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The Benefits of Using the BEST Selling System

Written by Rosy King on . Posted in Corporate Training Courses, Marketing & Sales.

Learn how the Best Selling System will increase Sales in your organisation Today!

Brought to you by: Rosy King @ Corporate Training Options

The Best Sales System
Increase Profits, Customer Service & Team Performance With The Best Selling System

Having selling systems in business that fail to qualify and convert a large percentage of leads, is costly and frustrating.

It can result in inconsistent results, excessive customer complaints and even high staff turnover, costing you more time and money.

Ineffective selling systems also halt your business growth, hurt your profit margins, the long-term future of your business and even your customers.

You’re not alone either.

These are just some of the warning signs which organisations with little or no sales systems in place can suffer.

Why?

Well, the Best selling systems are simple, powerful and effective, and based on our decades of experience providing selling systems training, they work!

So what are the four key areas holding organisations back from regular sales systems training?

  1. Some businesses feel they do not need sales training
  2. Others think it takes a lot of time and resources, which is not true
  3. Some think that because they’re only a small business they don’t need sales selling systems or training
  4. And another percentage want to implement or improve their sales team system training, but they don’t know how to plan, create, action and introduce it into their business, culture and employees proactively.

 

One thing is clear.

A business without sales training systems in place will be more disorganised, will be wasting money, will have inconsistent results, will be less productive and will be leaving a chunk of their potential profits and sales on the table.

 

So how do you solve this problem?

Well, successful sales skills is a talent some people possess naturally. For everyone else, it requires the right combination of skill, training and determination to get the job done. Whether by nature or nurture, high-calibre companies and their sales professionals understand the value in honing their skills. Using a tailored sales training program such as our BEST Selling System is beneficial to every member of the sales team and the organisation.

Our selling system training course sets sales teams on the right path. It empowers employees to develop their skillsets and sparks discussion, provokes thought, and inspires self-reflection.

You can also download a FREE PDF about our Best Selling System training course here.

 

What are some of the benefits of using a Selling System to improve your sales team’s performance?

1. Exceptional increase in Sales

When you are a sales professional, it only makes sense that you would want to increase your ability to close deals. Sales training provides access to effective and efficient sales strategies that work with your style. With the BEST Selling System training course, employees will learn how to identify and capitalise on individual sales skills that result in a notable sales increase.

 

2. Enhances your questioning and listening skills

Salespeople must possess strong communication skills to succeed. Communicating involves more than just the ability to talk to a prospective client. The best salespeople understand the value in listening and offering meaningful questions in response to information gleaned from the potential customer. Our system focuses on using a customer-centric sales approach that helps win new business.

 

3. Conquers customer concerns and objections

Responding quickly to customer concerns or complaints is one of the best ways to foster a long-term relationship. Listening with a compassionate ear and offering real solutions to problems lets customers know they are more than just sales figures in a monthly profit report. Our course provides an overview of how to establish rapport and build trust with customers effectively.

 

Macintosh HD:Users:eddiebryant:Desktop:Eddie Oct 2020:2020 Single Projects:November:CTO blog 1:Image of two asian woman, two aussie woman and one guy in call centre on corporate training options blog.jpeg4. Identifies and confirms individual buying motives

The ability to analyse and establish personal buying motives is a crucial component of converting potential leads into successful sales. Our course enables employees to identify a customer’s “pain point” to help close the deal.

Do they have economic motives? Are they time-poor? Are they driven by pride or prestige, or are they interested in playing it safe with their purchases?

Once you can identify the buyer’s motives, you can tailor your approach to meet your client’s needs and therefore complete the sale.

 

5. Improves employee retention rates

Sales are one of the highest-pressure work environments. Giving your sales team support is the best way to retain talented employees. The BEST Selling System provides top-notch training that bolsters sales teams’ confidence and ability to do the job well.

 

Do you have sales systems in place to ensure your Sales Team’s skills are improving every day?

Every company has different goals and objectives, which is why the BEST Selling System is customised to meet your individual needs. At CTO, one of Australia’s premier training organisations, our system includes training experiences that engage and fuel active participation. We use a sales-driven approach and provide successful buyer support.

Most of us have gaps in knowledge, blind spots, or other shortcomings that prevent us from being the best we can be.  With webinars, online and in-house sales system training our 30 year’s experience can deliver business skills for your organisations when you desire growth, progress & staff development.

Our Best Selling System training is simple, powerful and proven effective. It’s also been developed for high achieving clients and has never failed to bring about exceptional increases in sales performance in teams from widely varying industries and marketplaces.

 

Customised for each group, your training includes:

  • The benefits of using a sales ‘system’ to ensure sound self-management and consistent success
  • The BEST Selling System – the process and the principles of successful buyer support
  • Relationship-building skills to support trust and rapport development
  • Understanding and relating to different behavioural styles
  • Professional questioning and listening skills
  • Identifying and confirming individual buying motives and ‘value drivers’
  • Establishing customer goals, expectations and ideal outcomes
  • Specific value-driven strategies for a price-driven marketplace
  • Developing relevant, meaningful specific customer benefits
  • Negotiating customer concerns and objections
  • Closing without pressure

 

Want to know more about creating your own Best Selling System?

 

When building and improving a Sales Team, It’s essential to have a partner who can pinpoint the training you need and how best to deliver it.

Corporate Training Options understands that your business results hinge upon how successfully your teams perform. Our team of more than 200 professional facilitators can interpret the specific needs of your organisation, and how to train your people successfully, to achieve the changes you need to see.

As one of Australia’s premier training organisations, CTO works with over 7,000 clients around Australia. We present training experiences that engage both large and small groups and fuel active participation and motivation, right through to assessment and recall.

If you’re ready for your team to perform better, and prepare them for positions of greater responsibility, Corporate Training Options can offer friendly, professional advice. We’ll discuss your needs, and tailor your training to suit your requirements.

 

Contact our team of specialists today to schedule a no-obligation consultation and to learn how the BEST Selling System can work for you.

