of professionalism?

Always be authentic

It’s fine to prepare for your sales pitch and to have a clear idea of how you want it to go. However, for the interaction to feel real you need to avoid a situation where it doesn’t progress like a real conversation. Customers will always get a sense of how genuine you are and whether you really care about their business or you’re just trying to close the sale. So, it’s important to ensure that you convey authenticity and interest, as well as keeping the closing in mind.

Make sure you’re speaking to the right person

You need to ensure that the conversation you’re having is with the real decision maker. Many people in senior positions will send in a junior or an information gatherer first, neither of whom you can close. So, it’s important to try to establish that your meeting is with the person who is driving the decision-making.

Anticipate your obstacles in advance

Problems and objections are the biggest barriers to closing a deal effectively and at speed. So, it’s often worth identifying these well in advance so you’re prepared to deal with them if they do arise. Sit down with the rest of your team and try to come up with a comprehensive list of what the potential objections could be. Allow your team to be creative and think outside the box and then create potential solutions or responses for each one. If you’re presented with an objection that you hadn’t thought of when you’re making the closing, take a little time to think and avoid a solution that sounds forced or false.

Use deadlines

Creating a sense of urgency can be incredibly useful when it comes to closing. Deadlines do this very effectively, whether they relate to a discount that is about to expire or an offer that has a limited time to run. This isn’t about pushing the customer or forcing them to rush into anything but creating an urgency that shows that yours is the right product or service for right now.

Who are your competitors?

Acquiring some knowledge of what competitors are offering, and how they are offering it, is essential. Make sure you have a good understanding of competitor businesses so that you know you’re offering something that they are not.

Don’t get distracted

Focus on the facts that you have and your areas of expertise. Avoid getting drawn into speculation or arguments that will distract from your closing goal. Our Winning Ways to Close a Deal course is ideal for those looking to learn how to achieve both professional and assertive closing habits.

How to sell face-to-face to your customers without seeming pushy

Posted: August 14, 2018 9:36 am
Effective selling is an art that involves much more than just a pushy sales patter. Everything, from how you prepare to what you say and do, will have an influence over whether or not you excel at face-to-face selling. The key to achieving great face-to-face sales is to get your message across without being pushy – that way your customers are much more likely to take positive action.

Know your customer

Effective selling is not just about knowing your own business, products and services, it’s also crucial to have a good understanding of who you’re trying to sell to. What do your customers want and how can your business give it to them?

Be concise

The most effective salespeople understand the value of keeping the conversation short when it comes to making an impact. Don’t waste your customer’s time – or your own – with a lengthy sales pitch that is only 30% information and 70% useless or pushy chat. Align your products or services with their need A sales pitch that focuses purely on how wonderful a product is will be almost useless if there is no alignment with what this particular customer actually needs. So, make sure you highlight how your products or service will help them specifically.

Don’t be afraid to ask questions

Interaction is key to engagement and asking questions is a great way to get customers to be more focused on the conversation. Use questions to find out more about customer needs, for example, “I noticed your website states ____ - how are you currently achieving this?”

Make sure you answer any questions the customer asks

If you’re faced with a direct question, always answer it. Dodging the issue or fudging an answer will immediately impact on customer trust and impede any potential sale. Answer the question with information, data, explanations and examples. Avoid waffle or spin.

Show your customer how much you care about what you do

There are few things that are more convincing than someone who is genuinely passionate about a product or service. If you really believe in what you’re offering then the chances are that your customer will too so don’t be afraid to let that passion show.

Be creative when you’re selling

A dry, uninspiring sales chat is rarely effective – you can increase your chances of success by being more creative in the way that you approach pitching your product.

