The aim To make your customers want to buy from you - and keep them coming back. About the programme Markets are more competitive. Customers are more demanding. You can't sell on features and price alone. So you have to find that extra ingredient to make your customers want to buy. Here it is: Relationship selling. Today sales people have to build a relationship with their customer based on respect and trust. They have to establish the relationship over time, and work at maintaining it. That way the customers comes back - with more potential sales opportunities. Elaine desperately wants to win 'Sales Person of the year' and a trip to Barbados. Gary and Calvin both want to go with her. The way they 'pitch' for her attention mirrors their different approaches to selling. Gary wants his customers to sign there and then; while Calvin prefers to build a longer term relationship. Things start to go wrong - but then Elaine meets Supersalesman, who gives her the key she needs for success. This framework works for all forms of selling - but the more complex the product or service, the more important it is to get the relationship right. The benefits -This fun story uses a Superhero to get the message across. And there's a summary with an example of how to us SPEND in action - to sell a financial service (both with and without commentary). There's also a simple guide - with one hour to half-day course notes and follow-up activities. -This flexible pack is designed to be used by sales managers, team leaders and sales trainers to introduce their team to relationship selling. Or it can be used for individuals to refresh and reinforce training. Programme includes: DVD(21mins) Summaries (13mins) Course guide 8 OHP's Quick guide

The aim To conduct business in an organised, professional and profitable manner. About the programmes In Part 1, Valuing your customers, a ‘Flash-Harry’ salesman takes every opportunity to show off his expertise. He’s all action - rushing from call to call, trying to satisfy customers’ every whim. But it soon descends into chaos and inevitably he starts missing appointments. In contrast, his colleague takes time to research customers and targets those that offer the greatest opportunity. Her approach means fewer calls, even fewer individual sales, but more long-term profit for her organisation. In Part 2, Valuing yourself, ‘Flash Harry’ learns that by valuing himself and his time he will in turn be valued by customers as someone who can offer them specialist knowledge. He also realises that he has to manage his sales meetings and agendas. The truth eventually dawns that being trustworthy is more important and valuable than making a one-off sale. The benefits -Entertaining true-to-life examples brilliantly illustrate how easy it is to be busy without being productive -Textbook demonstrations of how to manage a sales territory and call schedule -Excellent tuition for trainee salespeople and a valuable reminder to those who have ‘seen it all’ Programme includes: DVD part 1 (22 mins) DVD part 2 (24 mins) Briefcase booklet Discussion leader’s guide

The aim To ensure staff who deal with customers learn the key skills, techniques and behaviours of selling. About the programme The best thing about dealing with a good salesperson is you don't feel like you're being sold to. As far as you're concerned you're just receiving good service. The art of selling is designed to equip your staff with all the skills and techniques they need to approach sales opportunities with confidence. To make this programme as relevant as possible it looks at many different scenes in which all sales staff can relate to such as: department store, DIY store, bank services such as mortgages, overdrafts, loans and insurance, shoe shop and many more. The art of selling uses humorous right and wrong way scenarios to teach new skills in a memorable way. It covers the four key stages of selling, in both retail and financial situations: -Winning the customer's confidence: how your actions can affect customers -Discovering their need: the importance of listening to your customers-The importance of product knowledge: how knowing your products inside out will help you offer your customers what they want, and in turn build your conference -Closing the sale: why silence could be your new best friend Included in the programme are specific DVD extras for both the retail and financial sales. These cover everything from handling complaints to dealing with obnoxious customer. The benefits -Suitable for all levels of staff who deal with customers -Amusing and realistic scenarios make lessons very clear and easy to follow -Small bit sized clips to allow flexibility in facilitating a training course -Immediately actionable and accessible Programme information DVD (28mins) DVD extras (10mins) Course leader's guide with fully resource training programme Group training workbook Self-study workbook PowerPoint presentation slides All materials is customisable and provided on disc