 

Why Choose Corporate Training Options?

  • Your Trainers are certified experts who are real-world practitioners
  • The courses are interactive, well organised and fun – making it easier for you to learn
  • Small classes mean every trainee will receive individual attention and can be confident about the skills they will gain
  • Our complimentary trainer consultation before your training ensures your objectives will be met
  • CTO is a Business Excellence Award-winning company

 

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Selling over the Phone

Why Selling over the Phone is Crucial for your Business

Written by webplanners on . Posted in Corporate Training Courses, Marketing & Sales.

By: Corporate Training Options, Australia

Professional Selling over the Phone

When your team are selling over the phone, are they turning as many phone enquiries into sales as they should be?

Despite the advance of technology, and the numerous ways we can now reach our potential customers, selling over the phone remains an important strategy for almost any business.

Using the phone, we can proactively mine for leads or respond to customer enquiries.  Also, phone sales staff who have the right training, are more effective in driving home new and repeat sales.

To learn more about the Professional Selling over the Phone course from CTO, please click here.

 

What skills do your Salespeople need when selling over the phone?

Selling over the Phone

Organisations today find selecting and training phone sales staff more challenging than ever before. The generation now reaching adulthood grew up in a time when phone calls were no longer a primary way for people to reach out to each other. As a result, they lack the natural phone “soft skills” that previous generations learned organically.

 

Some of the skills needed for business phone sales include:

  • Opening a call with conversation
  • Writing telesales scripts
  • Generating telesales prospects
  • Using questions to engage a potential customer
  • Presenting solutions
  • Ability to focus the conversation on subjects related to the sale
  • Basic telephone etiquette
  • Handling confrontational or insulting individuals professionally
  • Cold call strategies

 

Organisations that rely on selling over the phone must have sales staff that grasp these basics of telephone communications and strategies.

On top of this, sales staff need to also learn advanced telephone sales techniques, such as:

  • Using proper language and approved terms when speaking with customers
  • Developing effective messaging and closing skills
  • Using phone outreach as part of an overall plan for customer service excellence
  • Developing skills to deliver negative responses in a positive way
  • Knowing how to effectively perform follow-ups
  • Integrating a personally positive attitude into a plan for phone sales success

 

Acquiring and using these skills benefits your sales staff, who will perform better and earn more.  In fact, teaching your team the skills for selling over the phone will allow your organisation to maximise sales across the board.

The Benefits of a Trained and Talented Phone Sales Team

Succeeding at sales isn’t about being pushy, or manipulating your customers.  It’s about following a process, and problem solving.  It’s learning about your customer’s pain points and then providing them with a solution, which is your product or service.

But here’s the thing. You may have the most fabulous product or service in the world, but your business isn’t growing if you’re not making sales.  And learning the skills for selling over the phone is one of the fastest ways you can increase your sales – this month, this week, tomorrow!

Developing a sales system, for selling over the phone, is vitally important.  Because it will make your sales team more successful.  And that provides you with a win-win.  A win for your business through increased sales, and a win for your customers who now own your amazing products or have access to your awesome services.

 

How your Sales Staff can acquire these Skills

In times past, organisations could train their phone sales teams by planning their curriculum around the assumption that almost everyone had basic telephone skills to begin with.  We can’tmake that assumption anymore with text, instant messaging, and email replacing phone use to a large extent.

It’s vital that your phone sales teams understand basic telephone etiquette, know how to write and use a great sales script, and can use questions that engage a customer’s emotions to the point where they really want to buy from you.

After a day of training for your team in Professional Selling over the Phone, you’ll understand the things you’re currently doing that are stopping your customers from buying from you.  You will also understand that a step by step process will allow you to improve your close rates and ultimately make you more money.

 

In Summary

Selling over the phone is a skill which can be learned and improved over time.  It revolves around the basics, such as having a great phone manner, quickly understanding a customer’s pain points, and using questions to stimulate emotions, that make your customers want to buy.  It’s about being compassionate, taking ownership of the conversation and uncovering your customer’s hidden buying motivators.

Selling over the phone is about a process.  It’s easy to learn and simple to follow and will increase your phone sales from day one.

 

 

Learn more about the course

Learn more about tapping into the power of Professional Selling over the Phone with Corporate Training Options.

The course focuses on developing your telephone skills, improving your communication, building relationships with your customers, and sales closing techniques.

The skills covered in the Professional Selling over the Phone course include:

  • Positive self-direction
  • Being prepared prior to answering the telephone
  • Asking questions, listening effectively and taking action
  • Focussing on your customer, to enable you to listen to them with empathy and with a sense of care
  • Following up, following through and going the extra mile

 

Who is the Professional Selling over the Phone training course for?

This course is for Telesales professionals and sales staff who sell over the phone.  It starts with the basics, including preparing your workspace, writing sales scripts, handling calls, generating prospects, and closing sales over the phone.

It also addresses everyday telesales challenges, and ways to maximise performance when selling by phone.   Topics covered include:

  • Preparing for telesales
  • Writing sales scripts
  • Communication essentials
  • Handling calls
  • Generating prospects
  • Interacting with prospects
  • Cold call strategies
  • Closing sales over the phone
  • Addressing sales challenges
  • Maximising sales performance

 

You can click here for an overview of the Corporate Training Options Professional Selling over the Phone course to learn more about how you, your team and your organisation will benefit

For more information or to book your training, view the details of the course here.

 

 

Corporate Training Options

 

 

 

 

About Corporate Training Options

Corporate Training Options (CTO) is a Business Training Company, which provides training in essential business skills, via onsite and online professional development courses.

The courses provide a cost-effective way of ensuring you and your team are presenting your best image to the world.

CTO onsite courses are presented around Australia and in many international locations.  Your training is customised to meet your requirements and will assist you to develop strong skills in:

  • Customer Service
  • Leadership & Management
  • Strategic Business Planning
  • Project Management
  • Marketing & Sales
  • Business Administration
  • Finance & Accounting
  • People & Culture
  • Computer Software Training
  • Personal Development

 

For more information on the range of Business Training Courses available, please visit the CTO website – cto.com.au

 

We look forward to working with you, to build your confidence, improve your efficiency and maximise your potential.

