Selling is the process of helping someone see the value in a product or service they might otherwise not have seen. Although there is no best way to sell there are certain steps which if executed in a methodical process will attract the right prospects, qualify, convert and retain them as customers and dramatically increase your potential for success.
This hands-on, exercise driven program teaches skills that boost sales and profitability through an increased understanding and implementation of the need-satisfaction sales process. Participants learn how to concentrate their focus on each client’s particular situation, needs, vision, the internal staff who makes all of this and other opportunities possible to increase business. The key is in determining how the product or service will provide meaningful value to a client even in a competitive or saturated market.
The ISM Course Director will take each participant through the step-by-step sales process critical to the pre-approach, approach and after sales service. This will be done through a highly charged, enjoyable 2 day course involving lectures, classroom exercises, role-plays, discussions and extensive accompanying course-notes (delegates are also expected to take their own personal extensive notes).
By all means, bring your pencil case, and yes, there will be handouts, but there will be a lot more discourse, debate, improvisation, role play, technology, practice and group dynamics. The training will be conducted in a friendly, fun atmosphere, which not only allows for different learning styles, but respects each delegate as an individual and ensures each one is challenged and derives maximum benefit from the course. Our aim is that you will be highly stimulated and encouraged to rethink.
Graham has been resident in the UAE since 2010. His post-military training career involved running a range of courses in leadership, effective communications, team building, planning and organizing skills, decision making, etc. He also delivered a number of technical training programmes. Graham brings real life experiences into the training room, some of which, due to his military career, are outside the normal experience and scope of many trainers. His military career included positions relating to intelligence, counter terrorism, homeland security, and international security. This work required a very focused and analytical approach, combined with excellent communication and leadership skills, and the ability to work in effective, manageable teams.
Graham joined HMS Ltd, a security training organization as an internal trainer. In this post, he delivered training to international teams, from the USA, Europe, and the Middle East. In 2008, he was promoted to manage a team of five direct reports, with additional responsibility for the co-ordination of a 30+ member international team in multiple locations (including the USA, Europe, Asia, and the Middle East).In this role, Graham became something of an expert and was then requested to deliver training programmes to senior figures in the UK and US governments. He was also responsible for the project management of a number of government projects.
Graham gained PRINCE2 Practitioner (Project Management) qualification and utilised these skills in the new projects he worked on. He also delivered training courses in Six Sigma Facilitator Biography (a quality method for improving business efficiency and effectiveness), Change Management, Managing the Training Process, and Train the Trainer.
Graham has delivered training to over 1000 individuals in the MENA region across a diverse range of industries and sectors.Graham believes his experience and knowledge of the design, planning, and delivery of a wide range of programmes creates excellent outcomes in the training room, with positive feedback from delegates. Graham always strives to give people a positive and memorable training experience.
Graham’s key areas of expertise include: