This programme was conceived after extensive research looking at sales techniques and training currently available. The main issue was that of time and not content. Merging this theme with how the brain naturally learns it showed that traditional courses simply did not work. For human performance to improve it requires constant input on a scheduled time line, this time line at minimum should be longer than 30 days.

Salesmanship or the art of selling is one of the oldest professions on earth, from the traders who sold their cloth around the Mediterranean centuries before the birth of Christ. Good salesmen used the same skills as good salespersons today. It is the identification of these skills and how to train them to success that the Academy has researched. The outcome of that research is the High Performance Selling course

Aims and Objectives of the Course

To train delegates in the essential skills for high-performance selling and over the period of the course, which is normally 12 months (one day per month), see the delegates achieve a significant improvement in their own performance. Additionally, to train the delegates in a system of selling called 'Joint Venture Selling' which is adaptable for the next two decades and beyond!

A summary of contents a delegate can expect:

• Analysis and self-appreciation of the essential skills necessary to become a high performer
• Each delegate will spend time looking closely at the skills of high performers and how to translate these into their day-by-day sales function
• The sales function as two distinct parts that must be in harmony: the external Function and the Internal Function

The course addresses these with the following:

• Job-Related Skills - The external Function
• Applied Psychological Skills - The Internal Function

Job-Related Skills

• Dealing with administration of the role
• Effective time-management
• Above-average telephone skills
• Presentation and interviewing skills
• The use of 'SWOT' analysis in a unique and powerful way to establish a joint venture climate between buyer and seller
• How to use Product Knowledge in the most effective way

Applied psychological skills

Self Esteem and Image:

• Positive self-motivation
• Positive self-projection
• Positive self-management

Bonding skills:

• Knowing and developing their own personality
• Developing hyper-sensitivity
• Developing empathy
• Developing enthusiasm

Communicative skills:

• Verbal
• Written
• Non-verbal
• Active listening

Thinking skills:

• The use of creative skills in the role
• Deductive and convergent thinking in the role and how to develop them
• The use of visual thinking in the role and how to use it in developing benefit thinking

The Application Process

The steps to be taken if you need our help in lifting your sales performance:

1. Carry out an initial meeting with the Academy where your needs will be fully explored
2. We will then submit a proposal
3. If accepted by the Academy and yourselves we would then interview all persons taking part, if possible we would like to go with them on an appointment, so that we understand the nature of the business
4. We then both determine a set of measurement parameters to be used
5. A 12-month interactive weekly and monthly follow-up system is then designed
6. Agree dates, one day per month, to run the programme