 

Rosy King

Corporate Training Options

Professional Training  –  Exceptional Results

training@cto.com.au

cto.noesis.chat/

 

Online Training with CTO

Online Training – Learn the Skills you need to improve your Business

Written by webplanners on . Posted in Business Administration Skills, Computer Training Courses, Corporate Training Courses, Customer Service Training, Finance & Accounting Training, Management & Leadership Training, Marketing & Sales, Microsoft Office Training, Planning & Organisation Training.

Online Training from CTO provides you with a range of courses you can take anytime, anywhere – to improve your life, your relationships and your business, and have fun doing it!

By: Corporate Training Options, Australia

Online Training with CTO
Learn new skills online – anytime, anywhere

Learning new skills improves our lives, across all areas. As we gain knowledge, we have the ability to earn more and enjoy a more satisfying career.  We become more interesting people, as we make new connections between what we are learning, and the existing knowledge we already have. We improve our quality of life, our relationships, and our business, as we can adapt quickly to change and feel more confident in ourselves and our ability to take on new tasks.

And learning is fun. There are so many exciting courses available, providing us with a way to learn fascinating new skills and talents. It’s also a social activity, with online discussion forums available with our peers and expert instructors, where we can ask questions, reinforce our learning and get feedback.

Why not give it go today?  You can see some of the most popular online Business Training courses here.

 

“Education is the most powerful weapon which you can use to change the world”  –  Nelson Mandela

 

What are the benefits of learning new skills?

Learning new skills enhances the quality of our life, providing us with knowledge when we need it and reducing stress.  It breaks us out of our usual patterns and changes our brain chemisty.  

As we learn, our learning speed increases and we gain confidence.  We are more able to tackle new tasks and our mental well being improves as we set new goals and targets. and then reach them.  This sense of achievement is an important part of feeling we are doing well.  Learning new skills also fights boredom and allows us to adapt better to change.

We learn to understand ourselves, our strengths and weaknesses.  To learn the art of life.  And to master the techniques of adjusting and accommodating to changes in our surroundings and life situations.

Why learning is so important for success

Learning new skills is really important for our future success.  It shows we have the drive and commitment to learn and apply new information, ideas and theories, to achieve a variety of tasks and goals.

Knowledge has allowed us to make amazing advances in science and technology.  As they say, knowledge is power and one of the important reasons to learn something new is we gain power when we do.  It makes us far more capable and it helps us get ahead in the workplace and in everyday life.  We can communicate our ideas more clearly, and reason and think for ourselves.

How can online training help us in the workplace?

CTO Online Business Training
CTO Online Business Training – Anytime, Anywhere

 

 

Learning new skills fortifies and rounds out the skills we need to excel in the workplace, improve our resumes and move to a better paying or more desired position.  Training allows us to keep on top of our industry and learn new skills that become necessary as technology progresses.

Learning new skills can also help us decide what we want to do with our life and makes us more confident when approaching a new role and interacting with other people.

Online training gives us the opportunity to learn basic business principles.  These days, it’s important that we have an understanding of how the entire organisation operates.  If we’re acquainted with the basic functions of all departments, we can be a better business leader, and a significantly more attractive candidate for new roles.

A willingness to learn is a compelling characteristic when putting ourselves forward for new positions.  We should always be taking steps to improve and gain new skills, stay on top of industry trends, and step outside our comfort zones.

Discover some of the most popular online Business and Professional Development courses here.

 

How can we learn new skills quickly?

We can learn new skills more quickly by interacting with the available information.  As well as completing an online course, we should also gather information from videos, blogs and podcasts.

Make learning more meaningful by connecting it to our own life and experiences, and seeing how it fits into our personal scheme of things.  Consider how can we put what we have learned into practice and use it to our advantage?  When we can do this, we will grasp new concepts much more quickly.

Learn by doing, and build new habits to enforce our skills. For instance, if we are learning Excel, build spreadsheets and practice with new formulas and functions, which will provide us with the data we need in our business or workplace.  Also, regularly compare our work with that of experts in our field.  We will then notice areas where we can improve.

You can see a sample of the most popular online training Computer Training courses here.

Spend time practicing things we find difficult, until they become easy, because in order to excel in a skill, we need to push ourselves out of our comfort zone.  Over time, we will achieve a higher level of efficiency in this skill.

Why is learning new things good for our brain?

Research suggests that continued cognitive activity has a positive effect on braincells and helps promote mental sharpness.  Learning new skills stimulates neurons in our brains, which forms more neural pathways and allows electrical impulses to travel faster across them.  This helps us learn better, and to learn things more quickly over time.  

Using our brains more allows us to find a way to work through frustrations and achieve competence.  Leaning new business or career skills is important for surviving and thriving in the workplace.  Learning new skills is essential for building the career or business you love.

Why knowledge is important in our life

Lifelong learning is important.  The voluntary decision to enrol in courses and learn new skills keeps us motivated, with the desire for more knowledge and self-improvement.

We need knowledge to be successful in life.  To grow in our careers, gaining as much knowledge as possible is important.  Knowledge allows us to shape our personality, improve our behaviour, deal with people and situations more easily. 

Which skills are important in 2019 and beyond?

Many of the skills we are learning today will be quite different from the skills we will need in as little as a decade.  Technology is changing our world so quickly, that new jobs and business opportunities are arising every day. 

Below are some of the skills which are highly desirable in 2019.  Who knows how these may change over the next 10 years, but they are certainly a starting point for today. 

