Sales Development Programmes |
We have developed an industry-leading consultative selling programme Developing Sales Excellence that we tailor for individual clients and deliver either as a fully integrated programme for clients wishing to transform their sales force or one-off workshops for client with very specific requirements. They are equally suitable for specialist salesforces or professionals / partners needing to develop their selling skills as part of a broader role.
Each workshop focuses on the very different approaches needed at each stage of the customer’s buying cycle and includes process implementation (eg opportunity plans and proposal templates), skills development and attitude/confidence building. Specially written role plays, video and actors ground the learning.
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Building Effective Sales Relationship Strategies
This workshop uses the specialist INSIGHTS model to allow participants to understand how different clients prefer to be dealt with in different ways – and then build strategies for adapting sales styles to be more successful. Each participant receives a detailed and immensely useful personal report, following their pre-course completion of a web-based questionnaire.
Outcomes for Participants & Organisations
Participants become more effective at building rapport and selling to a wide range of clients even those who are very different to them As a result clients develop more trusted advisor relationships with key accounts
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Essentials of Consultative Selling
This workshop builds capabilities that equip salespeople to get involved earlier in the clients buying process – and then be more effective in those first few meetings, when sales can be won or lost...Topics include:
- “Right Time, Right People, Right Issues“ How to confidently approach new accounts and position yourself ready to begin selling.
- Establishing key skills to both plan and run effective and meaningful sales meetings.
- Introducing highly impactful sales questioning techniques to uncover and build needs in areas where your services add value.
Outcomes for Participants & Organisations
Participants develop real confidence in client-focused selling, including how to develop new contacts, lead effective sales calls and use sales questioning techniques to really understand and develop client needs. As a result clients increase their new business pipeline and develop new opportunities within existing customers
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Proposing a Winning Solution
This workshop focuses on building skills in the middle ‘Assessing Options’ part of the buying cycle – where it gets tough and competitive Topics include:
- Understanding the key differences between Features, Advantages and Benefits.
- How clients make buying decisions
- Uncovering and Influencing customers decision criteria.
- Building a compelling ‘Value Proposition’ that truly differentiates your solution and meets these criteria better than the competition.
- Developing effective client-centric sales proposals and written communication
Outcomes for Participants & Organisations
Participants develop a real confidence in competitive sales by having proven tactics that firstly influence the client’s buying criteria – and then allow them to write compelling client-centric proposals and quotations As a result, clients find they get on more shortlists and stand out from their competitors. Some have even reported winning back lost sales as a direct result of applying these techniques.
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Sales Opportunity Snapshot (SOS)
The SOS workshop introduces a highly effective opportunity management process and toolkit that allows salespeople to qualify better and build winning competitive strategies. Topics include:
- The nine questions you need to be able to answer to effectively qualify a complex opportunity
- Aligning with the clients political landscape
- Establishing a competitive strategy
- Developing a Value Proposition
- Building a clear sales plan
Outcomes for Participants & Organisations
Participants are introduced to a proven formula for qualifying and winning complex competitive bids and are provided with a simple, highly visual software tool to support this beyond the workshop. As a direct result of using SOS, clients have reported a significant improvement of win rates and also a virtual elimination of “no decisions” or "drop-outs" once an opportunity has been qualified using the tool.
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Presenting with Impact
This workshop unlocks the keys to immediate personal impact, when networking, first meetings and client presentations. It then demonstrates how to use this impact when building and delivering effective sales pitches that win business. The focus is on content, structure, variety and delivery. We use specialist actors and video to reinforce the learning
Outcomes for Participants & Organisations
Participants learn how to master the concept of ‘status’ and to be more effective in a variety of client interactions including sales pitches.. As a result of this workshop, clients have completely changed their approach to pitches with amazing results – and immediate Return On Investment
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Win-Win Negotiation Skills
This workshop will show you the practical steps to make every negotiation a real win-win opportunity that actually enhances your relationship with the other party, whilst getting what you want out of the deal.. It will also show you precisely how to ‘trade’ and never concede, how to negotiate from a position of perceived strength and exactly what to prepare going into a negotiation meeting. You will look at your own preferred natural style and learn to develop a broader range of techniques.
Outcomes for Participants & Organisations
Participants learn the 10 key skills of excellent negotiators and a 6 step approach to a face to face negotiation that will allow them to be more confident, even when dealing with ‘difficult’ buyers As a result, clients have found a real improvement in margins and even improved their position during a negotiation – walking away with a better deal than when they started...
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Developing Key Accounts
This workshop introduces industry-leading processes and skills for pro-actively managing – and developing – key accounts. It includes introduction of a innovative approach to account planning and associated tools It also develops advanced account management skills around influencing, networking and building rapport with executives at all levels.
Outcomes for Participants & Organisations
Participants learn how to prioritise activities and come away with a clear planning tool that they can immediately use As a result, clients have found they have a long-lasting and consistent approach to account planning that encourages an proactive approach and develops additional revenue streams as well as improving satisfaction
