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Richard Mulvey
Richard Mulvey
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Category:
Speaker
Location:
Cape Town South Africa
Preferred Language:
English
Tags:
Businessman,Communication,Customer Service,Facilitator,Inspiration,Marketing,Sales
Profile:
Guest Speaker Richard Mulvey is one of South Africa’s leading speakers and over the last 22 years has inspired more than 200 000 business people throughout three continents. 

Richard was recently inducted into the Southern African Speaker Hall of Fame, and his 22 years in the industry speaking to audiences all over the world gives him the experience, and you the confidence to book him for your next sales convention or conference. Richard’s corporate life includes a rise in the ranks through sales to regional general manager at the age of 28 before setting up on his own. After spending a couple of years traveling the world Richard was enticed back to corporate life and invited to come to South Africa in a sales director’s role for an international company in a service industry.
 
In addition to a successful corporate career Richard has traveled overland across Africa in an old VW Kombi, worked for the Queen at Buckingham Palace, and successfully written and marketed a restaurant accounting software package called Trade Inn. Richard is the author of 24 motivational and business books, and 25 training DVDs, 21 training CDs and 18 e-books. He is a Past President, of the Professional Speakers Association of Southern Africa and a member of the Global Speakers Federation. His style is as entertaining as it is informative and his provocative opinion will fire your enthusiasm leaving you with a desire to hear more and eager to get out there and do it!
Guest Speaker Richard Mulvey is one of South Africa’s leading speakers and over the last 22 years has inspired more than 200 000 business people throughout three continents. 

Richard was recently inducted into the Southern African Speaker Hall of Fame, and his 22 years in the industry speaking to audiences all over the world gives him the experience, and you the confidence to book him for your next sales convention or conference. Richard’s corporate life
Synopsis:
PRESENTATION CONTENT by Richard Mulvey

The Professional Training of Selling Skills is the Answer
 
Richard Mulvey, South Africa's leading sales speaker, will help your team improve their sales results. With a range of in-house sales training courses from the basic to the most advance, Richard will up-skill your team to dramatically improve their strike rate and your profitability. Sales Courses available in-house include:
 
Practical Selling Skills
Advanced Selling Skills
Key Account Management
Negotiation for Sales People
Sales Presentations that Win
Practical Sales Management
 
 
The advantages of having this training in-house are as follows:
 
 - The training is focused on your challenges and objectives for the year
 - The training is built around your product or service useing examples in your industry
 - The training can be done at any time that suits your work schedules
 - Training your whole team together will ensure you are all working towards the same goals with the       same skills
 - In-house training can also be very cost efective

Practical Selling Skills Course Content:
 
The Sales Cycle;
 Prospecting for New Customers
; Customer Profiling; Developing a Relationship; 
Making an Appointment; Sales Communication; Open and Closed Questions; Creating the Right Impression 
Features / Needs / Benefits; Handling Difficult Objections; Closing every Sale; Selling at your Higher Price; Closing with different personnality types; Selling over the Telephone; Keeping Statistics; How to motivate yourself to be a Sales Winner.
 
 
Advanced Selling Skills - Course Content:
 
Review of Basic Selling Skills; The Psychology of Selling; Key Account Sales Strategy; Selling Quality at your Higher Price; Writing a Proposal; Presenting your Proposal; Time / Area Management; Negotiation Techniques; Delivering Exceptional Customer Service; Motivating yourself to Sell
 
 
Key Account Management  - Course Content:
 
This couyse is highly interactive with group exercises and assignments. The course content includes: The Future of Key Account Management; Key Account Objectives and Strategy; Building strategic options - Identify and rank the key accounts for their departments or functions; Getting what you want from your Key Account; The Key to Conflict Resolution; Getting your Higher Price from your Key Accounts; Writing a Proposal for your Key Account; Presenting your Proposal to Senior Key Account Clients; Building an annual business review for your existing Key Accounts; Presenting the Proposal that was prepared in the individual exercise, to the group; Applying the Key Account Targeting Model to identify where to invest your time; Developing a strategic account plan to grow your major Key Account; Write your own Key Account plan; Motivating yourself to manage your Key Accounts
 
 
Negotiation for Sales People  - Course Content:
 
In the Sales Negotiation course we will explore: What Win-Win means and how can we achieve it; Find out how you can get the lion's share of any Win-Win deal; Find out why the Negotiation is often won in the preparation stage; Learn why Body Language is so important in any Negotiation; How to become powerful in any negotiation; Discover the difference between Competitive negotiation and Co-operative negotiation; Buyers Tricks and how to avoid them; Where price fits in to your negotiations; The best two letter word for a negotiator and how to use it; Why you should never accept their first offer. 
 
This course includes case studies in your own industry and role-play to make sure the skills are applied. Sales Negotiation is all about securing the best deal for yourself and your company, while your customer or client believes they have secured the best possible deal for themselves and will want to come back over and over again. This is a perfect Win-Win.
 

Sales Presentations that Win -  Course Content:
 
This course is designed for sales people who have to present their product or service to clients on a regular basis. In the course we explore how to put a winning presentation together and how to deliver the presentation to win the deal. The course contains five modules of intensive training, assignments, preparation and presentations. Each person attending will have the opportunity to present two prepared speeches in front of the group. Each will be recorded and reviewed individually. There will be no embarrassing public discussion of mistakes, each delegate will have a personal meeting with Richard Mulvey to review and help improve presentation style.
 
 
Practical Sales Management  - Course Content:
 
The Hunters; The Farmers and the Farmer’s wife; Recruiting the right people and developing a team; Interviewing techniques; Managing Change; Setting Goals together; Coaching and Mentoring ; Commissions and incentives; ; Planning; organising and controlling the sales team; Developing a vision for the sales team; Developing sales strategies; Using technology to improve sales; Forecasting; Managing Performance and Measuring Results; Motivating your Sales People to sell.

PRESENTATION CONTENT by Richard Mulvey

The Professional Training of Selling Skills is the Answer
 
Ryder:
TECHNICAL REQUIREMENTS

Keynote Presentation
Remote lapel mike
Screen (if power point is to be used)

Room layout depending on customer requirements
Half day/Full day training
screen
flip chart
room in U-shape (up to 25 – over 25 Classroom).
TECHNICAL REQUIREMENTS

Keynote Presentation
Remote lapel mike
Screen (if power point is to be used)
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