Personal Skills

  • Thinking skills, for problem solving and decision making
  • Creativity
  • Resilience
  • A passion for learning
  • Good communication 
  • Self-management
  • A positive attitude
  • Curiosity and imagination

Professional Skills

  • Good business sense
  • Agility and Adaptability
  • Initiative and Entrepreneurship
  • Collaboration across networks and leading by influence
  • Public Speaking
  • Willingness to learn
  • Teamwork
  • Critical thinking and problem solving
  • Effective oral and written communication
  • Assessing and Analysing information

Technical Skills

  • Social Media literacy
  • Coding
  • Excel – one of the most desired skills in today’s workplace
  • Web development
  • Business Writing & copywriting
  • Project Management
  • Google Analytics
  • Digital marketing
  • Data analysis

 

Our quest for knowledge doesn’t have to end when we finish school or university.  Education can be a part of our adult lives too and we can reap the professional and person benefits of lifelong learning.  It’s never too late to start.  Making ongoing learning and development a part of our lives is vital for all of us, keeping us motivated and interested in the world we live in.  

 

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The CTO Online Training Courses are ideal for those wanting to upgrade their business and professional skills.

For more information on the range of Online Training Courses available, please visit the CTO website – cto.com.au

 

Enrol online today !

 

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About Corporate Training Options

Corporate Training Options is a Business Training Company, which provides you with training in essential business skills via online business and professional development courses.

The courses provide a cost-effective way of ensuring you and your team develop strong skills in:

  • Leadership & Management
  • Strategic Business Planning
  • Project Management
  • Marketing & Sales
  • Customer Service & Relationship Management
  • Business Administration
  • Finance & Accounting
  • People & Culture 
  • Computer Training
  • Personal Development

CTO provides Online Training courses to organisations world-wide.  Covering Professional Development, Business Skills and Computer Software, your online training is designed to ensure your team development outcomes are achieved.

We look forward to working with you, to build your confidence, improve your efficiency and maximise your potential.

For more information on the range of Online Business Training Courses available, please visit the CTO website – cto.com.au

Rosy King

Corporate Training Options

Professional Training  –  Exceptional Results

training@cto.com.au

cto.noesis.chat/

CRM Systems Training with CTO

How a CRM System can Power your Customer Relationships

Written by Rosy King on . Posted in Computer Training Courses, Marketing & Sales.

A CRM System will Power your Customer Engagement & Lifetime Value

By: Corporate Training Options, Australia

 

CRM Systems Training with CTO
Increase Customer Engagement with CRM Systems Training from CTO

A CRM System is a Customer Relationship Management tool that every organisation needs.

Why?

Because a CRM system tracks your customer interactions, manages their accounts, stores their details and allows you to improve customer engagement and the lifetime value of your customers.

 

7 Ways a CRM System can Power your Customer Relationships

Customer relationships are the cornerstone of your organisation, so you need to do  everything possible to manage them well.  The more positive your customer relationships are, the more successful your business will be. A CRM System that controls the everyday issues of managing customers and potential customers is vital to the success of your organisation.

A customer relationship management system (CRM) provides you with the tools to learn more about your customers’ needs and behaviours and allows you to communicate with them more effectively.

It is a central place for storing customer data, that is accessible both in the office and remotely. CRM systems are ideal for managers, sales staff and administration teams to track customer interactions.

 

Here are 7  ways that a CRM System can improve your organisation and enhance your customer relationships.

 

  1. Identify Customer Needs

Using a CRM System allows you to:

– track your customer’s purchasing habits

– understand your customer’s specific requirements

– have in-depth information about your customers on hand at all times

– easily access customer and sales reports

 

  1. Improve Your Customer Service

CRM Training with CTO
Improve your Customer Satisfaction & Loyalty with a CRM System

Being able to manage your customer’s jobs effectively while having an integrated overview of your customer, enables you to assess your customer’s needs and provide them with outstanding customer service.

When you are trained in the use of a CRM system, it is easier to manage your customer relationships, build rapport with your customers and answer any questions they may have, on the go.  This leads to more satisfied customers and more effective and productive staff.

It’s a win-win.

 

  1. Target your Marketing

CRM software allows you to easily see which products and services are popular with your customers, and which are not. Your marketing can then be targeted to your customer’s exact wants and needs.

  • It allows you to use a personal approach
  • You can introduce different product lines to best meet customer requirements
  • A CRM saves you time and money on your marketing efforts
  • Many CRM systems have marketing tools built in, so you can market directly from your customer files

 

  1. Increase your Sales & Revenue

With a host of in-depth information and reports available, you can focus your sales efforts on those areas that you can see are working well.

You can also identify which customers are the most profitable and focus more of your efforts on these customers.

CRM systems allow you to increase your bottom line, with less effort.

 

  1. Improve Your Internal Communications

With online notes kept for every client, it is easy for you to see, for instance, when a colleague has last had contact with a potential customer.

Likewise, if you are stepping in to cover someone, all of the information you need about your customers is right there at your fingertips. You can quickly come up to speed on a customer file, and be more organised and proactive.

 

  1. Convert More Leads into Sales

If your sales funnels are working well and you have lots of leads, it is much easier for you to track, follow up and convert leads using a CRM system.

Working with a good CRM system will allow you to prioritise your leads and action them quickly and efficiently. You are less likely to lose potential customers as you can answer customer questions as they arise, and follow up automatically, using templates set up within your CRM.

 

  1. Track Your Resources

With a CRM system you can track the progress of your sales. You can see the time your team members spend on each job, know the number of sales they have made, look at the leads they are working on and more. It is easy to see how your team is performing, and if they are meeting their KPIs.

As data can be entered from mobile devices on the go, you can see and act on this information immediately if you need to – from anywhere.

 

In Summary

A CRM system allows you to track and evaluate all communications that you have with your customers and potential customers. It allows you to best serve your customers, take your business to the next level, and remain competitive in your industry,  So, can you afford not to be using a CRM system?

 

Need more help and advice on CRM systems?

Contact us at Corporate Training Options for more information about our CRM system software training today. Our full range of courses is available on our website at cto.com.au.

 

 

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About Corporate Training Options

Corporate Training Options is an Australian Professional Development and IT Training Company.  CTO provides onsite, customised training courses around Australia and in a number of international locations. The courses provide a cost-effective way of ensuring you and your team are making the most of your software applications.

