A sure fire way to achieve rapid results, 'Selling - The Essentials for Success' shows delegates how to focus on the activities that really matter - how to work smart, rather than just hard! All delegates will learn easier ways of attaining and maintaining peak personal performance, achieving in a single day what other courses struggle to reach in three.

The basis of the day is the Personal Performance Manager (PPM system), a performance improvement management system that breaks down the job of a Field Sales person into 64 functions, and defines three levels of performance for each function: Not Good Enough, Good Enough and Excellent.

• To achieve double the sales with half the effort
• To raise the benchmark of success across the board
• To sustain long-term performance

• The Psychology of selling and what makes people buy
• The personal qualities of a professional sales person
• How to develop a positive mental attitude
• The 80/20 law for winning business
• The easy way to get from Good Enough to Excellent
• How to develop a territory business plan
• Call planning and territory management
• How to use features and benefits
• How to identify customer objectives
• Effective questioning skills, how to handle objections and how to sell quality
• How to identify a customer's criteria for ordering
• A formula for winning business from the competition