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Coaching

executive sales coachingExecutive sales coaching

We know how important it is to a business to increase turnover, become financially stable and generate funds to invest in growth. In order to give your company the best possible opportunity to achieve these goals, we are dedicated to providing a wide range of effective Sales Coaching to your sales people which cover all the vital areas of competency.
The primary areas we cover are:

  • Self Motivation and Being Your Best
  • Goal Setting
  • Time and Territory Management
  • Problem Solving and Creating Solutions
  • How to make Quality Appointments
  • Professional Presentation Skills
  • Efficient Selling Skills
  • Effective Negotiating Skills
  • Handling Objections Comfortably
  • Closing the Sale Successfully


For further information on any of these subjects, simply click on the appropriate section to the right of this page.

Self-Motivation and Being Your Best
The most fundamental aspect of motivation is an alignment of aims, purpose and values between staff, teams and the organisation as a whole. The better the personal alignment is with organisational aims, the better the motivation and the better the company will function. We realise that motivation is a complex area. It differs from person to person, from day to day and from situation to situation. Our Self Motivation training will enable trainees to discover their own motivations and their alignment with those of their company. This will result in a more focused, balanced and productive workforce who are determined to be their best. When they are being their best, employees are more able to work together to achieve both their individual and organisational goals.

Goal Setting
Setting clear, specific goals is the key to time - management and, therefore, the key to organisational success. People achieve more with goals than without them, moreover people with high goals achieve more than people with low goals. Enlighten trains sales people how to set their own personal goals, career goals and company goals that will give both them and their organisation the success that they are striving for.

Time and Territory Management
Time and Territory Management focuses upon the practical skills required in order that sales people plan their time more effectively, enabling them to maximise sales within their territory. Learning how to plan, prioritise, delegate and control interruptions, trainees will experience how to work more efficiently and productively. On return to the workplace, they will be able to apply their organisational skills with real confidence.

Problem Solving & Creating Solutions
Rather than looking at problems as problems, great sales people look at problems as opportunities to find solutions. Enlighten reveal how to identify the problems, create the solutions and so maximise the opportunities for the company, its customers and for the sales people themselves. Learning the specifics of how to define the problem, gather the information, define the cause, create options, select criteria, make a decision and then progress, monitor and evaluate this decision, trainees will develop valuable problem-solving techniques.

How to Make Quality Appointments
Most sales people are great in front of customers - as long as they can get in front of them in the first place. Sales people have to be trained in the skill of gaining appointments as their ability to do this will ultimately determine the success of the sales person and of the organisation as a whole. Orchard’s clients will, benefit from developing a winning attitude with a powerful script and a definition of their target market.

Professional Presentation Skills
Delivering winning sales presentations will get your organisation business above all others. A sales message is projected far more effectively if the presentation is highly organised and given without nervousness and with convincing and enthusiastic body language. At Orchard, we give our trainees techniques to enable them to present exactly the message they desire in exactly the way they desire. The results will be seen again and again, not only in their presentations, but in the gain in business to the organisation.

Efficient Selling Skills
Successful Selling Skills are crucial to successful selling. And successful selling is crucial to the growth of an organisation. Enlighten teaches the skills and techniques of the Sales Cycle to raise awareness of the psychology of selling. Setting objectives; having a positive attitude; questioning and listening skills and the importance of product knowledge are just a few of the areas that Orchard focuses on. Our sales trainees will benefit from achieving a higher level of success and delivering results in the form of profitable sales.

Effective Negotiating Skills
Negotiating is often seen as a game. A game in which there are rules which must be learnt if both parties are to win. If a sales person cannot negotiate in their best interests, money will be lost and the bottom line of the organisation will be affected. At Orchard our trainees master the rules of negotiation. This in turn enables them to become successful negotiators who can produce a win-win situation for them and their client. The skills and techniques developed in this area of Sales Training include the purpose of negotiation, four types of negotiation, negotiating styles, the characteristics of a good negotiator, conducting S.W.O.T analysis, negotiating gambits, team negotiating and reaching agreement. Sales people with a solid background in Negotiating Skills will provide their company with a solid background for growth and success.

Handling Objections Comfortably
Discovering how to identify and handle the myriad of objections faced by sales people on a daily basis are important skills that must be learnt if a company is to increase its number of customers.



Enlighten Ltd 2006-7 | Telephone 0845 206 2020