We look forward to working with you, to build your confidence in using your computer software.

 

For more information on the range of Computer Training Courses available, please visit the CTO website – cto.com.au

 

Rosy King

Corporate Training Options

Professional Training  –  Exceptional Results

training@cto.com.au

cto.noesis.chat/

 

Create a Win-Win Sales System with CTO

Create a Win-Win Sales System in 5 easy steps

Written by webplanners on . Posted in Corporate Training Courses, Marketing & Sales.

Here are the 5 essential steps to Creating a Win-Win Sales System 

 

By: Rosy King @ Corporate Training Options, Australia

When you create a win-win sales system in your organisation, you are also creating a formula for success.  A simple, easy to follow sales system allows your sales process to become automatic.  You put it in place, you learn it well, then you repeat it automatically.  It becomes a habit, which leads to profitability and growth.  And although you won’t close every sale, your chances of success are greatly increased.  Plus, every sale becomes a win not only for you, but also for your customer. And that leads to repeat business from satisfied customers down the track.  Win-Win!

The five essential steps to set up your Win-Win Sales System are:

  1. Prospecting
  2. Connecting and Qualifying
  3. Showing that your product or service is invaluable
  4. Addressing any doubts
  5. Closing the sale – you win & your client wins

Win-Win Selling with CTO
Create a Win-Win Sales System with CTO Sales Training Courses

Having a great sales system that fits into your business model will also give you other great flow on benefits.  These include

  • increased customer satisfaction and retention
  • happier, more fulfilled staff
  • improved cash flow
  • the ability to explore and implement new product lines
  • your organisation runs more efficiently
  • the business grows and prospers at a faster pace

Using the following steps to create a win-win sales system will provide you with a sales tool that is easy to follow, easy to learn and easy to repeat, again and again.

  1. Prospecting

To find new clients who require or desire your products or services, you need to continually prospect for them.  You’ve heard about the Sales Funnel?  Well, continual prospecting is what keeps it full.

Prospecting is a crucial stage of the sales process.  Potential customers are everywhere, however, you need to know where to research and what to search for, both online and face to face, via networking events, business meetings and so forth.

We recommend starting by creating profiles for your existing customers.

  • Who are your best customers?
  • What are their ages, genders, income brackets?
  • Where are they located, where do they live and where do they work?
  • How did they find you?
  • What benefits do they desire from purchasing your product or service?

Then consider the best marketing tactics for these customers.

Each business is different. One marketing campaign may be a great form of prospecting for new clients for computer hardware products, however, could be less effective for informing business clients about online coaching.

So consider your services, and who your clients are and what they want and desire, before deciding on how you will market to them.

  1. Create a Customer Qualifying List

Before you start your phone or online campaign, make sure that you are pitching to the right person.  You need to connect with your potential customers and qualify their enquiries.

  • Are you talking to the decision maker?
  • Are they your ideal client?
  • Do they have the budget to purchase your product or service?
  • Do they need your product or service?
  • How will it benefit them?
  • Do they have any other limitations that you need to know about?

The best method of qualifying potential customers is to do your research and create a customer qualifying List.  Use this to list the questions you need to ask, to ascertain whether this person or company will benefit from using your products and services and whether they are the right customer for you.

  1. Show that Your Product or Service is Valuable to them

Once you have a prospect interested, the next step is your sales presentation. The presentation needs to show a clear solution to your customer’s problem.

Researching and preparing your presentation is a key sales process. This may be done in person, by phone, online or via email. Ensure that this step of the process shows your potential customers what is it in for them, how they will benefit and what the results may be if they don’t do anything.

  1. Address any Doubts

Potential customers who call or enquire about your products or services may not know anything about your business. This is why you need to know your products and services really well, and be prepared to answer any questions that do arise, professionally and confidently.

Listen carefully to your customer’s concerns and address them. Remind them of how your product or service will benefit them. It may be a cost or time saving benefit or new technology to improve their productivity or performance.

Really listening to your customers will not only help you to convert more leads into sales, it will give you more information about your customer’s problems and needs.  You can then use this information to streamline and update your lead generation, marketing, qualifying and future sales processes.

  1. Negotiate an Agreement

Closing the sale is a vital part of your sales system. No matter how good your sales presentation and your rapport with the customer, in the end, you need to ask for the sale.

People skills and building rapport is paramount here – show empathy for their problem and provide a solution to it.

Also, ensure all of the customer’s questions have been answered before you ask for the sale.  If they still hesitate, ask them what the issue is, address it, then ask for the sale again.

Different methods of closing work for different salespeople.  Having a time restricted offer for instance, can greatly improve your closing rates.  You may also wish to reiterate your product guarantee or after sales service.

The sales closing process should never be aggressive, and your customer should always feel comfortable.

 

Conclusion

Every organisation needs a win-win sales system.  The system should provide quality leads, qualify enquiries, answer customer questions and confirm your product or service is the best solution for them.

In the Corporate Training Options Sales course – Sales – Prospecting, Qualifying and Completing – we work with you to create a win-win sales system for your organisation that will see you increase sales and create greater profit margins for your business. We work on the skills of prospecting, qualifying and completing sales, to improve both your bottom line and your customer satisfaction rate.

The CTO Sales Course – Sales – Prospecting, Qualifying and Completing – is ideal for those new to sales and also to update the skills of experienced sales staff.

Enrol online today or for more information on the range of Sales Training Courses available, please visit the CTO website – cto.com.au

—

About Corporate Training Options

Corporate Training Options is a Business Training Company, which provides you with training in essential business skills via customised, onsite courses Australia-wide.

The courses provide a cost-effective way of ensuring you and your staff develop strong skills in:

  • Leadership & Management
  • Strategic Business Planning
  • Project Management
  • Marketing & Sales
  • Customer Service & Relationship Management
  • Business Administration
  • Finance & Accounting Skills
  • People Management & HR
  • Computer Training

CTO’s Training courses are tailored to meet your requirements, and your training is provided on-site, on dates which suit you.

