Induction Program

The Clubwww1 induction program is an important process for bringing staff into our organization. It provides an introduction to the working environment and the set-up of the personnel within the organization. The process will cover the employer, employee and self employee rights and the terms and conditions of employment and agency or consultancy work. As a priority the induction program must cover any legal and compliance requirements for working at the company.

The induction program is part of Clubwww1’s knowledge management process and is intended to enable the new starter to become a useful, integrated member of the team, rather than being "thrown in at the deep end" without understanding how to do their job, or how their role fits in with the rest of the company.

Our induction programs increases productivity and reduce short-term turnover of staff.

Agency Development

This intensive two-day program is for those persons who feel challenged to effectively select, develop, equip, and retain valuable sales talent. Good peoples are hard to come by. Sales leaders must be able to get the most from their sales professionals while continuing to invest in their ongoing training and development. The key to producing consistent, predictable sales numbers is to create, grow, and nurture sales professionals to be the best they can be. This program provides a structured framework and customizable approach for addressing this need.

This program is for sales executives, sales managers, sales leaders, HR professionals, business owners, and others charged with the responsibility of building the competencies and abilities of sales professionals in their organization.

You Can Learn To

create a strategy and plan for the sales development of your organization create a road map and guide for building the competencies of sales professionals

at all levels

identify critical sales competencies in order to develop a sales training curriculum determine the extent to which individual salespeople can perform certain skills in

order to narrow the scope of training to the specific competencies needed provide learning objectives for the development of training modules, coaching

assignments, and skills development programs

Recruitment

Recruitment refers to the process of attracting, screening, and selecting qualified people for a job at Clubwww1. For some components of the recruitment process, mid- and large-size organizations often retain professional recruiters or outsource some of the process to recruitment agencies; at Clubwww1 we do it ourselves and we see it as a core competence

Hiring and retaining the best talent is as tough as it's ever been, with projections through 2012 indicating that, for the first time in U.S. history, the number of younger workers entering the labor market won't be enough to replace those who are leaving.

Recruiting the best employees for your organization is an ongoing challenge for every manager, supervisor and Human Resources professional. If you're looking for solid, proven best practices and up-to-the-minute ideas in recruitment, interviewing and selection, you've found the right course.

Participants in the class will cover the following areas of interest during the five weeks of the course. You will learn:

Why an effective job description makes good business sense as the starting point for recruiting staff,

Creative ways to find potential employees, How to use your team for recruitment, Top ten recruiting tips, How to screen potential employees, Eight hiring mistakes employers make: from application to interview, Ask right to hire right: how the interview approach can help you select the best

candidate, Tips for interview approaches, and Best practices in interviewing.

Development

Sales Development is a focused process integrated team work with a common aim of working with a common goal of developing and improving the performance of the sales teams or the sales person.

In this course Clubwww1 specializes in one area and one area only – developing sales performance.  In our experience looking at all aspects of the sales process is the key. Changes in one area…in isolation are unlikely to maximize performance improvements.

We do not believe in a ‘one size fits all’ approach. No two “people” situations are the same – unique situations demand unique solutions.

Our hope is that you join our website training program because it provides you with a clear overview of our sales consulting approach and our sales skills development programs.

Sales

A sale is the pinnacle activity involved in selling products or services in return for money or other compensation. It is an act of completion of a commercial activity.

A sale is completed by the seller or the owner of the goods. It starts with consent (or agreement) to an acquisition or appropriation or request followed by the passing of title (property or ownership) in the item and the application and due settlement of a price, the douche of or any claim upon the item. The purchaser, though a party to the sale, does not execute the sale, only the seller does that. To be precise the sale completes prior to the payment and gives rise to the obligation of payment. If the seller completes the first two above stages (consent and passing ownership) of the sale prior to settlement of the price, the sale is still valid and gives rise to an obligation to pay.

What does it mean…well becoming a salesman is not easy!

At Clubwww1 we make selling easier by working simplier with a single purpose and that is to do better.

Closing

The ability to close means cash!

One of the most important stages of selling is closing the deal, which is the actions taken by the sales person to gain agreement to the sale.

There are many closing techniques in sales, which are prescribed actions that sales people take to persuade the customer to make the necessary commitment.

