“Give me someone of average ability with a burning desire and I will give you a winner in return; every time” Andrew Carnegie

In today’s challenging times highly productive and motivated sales staff are key to business survival. More and more managers are tasked with improving sales performance and training staff how to sell more. If you want to get more customers buying your products and services your sales team must be able to use productive selling techniques; sales closing skills; be confident in answering objections; even down to dealing with difficult customers.

We, at Total Success Training Ltd are always being asked if our Sales Training Courses and Telemarketing Seminars teach techniques ‘that really work’ in the real world’. The answer to that question is ‘YES’ because our trainers not only train sales techniques but have actually sold over the telephone in previous jobs. They are able to use their experience to train our delegates to understand the tools and techniques that will enable them to sell confidently and with flair.

We have over 20 years of sales training expertise and use our experiences to show the best and most practical ways to boost sales results and how to sell effectively.

This is a valuable foundation course that is highly structured, interactive and focuses on bringing out the best of our delegates in a supportive environment. Most people possess the ability to sell and negotiate and our trainers use their 20 years of selling and training experience to increase the confidence and competence of potential sales ‘superstars’.

Introduction to Selling, Telesales, Negotiation skills and Presentation Skills are some of the sales related courses trained by Total Success Training  throughout the UK.  If you require further information on our training courses please contact us.

Understanding Body Language for Sales

Nearly everyone’s body language is a bit different. Some body language might represent learned behaviours, while some of it might also be cultural e.g. a thumbs up means drastically different things in various parts of the world. When trying to read someone’s body language, it is also important to note that some language might simply be the result of circumstance. For example, maybe the person you are reading is cold and has crossed their arms in response.

An interesting method for improving your sales and negations is to use nonverbal communication as a tool; subtle messages conveyed without words. These include posture, facial expressions, gestures, mannerisms and your appearance. People buy based on their senses, and everything that you can do to positively affect their senses can and will affect your ability to sell to them.

Psychologists claim that the impact you make on others depends on what you say (7%), how you say it (38%), and by your body language (55%). Since how you sound also conveys a message, 93% of emotion is communicated without actual words. It’s often not what you say that influences others; it’s what you don’t say. The signals that you send nonverbally suggest attitude, understanding, empathy and ethics.

they’ll be in synch with your presentation and receptive to the sale.

Use your body in the selling process and keep upbeat. If you believe in your services and the quality of your work, others will too. A positive, honest message conveyed by your nonverbal communication will generate far more opportunities than you think. Nonverbal messages can move prospects from suspicion to openness and receptiveness. They can sway “fence –sitters” into buying. You can also use body language to calm hostile or dissatisfied clients.

Learn more about body language and nonverbal communication. Then look in the mirror. Watch how you appear when speaking on the phone or talking with someone else. Look for the signals of openness. Watch customers and follow their cues. Smile from within and without. They’ll sense this and be receptive.

Examples of Body Language

Body

• hunched – low confidence
• dropped shoulders – lethargy or weariness
• leaning away – discomfort with the situation
• leaning in closer – interest, comfortable

Head

• nodding – interest, agreement or understanding
• head down – timidity
• head rested on hand – bored, disinterested
• messaging temples – anxiety

Legs

• shaking of legs – a sign of stress
• tapping foot – impatient or nervous

Eyes

• centered – focused
• gazing up – thinking
• gazing down – shame
• gaze to side – guilt
• wandering – disinterested, bored
• looking at watch – boredom
• looking away to the left – constructing an idea or at worst lying
• no eye contact – lack of confidence, lying

Sales Courses – Introduction to Selling – Course Dates

Who will benefit from the course?

This course is designed to give new salespeople the confidence to appoint, present to and close potential customers. Delegate numbers are limited to no more than six to allow an environment where the maximum learning can be achieved. We use a combination of learning methods but place emphasis on role-play reinforcement of real life situations based on products and services relevant to the delegate’s organisation.

Introduction to Selling Course Agenda

• Introductions and objectives
• The psychology and principles of selling
• How to create positive first impressions
• Building trust and rapport with your customers
• Using questions to uncover customer needs
• Listening skills
• Understanding features and selling benefits
• Identifying buying signals
• Understanding and handling objections with ease
• Closing the sale
• Appointment making
• Final paperwork and action planning

Our training is carried out in a risk free environment which encourages delegates to practice the skills needed for successful appraisals. We use a number of training methods including role-play, video, audio, workshops and group exercises to enhance the learning process.

Why choose Total Success for your training?

• our lead trainers have over 18 years experience in training
• a maximum of 8 delegates means more time spent on individual needs
• we guarantee to run the course and will never cancel at the last moment
• free subscription to our monthly training newsletter

All open courses are trained in Central London at the St Giles Hotel.

Each delegate receives a comprehensive training workbook that doubles as an open course manual. Courses run from 9.30-5.30 with lunch and refreshments provided.

In-Company Courses

Total Success have developed a series of in-house training modules. These are designed so that an organisation can pick the training which is more applicable to its own needs and budget. Please call us to discuss your specific requirements

Total Success Training Packs

Why use a total success training pack

If you are looking to run your own training course but lack the materials and the time to develop a fully functional training seminar we produce a range of training materials and packs which will suit your requirements exactly. All of our packs and been written by our own training experts and we can guarantee that the training pack will satisfy your course requirements. Each pack will contain a full set of PowerPoint training slides, trainer’s notes, a course manual, and a full set of handouts and activities.

We have been running our courses since 1995 and have trained 1000’s of people via open courses and in-company seminars. We guarantee that the course you buy is the one we train. All courses are trainer and trainee friendly so you’ll be up and running quickly (depending on your training experience).

We know how difficult it is to choose amongst the many training materials available on line, that’s why we have 3 packages that will suit you needs. With our gold, silver and bronze packages you can choose the training format that’s right for you and your budget. Call us 0044 (0)208 269 1177 to discuss your requirements or email us info@totalsuccess.co.uk

• Click anywhere on this line to find out more about our Sales and Telesales Training Materials and packs

Related information

Total Success book’s and publications

The Book. If you really don’t have the time to attend one of our fantastic training courses and seminars, don’t worry. You can still enhance your knowledge and skills by purchasing training information from our website. Our lead trainer, Warren Wint has written a book entitled ‘Successful Time Management’ which is packed with tips and techniques to help you manage your time more effectively and more efficiently. You can purchase the book by clicking on the link below and downloading it to your own computer

• Successful Time Management by Warren Wint – Crimson Publishing 2009

Bite-sized Training Guides. We had also produced a range of bite-sized training guides on various subjects relating to all our training topics. These short guides are written to give enough information on the topics that interest you. We include topics such as managing e-mail, setting goals and prioritising, the art and skill of effective delegation, and managing busy workloads and deadlines. These are designed for you to work through your topics in approximately 30 to 40 min, and not only give you valuable information but also include exercises and activities to enable you to learn at your own pace and on the go. These are very competitively priced at 99p each because we want you to not only gain valuable information but also to keep coming back and purchasing more to enable you to become a fabulous manager of time. Click the links below and download our training guides as PDF documents so you will be able to start achieving your goals today!

• Click on this line to go to our Sales and Teleselling Bite-Sized Training Guides

Podcasts

We produce a range of podcasts and audio downloads that you can download to hear how we conduct our training courses. These are available in live audio if you click on the links below and it’s almost like being on one of our courses. They allow you to hear how we carry out some of the topics in our training courses. If you like them and want to hear more please go to our Podcast pages on the website

Listen to our Time Management Podcasts