We look forward to working with you, to build your confidence, improve your efficiency and maximise your potential.

For more information on the range of Business Training Courses available, please visit the CTO website – cto.com.au

 

Rosy King

Corporate Training Options

Professional Training  –  Exceptional Results

training@cto.com.au

cto.noesis.chat/

1300 667 660

 

 

Create a Win-Win Sales System with CTO

Create a Win-Win Sales System in 5 easy steps

Written by Rosy King on . Posted in Corporate Training Courses, Marketing & Sales.

Here are the 5 essential steps to Creating a Win-Win Sales System 

 

By: Rosy King @ Corporate Training Options, Australia

When you create a win-win sales system in your organisation, you are also creating a formula for success.  A simple, easy to follow sales system allows your sales process to become automatic.  You put it in place, you learn it well, then you repeat it automatically.  It becomes a habit, which leads to profitability and growth.  And although you won’t close every sale, your chances of success are greatly increased.  Plus, every sale becomes a win not only for you, but also for your customer. And that leads to repeat business from satisfied customers down the track.  Win-Win!

The five essential steps to set up your Win-Win Sales System are:

  1. Prospecting
  2. Connecting and Qualifying
  3. Showing that your product or service is invaluable
  4. Addressing any doubts
  5. Closing the sale – you win & your client wins

Win-Win Selling with CTO
Create a Win-Win Sales System with CTO Sales Training Courses

Having a great sales system that fits into your business model will also give you other great flow on benefits.  These include

  • increased customer satisfaction and retention
  • happier, more fulfilled staff
  • improved cash flow
  • the ability to explore and implement new product lines
  • your organisation runs more efficiently
  • the business grows and prospers at a faster pace

Using the following steps to create a win-win sales system will provide you with a sales tool that is easy to follow, easy to learn and easy to repeat, again and again.

  1. Prospecting

To find new clients who require or desire your products or services, you need to continually prospect for them.  You’ve heard about the Sales Funnel?  Well, continual prospecting is what keeps it full.

Prospecting is a crucial stage of the sales process.  Potential customers are everywhere, however, you need to know where to research and what to search for, both online and face to face, via networking events, business meetings and so forth.

We recommend starting by creating profiles for your existing customers.

  • Who are your best customers?
  • What are their ages, genders, income brackets?
  • Where are they located, where do they live and where do they work?
  • How did they find you?
  • What benefits do they desire from purchasing your product or service?

Then consider the best marketing tactics for these customers.

Each business is different. One marketing campaign may be a great form of prospecting for new clients for computer hardware products, however, could be less effective for informing business clients about online coaching.

So consider your services, and who your clients are and what they want and desire, before deciding on how you will market to them.

  1. Create a Customer Qualifying List

Before you start your phone or online campaign, make sure that you are pitching to the right person.  You need to connect with your potential customers and qualify their enquiries.

  • Are you talking to the decision maker?
  • Are they your ideal client?
  • Do they have the budget to purchase your product or service?
  • Do they need your product or service?
  • How will it benefit them?
  • Do they have any other limitations that you need to know about?

The best method of qualifying potential customers is to do your research and create a customer qualifying List.  Use this to list the questions you need to ask, to ascertain whether this person or company will benefit from using your products and services and whether they are the right customer for you.

  1. Show that Your Product or Service is Valuable to them

Once you have a prospect interested, the next step is your sales presentation. The presentation needs to show a clear solution to your customer’s problem.

Researching and preparing your presentation is a key sales process. This may be done in person, by phone, online or via email. Ensure that this step of the process shows your potential customers what is it in for them, how they will benefit and what the results may be if they don’t do anything.

  1. Address any Doubts

Potential customers who call or enquire about your products or services may not know anything about your business. This is why you need to know your products and services really well, and be prepared to answer any questions that do arise, professionally and confidently.

Listen carefully to your customer’s concerns and address them. Remind them of how your product or service will benefit them. It may be a cost or time saving benefit or new technology to improve their productivity or performance.

Really listening to your customers will not only help you to convert more leads into sales, it will give you more information about your customer’s problems and needs.  You can then use this information to streamline and update your lead generation, marketing, qualifying and future sales processes.

  1. Negotiate an Agreement

Closing the sale is a vital part of your sales system. No matter how good your sales presentation and your rapport with the customer, in the end, you need to ask for the sale.

People skills and building rapport is paramount here – show empathy for their problem and provide a solution to it.

Also, ensure all of the customer’s questions have been answered before you ask for the sale.  If they still hesitate, ask them what the issue is, address it, then ask for the sale again.

Different methods of closing work for different salespeople.  Having a time restricted offer for instance, can greatly improve your closing rates.  You may also wish to reiterate your product guarantee or after sales service.

The sales closing process should never be aggressive, and your customer should always feel comfortable.

 

Conclusion

Every organisation needs a win-win sales system.  The system should provide quality leads, qualify enquiries, answer customer questions and confirm your product or service is the best solution for them.

In the Corporate Training Options Sales course – Sales – Prospecting, Qualifying and Completing – we work with you to create a win-win sales system for your organisation that will see you increase sales and create greater profit margins for your business. We work on the skills of prospecting, qualifying and completing sales, to improve both your bottom line and your customer satisfaction rate.

The CTO Sales Course – Sales – Prospecting, Qualifying and Completing – is ideal for those new to sales and also to update the skills of experienced sales staff.

Enrol online today or for more information on the range of Sales Training Courses available, please visit the CTO website – cto.com.au

—

About Corporate Training Options

Corporate Training Options is a Business Training Company, which provides you with training in essential business skills via customised, onsite courses Australia-wide.

The courses provide a cost-effective way of ensuring you and your staff develop strong skills in:

  • Leadership & Management
  • Strategic Business Planning
  • Project Management
  • Marketing & Sales
  • Customer Service & Relationship Management
  • Business Administration
  • Finance & Accounting Skills
  • People Management & HR
  • Computer Training

CTO’s Training courses are tailored to meet your requirements, and your training is provided on-site, on dates which suit you.