Know your market

It’s important that you’re able to show an understanding of where your business sits in the market so that you can demonstrate why your products and services are unique and better than competitors. Regardless of the outcome always follow up It’s not always possible to accurately interpret customer reaction to a sales conversation so it’s always worth following up. What may have seemed like a rather unenthusiastic response could have changed, since you spoke, into a firm commitment. Our “The Client Meeting - Face to Face Selling” course is designed to help anyone improve selling face-to-face to customers without being pushy.

7 tips to successful cold calling

Posted: July 25, 2018 1:03 pm
Cold calling can be tough to do but also represents a great opportunity to generate new business and reach out to potential customers. For those who struggle with this critical skill, there are some simple steps to improve the way you approach cold calling to ensure that you have greater success.

1. Remember that it’s not about you

Once you’ve opened up the conversation, stop talking about you, your business or why you’re calling. Instead, switch to asking questions of the person you’re speaking to. Client-centred selling requires a focus on the customer, their wants and needs, with a view to identifying how your product or service could address them.

2. Prepare your questions in advance…

When you’re cold calling it’s easy to waste time on unhelpful questions and you may lose your prospect by doing so. Take the time to work out thoughtful questions that each have a purpose in advance of making the call. Your questions should engage the person you’re speaking to and make them feel that taking the time to answer those questions is in their interest. Ask the questions in a logical order so that the conversation flows and try opening each question with a benefit, such as “if you could create the ideal circumstances for your business to thrive, what would you change?”

3. …But avoid a script

There is little more off-putting for a prospect receiving a cold call than to hear someone reading from a script. The most successful cold callers know that you have to engage your prospect quickly, establish a rapport and find a way to elicit information that feels personal to the individual. So, have questions ready but try to integrate them into the conversation, rather than using them to provide an inflexible structure.

4. Stay relaxed

Your prospect is much more likely to be open to your suggestions, and to volunteer essential information, if they are relaxed. So, it’s key to ensure that you keep the tone of the conversation friendly and open and don’t make the person on the other end of the phone feel anxious or tense. In particular, avoid aggressive selling, overwhelming them with information and not leaving any space for them to speak.

5. Focus on information gathering first and foremost

When you’re cold calling, your goal should be to find out about the prospect and establish a basic link. What are their pain points, what do they need and what kind of goals do they have? Take notes, listen and start building a genuine relationship that can progress to selling later.

6. Establish what the customer’s trigger is

If you obtain one piece of information from a cold call it should be to find out what will be the customer’s buying trigger. What would cause this customer to move to make a purchase and what might stop them? This is key information that will be instrumental in whether you’re eventually able to make a sale.

7. Don’t overwhelm your prospect

Keep the conversation simple, low key and lean. Avoid delivering so much pressure and information that your prospect feels totally overwhelmed and hangs up. If cold calling is not one of your strengths there is an easy way to change that – our How to Be Great at Telephone Cold Calling half day course can help you to turn your skills around.

10 ways to become an effective sales manager

Posted: June 21, 2018 10:40 am
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.

Improve your closing skills, starting with these 3 tips

Posted: May 3, 2018 3:42 pm
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.

How can you measure ROI on your sales training?

Posted: November 28, 2017 10:53 am
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.

How can sales training improve the performance of your business?

Posted: October 5, 2017 2:55 pm
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.

Management Training - PTP Exhibits in London Olympia

Posted: May 8, 2016 11:47 pm

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

Negotiation Skills - Indian Orphans the Best!

Posted: January 5, 2016 9:08 pm
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

Management & Sales Training - PTP Exhibit at Manchester CIPD

Posted: December 1, 2015 3:00 pm
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.  

Fujitsu Applaud Sales Presentation Training by PTP

Posted: July 15, 2014 1:23 am

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.

Developing Accounts Training - A Happy Marriage

Posted: May 27, 2014 2:57 pm

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.

Sales Training in Nottingham at the Home of Cricket

Posted: March 27, 2014 3:42 pm
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.    

