The Architecture of Selling – the basic sales training course in South Africa

Master essential sales skills and you could be the #1 salesperson in your team by attending a 1-day basic sales training course in South Africa by Jacques de Villiers

2012 Public Sales Training Programme

Date	City	Venue	Duration	Investment
18 April	Johannesburg	Sunnyside Park Hotel, Parktown	1-day – 09h00 – 16h00	R1897.00 per delegate
9 May	Johannesburg	Sunnyside Park Hotel, Parktown	1-day – 09h00 – 16h00	R1897.00 per delegate
13 June	Johannesburg	Sunnyside Park Hotel, Parktown	1-day – 09h00 – 16h00	R1897.00 per delegate
11 July	Johannesburg	Sunnyside Park Hotel, Parktown	1-day – 09h00 – 16h00	R1897.00 per delegate
8 August	Johannesburg	Sunnyside Park Hotel, Parktown	1-day – 09h00 – 17h00	R1897.00 per delegate
12 September	Johannesburg	Sunnyside Park Hotel, Parktown	1-day – 09h00 – 17h00	R1897.00 per delegate
10 October	Johannesburg	Sunnyside Park Hotel, Parktown	1-day – 09h00 – 17h00	R1897.00 per delegate
14 November	Johannesburg	Sunnyside Park Hotel, Parktown	1-day – 09h00 – 17h00	R1897.00 per delegate

Book with Simone Scholtz at simone@jacquesdevilliers.com or 071 670 2168

Dear Sales Professional,

Do you remember when you started out in your sales career?

What was it you wanted?

What was your dream?

Probably to make outrageously high commissions so that you could have the outrageously successful lifestyle you deserved, put your kids into great schools, live in the house of your dreams, do your grocery shopping at Woolworths instead of the dodgy shop on the street corner, take your December holidays in Mauritius instead of Margate and retire a gentleman/woman instead of an old man/woman.

Does this sound about right?

If you were to take a snapshot of your life now, what would you see? Close your eyes now and take stock.

OK, if you”re like 80% of salespeople in South Africa, you probably realise that things didn’t exactly work out how you planned. Perhaps you’re living from month to month. Maybe you’re not cutting it right now. You could be frustrated and angry at your lack of progress to date?

If you’ve said yes to any of the above, you’re not alone. Thousands of sales people go through the same angst as you every day.

But there’s a light at the end of the tunnel. You can make outrageous commissions and you can live your dreams …

Get the basics right and the rest will fall into place.

Before we go on, let me ask you a question: “Are You A Brochure Salesperson?”

This concept is the downfall of 80% of sales people eking out an existence in South Africa.

Here’s the question. When you’re in front of a prospect are you a professional salesperson or are you a brochure?

This is how a brochure salesperson conducts a sales interview:

Hi, George, may I tell you a bit about our company, products and services.

Sure, George says.

Well, our company, Best In The World Ltd, has the best Gigideroos in South Africa.

They come in five different models and 32 different colours.

Check out the catalogue. Its gloss and the photos were taken by a professional.
Neat, huh?

So, which Gigideroos would you like? The pink one or the blue one?

Oh, you want to think about it?

May I send you a quote?

Great, I’ll do that.

Bye.

Now this pitch, whilst weak, wouldn’t have been too bad (he even had an alternative close in it) if it was done near the end of the sales interview.

Unfortunately, this was the opening salvo i.e. in the first minute. Where was the rapport, the needs analysis and the “I care about you” attitude?

You always buy your new clients

Statistics have shown that it costs a company anywhere from R400 to R1 000 every time a salesperson sees a new prospect. Basically, it costs you money to acquire a new client. So, if this is the best you’ve got, you may as well post a brochure to your prospect. This will set you back about R100. It’ll be cheaper and, sadly, probably more effective than a salesperson.

This may seem a bit extreme. However, over my 11 years consulting (since 1998) to sales-driven companies, I’ve seen it happen over and over again.

So, what’s the solution?