We look forward to working with you, to build your confidence, improve your efficiency and maximise your potential.

For more information on the range of Business Training Courses available, please visit the CTO website – cto.com.au

 

Rosy King

Corporate Training Options

Professional Training  –  Exceptional Results

training@cto.com.au

cto.noesis.chat/

1300 667 660

 

 

Create a Marketing Plan that Rocks with an awesome Marketing Team

Write a Marketing Plan that Rocks

Written by webplanners on . Posted in Corporate Training Courses, Marketing & Sales.

Write a Marketing Plan with Systems to Promote Your Business, Drive it Forward and Beat your Competition

By: Corporate Training Options, Australia

You need to write a Marketing Plan for your business, if you want to prosper and grow. A marketing plan focusses on winning and keeping customers, and lays out your strategies to achieve your sales goals. It’s your action plan – what you’ll sell, who wants to buy it, and how you’ll generate leads that result in sales. A great marketing plan allows your business to be proactive, evaluate new opportunities and have clear, measurable goals. It doesn’t have to be long either – just use bullet points, and get to the point!

 

Create a Marketing Plan that Rocks with CTO TrainingDescribe your Current Situation

Begin with a snapshot of your current situation, which describes your organisation, your products and services, and how the benefits you provide set you apart from your competitors.

Provide an overview of the Strengths and Weaknesses of your orgnaistion, which refer to charachteristics that exist inside your business.  Strengths could include your superior products or more comprhensive services. A weakness could be that you are struggling to meet deadlines or have poor record keeping.

Next, list the Opportunities and Threats to your business.  These refer to factors outside your business.  Opportunities could include loyal customers or having new products ready for sale before Christmas.  Threats could be that your competitors have similar products, or have recently launched a new advertising campaign.

 

Who is your Target Audience?

Understand who your customers are and where they are. This can be done by using online analytical tools, customer surveys, visiting business groups and more.

Who is likely to purchase your products? Does your buyer want convenience, lower prices, great quality? If you know what your target customer wants, it will help you to describe them.

Develop a simple profile of your target customer.  If you are marketing to consumers, develop their profile based on age, gender, family, locality, income, hobbies, interests and lifestyle.

If you are marketing to businesses you can also add categories such as the types of industries they work in, job title, size of business, etc.

Then give your customer avatar a name, address and even a photograph.  Thinking of your customer as an actual person allows you to talk directly to them in your marketing campaigns.

 

What is Your End Goal?

When you prepare to write a marketing plan, start with the end goal in mind.  Ask yourself what you are trying to achieve.

  • More customers
  • Increased revenue
  • Sales growth
  • Greater customer satisfaction
  • Customer retention

It may be that your goals include a combination of all these things and more.

Once you have written down your marketing goals, make them measurable.

For instance:

We will achieve a 20% increase in sales of our best-selling product or service per quarter, by running Facebook ads each week; special offer promotions to our prospect list each fortnight; and sending monthly emails to our existing customers.

Writing an actionable marketing plan gives your marketing team a roadmap they can easily follow.

 

Your Marketing Strategy

Create a Marketing Plan that Rocks with CTO Training

 

How will you find and attract your most likely buyers? Your strategy needs to outline the answer to this question.  Start by considering your customer avatar and which media they would use for information on the types of products or services you sell.  Then list the activities that will help you gain access to similar customers.

 

 

These can include:

  • Blogs
  • Social media
  • Email marketing & Newsletters
  • Website marketing via Google Ads or SEO
  • Direct mail
  • Public Relations
  • Webinars
  • Events and Seminars
  • Trade Shows
  • Joint Venture Partnerships
  • Loyalty Programs

Once you have settled on the marketing activities you will use, put systems in place to ensure you stick to your marketing plan.  Then, be persistent.  Market, analyse the results, adjust your strategy, repeat.

 

Set Timelines and Budgets

The general consensus is that you need to spend between 3% and 7% of your total revenue on marketing each year to maintain your current position in the market.  However, you need to consider that this may be less if you are already an established brand, or more if you are a start-up.  You will also need to increase marketing spend when you launch new products and services.

One you have settled on amount you will spend, create an annual budget based around a monthly schedule.  You can then plan how much you will spend on marketing each month, which will ensure you stay on track.

Identify specific monthly marketing activities, the budgets associated with each individual activity, and at which point you will stop an activity if it is not generating a good return on investment (in money or time).

It is critical to know how much budget is available to spend on marketing.  There is no point in allocating funds if there is no budget.  Your available budget will have an impact on the marketing strategies that you choose to action.

 

Keep Your Plan Brief and Regularly Updated

Your marketing plan should be concise. Aim for no more than 5 pages, and if you can distil it down to a 1-page plan, that is even better. You can then print it out and stick it to the wall, where you can view it on a daily basis. A brief, concise Marketing Plan keeps it clear and to the point, and easy for your team to follow and to action.

Your plan also needs to be reviewed regularly. Your team should look over your marketing strategy on a regular basis and ensure that it is meeting your organisation’s best interests, as well as your short-term and long-term goals.

Developing a marketing plan is an ongoing process. Change is constant, so review and refresh your plan on a regular basis.

 

Tips for Beginners

  • Concentrate on finding customers who provide you with ongoing or repeat business.
  • Develop your customer profile by surveying existing clients. When you know why a customer comes back, you can work on finding prospects with a similar profile.
  • Stay focused on your target markets.
  • Choose just one or two strategies to begin with, then be persistent. Marketing usually needs to be repeated over and over before you start to see results.
  • Revise your plan as you learn what works and what doesn’t.
  • Don’t be afraid of failure. If a strategy fails, learn the lesson, and view it as a natural part of the process.

 

Your Marketing Plan that Rocks !

Remember when you write a marketing plan that you are creating products and services to serve the needs and wants of your target market.  Your marketing plan should outline how you’ll inform and educate them about the benefits of your products and services, and how they will improve their lives.

