Right attitude
The right attitude is a term that summarises the set of competencies, desires and skills that are the basic foundation stones for all sales people. These are the things that it is difficult (i.e. expensive) to train: you need to select people who already have the right attitude. The process of assessing sales people can be used for your existing team and for potential new recruits and we have extensive experience of running these sort of transformational change programmes.

Product and market knowledge
Customers only want to talk to someone who knows more about the subject in hand than they do. If your people don’t understand your market and the business application of your products, all of the selling ability in the world will not help you to succeed.

Sales skills and techniques
This is where much sales training begins and ends. These are crucial skills: opening, questioning, listening, negotiation, presentation, closing, objection handling, dealing with senior executives, account planning and so on. We will assess your team on their abilities in these areas and provide the necessary training to bring them up to scratch.

Advanced relationship theory
Advanced relationship theory has four dimensions that sales people have to understand so that they can properly adapt their behaviour for maximum impact. This has dimensions that describe both one-to-one relationships and corporate-to-corporate relationships.