Sales Training - Customer Care Training - 2014 Price Reduction

Posted: December 18, 2013 10:48 am

2014 Sales Training & Customer Care Trainingsales training customer care training

Courses from £195

PTP is pleased to announce that for a trial period, we have reduced the price of our Customer Care and Sales Training courses. 1/2 day courses will be just £195 and 1-day open courses in sales training and customer care training will now cost just £295 and 1-day tailored in-house training for sales and customer care starts at just £850 for groups of up to 5 delegates. To view our 16 Customer Care Training courses click here To view our 50 Sales Training courses please click here Also we have managed to keep all our Management, Finance and Personal Development courses at the same prices for 2014. To view our 78 Management Training courses please click here To view our 17 Finance and Planning Training Courses click here To view our 26 Personal Development Courses please click here

Special Training Offers - Sales Training, Customer Care Training, Management Training

In addition to these price reductions and price freezes, you can get your training budgets to go even further with some specially selected courses below. Click on the course titles below to find details about the courses including hour by hour timetables, content and training benefits of each course.... All those marked with an * you get the following discount structure: Book 2 places get 25% off each booking Book 3-5 places you get 40% off each booking Book 6-10 places you get 50% off each booking

Training Offers in London

Advanced Facilitation Skills - 2 days 15/16th January* Coaching & Mentoring 8th January* Developing Assertiveness Skills in the Public Sector 12th February* Essential Advertising 17th January - 40% discount Influencing Skills 29th January* Interpreting Financial Statements 7th January* Managing Budgets 23rd January - 25% discount Managing Effective Meetings 27th January - 30% discount Managing People on Projects 28th January - 25% discount Managing Remote Teams 5th February* Personal Effectiveness 28th January* Stress Management 15th January - 25% discount Successful Sales Presentations 29th January - 25% discount The Client Meeting - Face to Face Selling 19th February - 40% discount The Effective Administrator 23rd January* Time Management 9th January*

Training Offers in the Midlands

Advanced Closing Skills 12th March - Nottingham - 50% discount Assertiveness & Building Personal Confidence 8th January - Nottingham* Introduction to HR Skills 24th April - Birmingham - 25% discount Leadership & Management Skills - 24th January - Birmingham - 30% discount The Roles and Responsibilities of a Director 14th January - Nottingham*

Training Offers in Bristol

Customer Satisfaction as a Selling Tool 3rd January - 40% discount Dealing with Incoming Calls Positively 22nd January - 40% discount Essential Management Skills - 2 days 7/8th January* Introduction to Management & Supervisory Skills 14th February*

Training Offers in Leeds

Advanced Presentation Skills 11th February* Assertiveness & Building Personal Confidence 9th January* Creativity and Innovation 2 days 3rd & 4th February - 25% discount

Training Offers in Manchester

Essential Management Skills - 2 days 7/8th January* Finance for Non-Finance Managers 16th January - 15% discount Introduction to Account Management 20th January - 20% discount Personal Development for Professionals 14th January*

Training Offers in Edinburgh

Essential Management Skills - 2 days 29/30th January - 35% discount Introduction to Management & Supervisory Skills 15th January - 20% discount Leadership & Management Skills - 21st January* Practical Project Management - 2 days - 23/24th January* Sales Negotiation Skills 12th May* The Roles & Responsibilities of a Director 22nd January - 20% discount Time Management 6th February - 30% discount Train the Trainer - 2 days 6/7th February - 30% discount All those marked with an * you get the following discount structure: Book 2 places get 25% off each booking Book 3-5 places you get 40% off each booking Book 6-10 places you get 50% off each booking Normal fees for our Management Training, Finance and Personal Development courses before the above discounts are: 1/2 day courses £250 1 day courses £450 2 day courses £850 And for our Customer Care Training and Sales Training courses before the above discounts are: 1/2 day courses £195 1 day courses £295 2 day courses £550 In addition to the discounts above, you get a further 5% if you book and pay on-line. (Please note this is optional and you have the choice to pay by invoice when booking on-line. Kind regards Marc Holland Managing Director Practical Training for Professionals 01509 889632 marc@ptp.co.uk www.ptp.co.uk

Cold Calling - Why sales people hate it!

