The YP Program focuses on 3 key areas of the selling process – planning, execution (pitching, negotiating, closing) and Analysis and Reporting. We help your sales people understand the client, profile the client by listening and asking the questions that ensures they get the information needed to position the sale effectively.

Each course has different levels of content, designed in a way that won’t go over the head of the candidate. The Y-program is well researched, knowledge-based and designed with the individual learner at the centre of the learning process which means that each edition is suited to the skills of the sales person taking the course.

Whatever the sales person’s role, we have training to specific to developing the necessary skill-set to drive sales, whether telesales, B2C, B2B or face to face, the content is specific to that particular sales person’s role and potential problem areas can be identified and quickly rectified, helping ensure a better sales process.

PLANNING

The ‘Planning’ content relates almost exclusively to our professional edition. It enables the sales person to understand the mechanics of the sale and understand how to profile/prospect the target audience more efficiently. In addition to the above the candidate will learn KYC, KYA and RACI Mapping.

EXECUTION

Different levels of execution is offered across the 3 editions of the Y-Program. We ensure your sales team understand why preparation is key. The Elevator pitch and how to engage with the customer is shared across all editions. The professionals edition idenify’s needs and various questioning techniques.

CLOSING

Although part of the ‘Execution’ delivery, the closing of the sales focusses on the negotiation process. Different ways to negotiate and achieve the best pricing. An important part of this is overcoming objections and how listening to the customer can help close the final sale. A variety of closing techniques will be shared and taught.

REPORTING

How your sales leaders can provide accurate analysis and reports is delivered through our professional edition. Although the Executive edition touches on KPI Management and Forecasting. Your sales leaders will learn how to Qualify and Prioritise the customers better. The Y-Program will educate them on Risk Management too.