Sales Certification Programmes
1-8 Openers Certificate of Sales Broking
9-20 Closers Advanced Broking Certificate
The following two certificate programmes are designed to provide the best practice skills necessary to become a successful high earning broker. The first 8 Modules are designed for trainees joining as Openers. The second programme assumes at least opening experience and focusing on closing and loading, with some advanced language patterns from NLP and other communication technologies.
Each Broker will receive a training manual, this will include the details of each module. The modules have to be signed off the attendance and satisfactory participation. There will also be a second column where the Brokers Manager or other senior Staff member will verify that practical application of these skills has been evidenced. Each Module is 2 hours intensive, thus the full programme 40 hours of Tutor contact hours.
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1.
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Introduction to Broking
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2.
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Peak Performance
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3.
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Rapport, Trust, Credibility
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4.
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Opening Questions and Qualifying
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|
5
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Listening and using what they say
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|
6.
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Spinning and Objection Handling
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7
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Decision Making Styles and Closing
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8
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Putting it all together
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9
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Leadership and Control
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10
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Managing Personal Mood
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11
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Managing Prospect Mood
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12
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Objection Handling
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13
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Strong Closes and Decision Making Patterns
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14
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Loading
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15
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NLP to Increase Sales 1
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16
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NLP to Increase Sales 2
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17
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NLP to Increase Sales 3
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18
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NLP to Increase Sales 4
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19
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NLP to Increase Sales 5
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20
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Putting it all together
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Training sessions can be ran in client premises, or local venue during the working week or Saturday in a Hotel venue.
3. Or on Our Quarterly Marbella Weekends
Friday night fly to hotels, Saturday training of 3 modules. Saturday night entertainment and Sunday relaxation and events.
Qualification for Marbella we suggest by hitting quarterly qualifying criterion, set by management. Those who don’t make it will hear all the stories and be motivated to make sure they qualify next quarter. On passing above formal recognition is given and certificates awarded in a ceremony.
Sales Broker Development Programme
Each module has to be passed. Specific assessment criteria are stated for each one. Following completion of both Broker and Advanced Broker Certification there can be ongoing training of a very advanced nature reaching Brokers to the highest sales levels in this industry. Each assessment objective follows the S.M.A.R.T. system for objectives (Specific, Measurable, Achievable, Realistic and Timely).
Each broker will be audited by listening in to their calls and assessing them as per sheet attached will go in their personal file. This will highlight weakest points for development and action to be taken to progress. Brokers must also complete a ‘Reflective Learning Journal’ supplied at the back of this manual at the end of each week until the programmes are completed, a simple quick one minute job. This will support Managers on the job and Trainers to review and thus address the needs of each individual. Their purpose is also to encourage and facilitate practical learning and improvement in results. All of our Trainers are professionally qualified and experienced in sales.
The modules are delivered using a variety of training methods and resources. Assignments will also be varied, written test, practical demonstration and achievement, and completion of end of week Reflection Sheets. Each delegate will receive a log of each course with what is covered and be signed off. They will also have a sheet listing ten principles of Best Practice of each module for reference.
This manual/log book contains the facility for the ‘verification’ by a Manager of each module. It is divided into sections for each module so that handouts, notes taken and any assignment work can be stored and used for reference.
Sales Certification Programmes
1-8 Openers Certificate of Sales Broking
9-20 Closers Advanced Broking Certificate
The following two certificate programmes are designed to provide the best practice skills necessary to become a successful high earning broker. The first 8 Modules are designed for trainees joining as Openers. The second programme assumes at least opening experience and focusing on closing and loading, with some advanced language patterns from NLP and other communication technologies.
Each Broker will receive a training manual, this will include the details of each module. The modules have to be signed off the attendance and satisfactory participation. There will also be a second column where the Brokers Manager or other senior Staff member will verify that practical application of these skills has been evidenced. Each Module is 2 hours intensive, thus the full programme 40 hours of Tutor contact hours.
|
1.
|
Introduction to Broking
|
|
2.
|
Peak Performance
|
|
3.
|
Rapport, Trust, Credibility
|
|
4.
|
Opening Questions and Qualifying
|
|
5
|
Listening and using what they say
|
|
6.
|
Spinning and Objection Handling
|
|
7
|
Decision Making Styles and Closing
|
|
8
|
Putting it all together
|
|
9
|
Leadership and Control
|
|
10
|
Managing Personal Mood
|
|
11
|
Managing Prospect Mood
|
|
12
|
Objection Handling
|
|
13
|
Strong Closes and Decision Making Patterns
|
|
14
|
Loading
|
|
15
|
NLP to Increase Sales 1
|
|
16
|
NLP to Increase Sales 2
|
|
17
|
NLP to Increase Sales 3
|
|
18
|
NLP to Increase Sales 4
|
|
19
|
NLP to Increase Sales 5
|
|
20
|
Putting it all together
|
Training sessions can be ran in client premises, or local venue during the working week or Saturday in a Hotel venue.
3. Or on Our Quarterly Marbella Weekends
Friday night fly to hotels, Saturday training of 3 modules. Saturday night entertainment and Sunday relaxation and events.
Qualification for Marbella we suggest by hitting quarterly qualifying criterion, set by management. Those who don’t make it will hear all the stories and be motivated to make sure they qualify next quarter. On passing above formal recognition is given and certificates awarded in a ceremony.
Sales Broker Development Programme
Each module has to be passed. Specific assessment criteria are stated for each one. Following completion of both Broker and Advanced Broker Certification there can be ongoing training of a very advanced nature reaching Brokers to the highest sales levels in this industry. Each assessment objective follows the S.M.A.R.T. system for objectives (Specific, Measurable, Achievable, Realistic and Timely).
Each broker will be audited by listening in to their calls and assessing them as per sheet attached will go in their personal file. This will highlight weakest points for development and action to be taken to progress. Brokers must also complete a ‘Reflective Learning Journal’ supplied at the back of this manual at the end of each week until the programmes are completed, a simple quick one minute job. This will support Managers on the job and Trainers to review and thus address the needs of each individual. Their purpose is also to encourage and facilitate practical learning and improvement in results. All of our Trainers are professionally qualified and experienced in sales.
The modules are delivered using a variety of training methods and resources. Assignments will also be varied, written test, practical demonstration and achievement, and completion of end of week Reflection Sheets. Each delegate will receive a log of each course with what is covered and be signed off. They will also have a sheet listing ten principles of Best Practice of each module for reference.
This manual/log book contains the facility for the ‘verification’ by a Manager of each module. It is divided into sections for each module so that handouts, notes taken and any assignment work can be stored and used for reference.