Posted: December 16, 2013 12:43 pm
Cold Calling Telephone TrainingI recently ran our cold calling course entitled Generating New Business by Telephone. This was delivered to a group of well-seasoned van and truck salesmen who weren't really expecting much. I had got the job as their Manager had been on one of my courses 10 years previously. As the course started and I went through the volumes of calls I expected them to make in a day (100-200) they looked even more sceptical. The problem with cold calling is if you are not taught the correct techniques and don't put in the hard work and discipline it simply doesn't work. If you try without the right correct coaching things go wrong quickly and people give up blaming the whole process saying, 'cold calling doesn't work'. The beauty of this PTP course is that having explained the techniques, the trainer (in this case me), makes live calls on a hands-free phone using lists the delegates had generated during the course and as pre-course work. I much prefer this demonstration when things go wrong (too often on this course things go too well and participants just think the trainer is magically good at cold calling and they could not see themselves emulating this success). Fortunately on the first 20 calls I had a rough time! I was blocked by gatekeepers and told by decision-makers they had no interest quite abruptly and in some cases people were quite rude. This is where I surprised the delegates by saying, 'When cold calling this is exactly what to expect and the good news is that it will put off your competition from ever making these calls'. Persevering, I carried on and managed to talk to decision-makers who were in the market for vans and trucks and wanted further information and appointments. After some role play, the sales people started making cold calls and to their surprise were very successful, in fact dare I admit it, they had a better success rate than me! Between us we had made just over 100 call attempts in 6 hours and spoken to the decision-maker 19 times and got 11 people interested of which 6 were deemed very hot leads (One of the hot leads was coming to view a new truck the following day - now that is a hot lead!). They all agreed if they could generate 6 hot leads everyday they would be extremely happy! Of course, you can't make cold calls all day everyday but even when salespeople are busy, it was agreed that a minimum of half a day week should be done hopefully generating 6 leads. This will ensure all salespeople have a continual flow of new leads to work with self-generated by their own cold calling efforts. This course is designed especially for B2B and we do not deliver training designed at calling people cold in their homes. (For more details click here.)

Benefits of attending PTP's Cold Calling Training course:

    • Greater confidence generating new business by telephone
    • Effective techniques for telephone prospecting
    • Development of an individual style
    • The ability to make direct contact with the decision-maker
    • Genuine leads generated on the course

Praise for PTP's Cold Calling Training Course:

Course has focussed what I do on phone, will reduce time required (better for me & customer).- Ian Veal, TUV Product Service
I found the techniques of handling gatekeepers extremely valuable.- Phil Almond, TUV Product Service
Very good course, well delivered.- Guy Finch, Media Hut
Thought the course was excellent and found it very helpful.- Craig Wilkinson, Amada UK Ltd.
An extremely informative day with much to think about. Gifted tutor!- Andy Dunkley, Barcham Trees This cold calling course runs as a public course ain all major UK cities for just £295 and is available in-house for as little as £850. For more details click here.

Telephone Sales Training Gets Results on the Day

Posted: November 21, 2013 2:13 pm
PTP's 1/2 day telephone sales training course How to be Great at Telephone Cold Calling resulted in Nick Howells of STS getting interest in the very competitive IT market during the training session! 'This 1/2 day telephone sales training course in cold calling has given me a clear way of how to best make cold calls. The demonstration by the trainer was invaluable and also the trainer listening to me make the calls was extremely helpful. In just over an hour of calling between us, we managed to get 4 good leads. The methodology taught is simple, ethical and very logical meaning that I am now far more efficient at undertaking this task. I would highly recommend this course to anyone new to cold calling on the telephone or those more experienced like myself wishing to improve their techniques.' Marc Holland, PTP's MD, commented, 'The idea of this sales training course is to show very quickly the best way to make cold telephone calls and get through to the right person in a professional and efficient way. Once thorugh to the decision-maker, delegates are then taught the best way to qualify the prospect and establish whether their is interest in their service or product. This is then all brought to life when the trainer makes the call on behalf of the delegate so that the theory becomes reality. This really is Practical Training for Professionals!'