Continually track your marketing successes, evaluate your results and repeat programs that are delivering leads, sign ups to your email list, or direct sales.  If you are not bringing in leads, then revise your plan, and keep going. Persistence will provide you with a marketing plan that rocks !

 

—

 

The CTO course in Writing & Implementing a Marketing Plan helps you to create a great marketing plan for your business that is actionable from day one.

You will develop an effective marketing plan, understand the methods needed to implement your plan, create strategies to attract and keep new customers, and much more.

Enrol online today or for more information on the range of Marketing Courses available, please visit the CTO website – cto.com.au

 

—

 

About Corporate Training Options

Corporate Training Options is a Business Training Company, which provides you with training in essential business skills via customised, onsite courses Australia-wide.

The courses provide a cost-effective way of ensuring you and your staff develop strong skills in:

  • Leadership & Management
  • Strategic Business Planning
  • Project Management
  • Marketing & Sales
  • Customer Service & Relationship Management
  • Business Administration
  • Finance & Accounting Skills
  • People Management & HR
  • Computer Training

CTO’s Training courses are tailored to meet your requirements, and your training is provided on-site, on dates which suit you.

We look forward to working with you, to build your confidence, improve your efficiency and maximise your potential.

 

For more information on the range of Business Training Courses available, please visit the CTO website – cto.com.au

 

 

Rosy King

Corporate Training Options

Professional Training  –  Exceptional Results

training@cto.com.au

cto.noesis.chat/

 

 

Facebook Ads Training

2.2 Billion Reasons why you need Facebook Ads

Written by Rosy King on . Posted in Computer Training Courses, Corporate Training Courses, Marketing & Sales.

Ramp up your Facebook Ads results with the CTO Facebook Ads Checklist

By: Corporate Training Options, Australia

 

Trust me – you need Facebook ads for your organisation.  Facebook is without a doubt one of the most effective forms of advertising and marketing. Worldwide, there are over 2.2 billion monthly active Facebook users, making it the most successful and popular form of social media advertising.

Facebook Ads Training
CTO’s Facebook Ads for Business Training improves the ROI on your Facebook campaigns

People spend, on average, 30% of their online time on social media, with the average time being spent on Facebook nearing an hour each day. With a market such as this at your disposal, can you really afford not to use it?

Content is fire. Social Media is gasoline.– Jay Baer, Founder of LinkedIn

 

Plan your Facebook Ads Campaign

CTO has now created a Facebook Ads Checklist to make sure you get your important Facebook marketing tasks done. Facebook can be distracting and you need to remember when you are on Facebook, that you are there to market your organisation.

Use our Facebook Ads Checklist as a guide to keep you focused

There are now a wide range of options available when it comes to Facebook advertising campaigns, so you need to decide on your goals before you start your campaigns. What are you looking to achieve? It may be clicks to your website, conversions, likes, content exposure or brand awareness. Keep the end result in mind when you plan your campaign.

Ensure you keep it Mobile Friendly

A huge 90% of people using Facebook use a hand-held device such as a mobile phone or tablet.  So be sure to keep your content mobile friendly.

So here it is.

The CTO Facebook Ads Campaign Checklist

Follow this checklist to bring a percentage of the huge amount of traffic that is on Facebook every day, to your site.

 

  • Brainstorm 3-5 things that are unique selling points for your company

What makes you stand out?  What makes you different?  Why should customers buy your product or service?

  • What is the goal of your campaign?

Is it clear and measurable?

  • Choose engaging images for your Facebook advertising
  • Write your titles with clear calls to action
  • Write the content of your advertising

Consider your message. Is there a clear message that you want to get through to your audience? Does this message stand out in your ad? Who is your message for?

  • Name your campaign something meaningful so that you will remember it in the future

You can save each of your advertising campaigns in Facebook, so it’s wise to use a campaign name which explains at a glance what is is.  Use the month and the year in the filename. For example: Book sales – July 2018.

  • Create unique advertising combinations

Combine your text in different ways and test the ads to find out which type of ads get the most likes, clicks and sales.

  • Define your target audience

Test your Facebook ads in different age groups, locations, and interest groups.

  • Choose an ad type that meets your goals

There are many different types of Facebook ads, so it’s important to use the right ad type to match your desired campaign goals.

  • Set an advertising budget for your compaign

Ensure that your advertising budget is made clear to your team members who are involved in the campaign. Take the cost of the testing phase into account.

Decide how much you will pay per click. The higher the price the more clicks you will receive. Choose from cost per click (CPC) and cost per thousand impressions (CPM).

  • Define your ad set names

Divide every ad set into different audiences messages and pricing structures. All names on your ad sets need to be different and they should define the content. Make sure that the content is written to best suit your target audiences.

  • Check the ad sizes and optimal settings before you upload your ad

Facebook changes ad settings periodically, so ensure you have checked them before you upload your ad.

  • Test the campaign
  • Use the best results from your tests for your campaigns
  • Set dates for your Facebook Ads campaign

 

 

To gain a slice of the market of more than 2.2 billion users who are on Facebook every month, ensure you cover all 15 points on the Facebook Ads checklist each time you plan a new campaign.

You can also improve your current Facebook marketing skills with CTO’s Facebook Ads for Business Training.

To book your training today:

  • Click here to see the topics covered in the hands-on training, and receive a quote
  • Click here to book your onsite, customised training – and have an ad campaign up by the end of the day!

 

 

—

About Corporate Training Options

 

Corporate Training Options is a Business Education Training Company, which provides customised Professional Development & Business Technology courses Australia-wide.

The courses provide a cost-effective way of ensuring you and your staff are presenting your best image to the world.

CTO’s Facebook Ads for Business training course is customised to meet your requirements, and your training is provided on-site, on dates which suit you.

We look forward to working with you, to build your confidence, improve your efficiency and maximise your potential.

 

For more information on the range of Corporate Training Courses available, please visit the CTO website – cto.com.au

 

 

Rosy King

Corporate Training Options

Professional Training  –  Exceptional Results

 

E: training@cto.com.au

W: cto.noesis.chat/