Here are some of these:

1-2-3 Close - close with the principle of three. Adjournment Close - give them time to think. Affordable Close - ensuring people can afford what you are selling. Alternative Close - offering a limited set of choices. Artisan Close - show the skill of the designer. Ask-the-Manager Close - use manager as authority. Assumptive Close - acting as if they are ready to decide. Balance-sheet Close - adding up the pros and the cons. Best-time Close - emphasize how now is the best time to buy. Bonus Close - offer delighter to clinch the deal. Bracket Close - make three offers - with the target in the middle. Calculator Close - use calculator to do discount. Calendar Close - put it in the diary. Companion Close - sell to the person with them. Compliment Close - flatter them into submission. Concession Close - give them a concession in exchange for the close. Conditional Close - link closure to resolving objections.

Handling Objections

This is an overall process to handle objections.

1. Listen

Stop! Do not try to jump in at the beginning - this may cause further objection. When you interrupt them, you are objecting to their objection. If you refuse to listen, then their next steps may well be towards the door.

Use active listening methods, nodding and physically showing interest.

They are trying to tell you something that will help you sell to them, which is a gift from them to you. If you do not listen, then their next step may well be towards the door.

2. Question

As appropriate, ask some questions. This not only shows you are interested in them, but it also gives you more information with which to make the sale. As you question them, watch carefully for body language that gives you more information about what they are thinking and feeling.

Remember that this is not an interrogation, and that giving them the 'third degree' will turn them off. So keep your questions light and relevant.

You might also tip the bucket at this time, asking them if there are any more concerns (objections) that they have, and which, if you can resolve them, you might gain a close.

It is not always necessary to ask questions. Be deliberate about what you are doing if you do.

3. Think

Now before you dive into objection-handling, think! What methods will work best with them? Should you take a direct and confrontational approach or should you use the soft-soap to finesse the situation? Or maybe you should put it off to another day (but only if you can be sure that you can return to the selling situation).

Thinking is a good thing where you are adding a little pause into the proceedings, thus demonstrating how you are taking their objection seriously.

4. Handle

This stage may sometimes only be a few seconds after they object or it may require more time in the previous three steps. Now, when you are ready, use the objection-handling method that you believe will work best. Or make up your own. You are under no obligation to try and force-fit a method where it is unlikely to work.

5. Check

Finally, check to find out whether your objection-handling worked! Ask if you have answered their question. Ask if there are any more concerns. As necessary, handle outstanding objections.

Then go for the close.

Sales Management

Sales management is attainment of Clubwww1’s sales goals in an effective & efficient manner through planning, staffing, training, leading & controlling organizational resources. Revenue, sales, and sources of funds fuel our company and the management of that process is the most important function.

The four phase-model of Management Process is one of many useful frameworks for planning the sales process. It includes:

1. Conception – What will be offered?2. Planning – How?3. Execution – When and at what pace and scale?4. Control – How will feedback and contingencies be acted upon?5. Feedback – How we have to integrate and reply back activity to activity?

This model is cyclical, so it is a constant/continuous process.

Sales Management, however, is concerned with the process of encouraging customers to exchange their funds for your services or goods. By contrast, marketing might concern itself with expanding opportunities for installing more processes in more places and expanding or creating new sales channels. For example, Clubwww1 might have "walk-in customers." Sales management would concern itself with the customer experience, the sales dialog ("what’s in it for me," suggestive selling, up-selling, positioning statements, consultative sales), and ultimately closing the sale.

The company’s marketing department, on the other hand, would be concerned with developing sales channels other than "walk-in" customers or increasing the volume. For example, out-bound telephonic out-reach might be a viable additional sales channel. Sales management, in turn would be tasked with developing this channel's compensation plan, customer experience, sales dialog, and closing. Developing a sales management process for the 'walk-in customer sales process' might be very different from the 'out-bound telephonic sales management process.'

Objectives…

The summary is to add what you al ready have:

Objectives are potential goals.

Goals are accomplishments (things you wish to complete).

The aim is not be side tracked from your focus of reaching your goals.

Visions are visualizing all the tasks to complete a goal.

To be able to reach a goal you should break it down and set smaller easier set of goals all working to the final goal. By doing this you do not become discouraged and give up before the goal is complete.