Benefits of attending this telephone sales training course How to be Great at Telephone Cold Calling

    • Greater confidence in making cold calls on the telephone
    • Effective Techniques for telephone prospecting and telephone sales
    • Development of an individual style
    • The ability to make direct contact with the decision-maker
    • Genuine leads generated on the course
    This telephone sales training course is guaranteed to give delegates the confidence to make calls professionally. Demonstrations of live-calls will be made by the tutor to real prospects of the companies attending, in many cases this will result in genuine leads! Delegates will also improve their listening skills to maximise their chances of generating new business leads.  

    Update email from Nick Howells 21/11 re Telephone Sales Training Course

    I had a crack at putting into practice the methodology this afternoon on the rest of the local Enderby data we went into yesterday. Based on around 45 mins dedicated calling I identified the correct contact, had a conversation, booked a meeting for Monday afternoon, and unearthed a live Internet provision project, thus a hot lead, at one local firm, this was from the 3rd call made. Much appreciated for the methodology, discipline and focus the training gave me yesterday. Cheers Nick
 

Half Price Sales Training from PTP

Posted: November 20, 2013 2:18 am
PTP has specially selected some sales training public courses to be run at 50% off. These specially selected dates for customer care training and sales training take place in our excellent training venues based in Manchester, Nottingham, Birmingham, Leeds and Bristol. Normally these training courses would cost £450 + vat per day per delegate but you can snap them up for just £225! They are: Advanced Closing Skills in Nottingham on 12th March Advanced Telephone Prospecting in Birmingham on 6th January and in Nottingham on 26th March Closing the Sale & Dealing with Objections in Nottingham on 12th December, Leeds 23rd January and Birmingham 27th January Generating New Business By Telephone in Nottingham on 11th December, Bristol 4th February and Manchester 11th March Key Selling Skills in Birmingham on 14th January The Client Meeting - Face to Face Selling in Nottingham on 8th January and Manchester on 24th January

What delegates have said about PTP's sales training courses:

It was an excellent course and has improved my motivation to sell. I'm now keen to give what has been discussed a go with much more confidence. - Hannah Elms, 4Cast Very good session. Will definitely assist/improve my selling techniques. - Seema Patel, Affinity Sutton Great course with lots of practical tips to take back to the office - stretching beyond just sales. - Ruth Gibbons, British Banking Association    

Telephone Training with PTP is Sweet

Posted: November 17, 2013 11:45 pm
Philip Baggard of Tate & Lyle Sugars recently attended our Dealing with Incoming Calls Positively, a 1-day training course in telephone handling skills. Philip got a lot out of his attendance of this telephone training course. He commented on his feedback form, 'Excellent suggestions and advice to focus on areas of improvement. Excellent presentation and very good logical advice - Thank-you.'

The benefits of attending this telephone training course

  • To increase confidence in taking all incoming calls
  • Understand the importance of customer care in a sales environment
  • How to handle complaints in a positive way
Marc Holland, MD of PTP commented 'We are delighted that Phillip got so much from this telephone training course. This course has been running successfully for many year and along side our Generating New Business By Telephone and Call Centre - Achieving Excellence is among our most popular telephone training courses. We have now introduce some shorter half day telephone courses which take place in our main UK venues, Edinburgh, Leeds, Manchester, Birmingham, Nottingham, Bristol and London. They are: How to be Great at Cold Calling and Masterclass in Handling Incoming Calls. This now means that our customers can get the telephone training they require without taking up a full working day.'
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