The short answer is to get sales people back-to-basics with The Architecture of Selling. They need a blueprinted sales process, which will give them a strong foundation for future sales.

What’s the reward? When you crack the code of effective sales you’ll stand head and shoulders above your competitors, you’ll get the lifestyle you want. You’ll be able to take that dream holiday. Get to spend time on the golf course without worrying where your next cent is coming from. Drive the car you really want. Put your kids into top-notch schools and so on.

The Architecture of Selling

Module 1 – Self Mastery

The objective of this session is to master your emotions and your life and know your place in the world so that you can become a valuable player in your sales team.

1. Design a life of purpose and destiny
2. Develop a bullet-proof self esteem
3. Value yourself
4. Set goals for success
5. Visualise successful outcomes
6. Build unstoppable self-confidence

Module 2 – Sales Cycle

The objective of this module is to help delegates find the right clients so that they don’t waste time on clients that aren’t going to buy.

1. Identify your market (suspects)
2. Segment your market (qualified prospects)
3. Market penetration strategy
4. Engage market
5. Evaluate success (or lack of)
6. Feedback and Course correction

Module 3 – Sales Process

A sale is like a date. You first have to build up trust before you ask for a commitment. The objective of this module is to help sales professionals guide the prospect through a process that leads to a sale.

1. Build Rapport
2. Direct your prospect with an agenda
3. Present your value proposition
4. Do a thorough needs analysis with the 4-step identification process
- Quality of your questions will determine the quality of your answers (3 ways of asking questions)
5. Present your solution
6. Ask for the order (false close, trial close and 10 other tried and tested closes for gaining commitment)
7. Overcome objections
8. Get qualified referrals

Module 4 – Finding Qualified Markets

The objective of this module is to find qualified markets through networking and how to build a powerful prospect database.

1. Segment your clients into hot and cold
2. Become a master networker (fish where the fish are)
3. Build referral networks

Module 5 – Client Mastery

The objective of this session is to help sales people sell to the prospect how the prospect wants to be sold to. It’s all about the prospect and not about the sales person.

1. Find out your prospects dominant personality style
2. Discover your prospects buying style – visual, auditory, touch
3. Adapt your personality to fit the prospect’s
4. Tap into your prospect’s dominant reason for buying

Module 6: Mastering Persuasion

The objective of this session is to use the language of persuasion to emotionally arouse the prospect to want to buy.

1. Tap into the prospects psychology with 6 sure-fire persuasion techniques
2. Discover the power of hypnotic words

Who Should Attend

This workshop is for new sales professionals and sales professionals that need to get out of the slump they’re in right now (if you’re not hitting your targets on a regular basis, you’re in a slump).

What’s included in the 6-module workshop?

1. Solution selling manual
2. Follow up training emails with further insights into selling and persuasion
3. Certificate of attendance

Book with Simone Scholtz at simone@jacquesdevilliers.com or 071 670 2168

Date	City	Venue	Duration	Investment
18 April	Johannesburg	Sunnyside Park Hotel, Parktown	1-day – 09h00 – 16h00	R1897.00 per delegate
9 May	Johannesburg	Sunnyside Park Hotel, Parktown	1-day – 09h00 – 16h00	R1897.00 per delegate
13 June	Johannesburg	Sunnyside Park Hotel, Parktown	1-day – 09h00 – 16h00	R1897.00 per delegate
11 July	Johannesburg	Sunnyside Park Hotel, Parktown	1-day – 09h00 – 16h00	R1897.00 per delegate
8 August	Johannesburg	Sunnyside Park Hotel, Parktown	1-day – 09h00 – 17h00	R1897.00 per delegate
12 September	Johannesburg	Sunnyside Park Hotel, Parktown	1-day – 09h00 – 17h00	R1897.00 per delegate
10 October	Johannesburg	Sunnyside Park Hotel, Parktown	1-day – 09h00 – 17h00	R1897.00 per delegate
14 November	Johannesburg	Sunnyside Park Hotel, Parktown	1-day – 09h00 – 17h00	R1897.00 per delegate