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Develop sales skills such as asking better questions, attracting more customers, overcoming common objections, and more.
Sales Training
Getting the Basics Right
- Selling – The old and the new paradigm
- How has your industry changed?
- What are the implications for your role?
- Shifting the current mind-sets – overcoming the reluctance to sell and develop business
- The characteristics of a client focused sales consultant
- The skills for successful business development – how do you rate?
- Developing business without coming across as a “used car salesman”
- Identifying your key market – Who are you selling to?
- What are clients looking for from you?
- What are the opportunities you have to sell and develop business
- Moving from an expert to an advisor
- Building professional credibility and strong sustainable business relationships
- Differentiating yourself
Networking for New Business
- Networking – The basics and the benefits
- Testing your networking skills
- Changing your way of thinking and overcoming your fears
- The networking ladder of loyalty – turning a stranger into a client
- Preparing and planning to get the best from your networking
- Who to approach and how to break the ice
- Dealing with nerves and valuing your contribution
- Branding yourself and the company – explaining what you do
- Listening – discovering prospects’ needs and spotting opportunities
- Which groups to approach
- How to move on with respect and courtesy
- Making appropriate introductions
- Using business cards to develop business
- How to keep in touch – the importance of follow up
Sales Training
Building Client Relationships
- Creating business relationships
- Profiling yourself and clients – a behavioural model
- Recognising your behavioural preferences
- Understanding the characteristics and preferences of individual styles
- How do you naturally interact with clients and what do you need to change?
- How do your clients/customers buy?
- Adjusting your selling style to individual customers
- Adapting to each client in order to build rapport
- Reading others using verbal and nonverbal communication
- Reading your staff, colleagues and clients
- How to be assertive without appearing pushy
- Creating a customer/client profile and planning checklist
Cold Calling Techniques
- Pre-approach planning – setting clear objectives
- Required information about your company and what you can offer
- Pre cold call strategies – don’t just smile and dial
- Overcoming call reluctance and your limiting beliefs
- Developing your target market –the importance of research
- What to say – the benefits and limitations of using scripts
- Being tenacious – it’s an attitude and numbers game
- Setting the environment – getting the appropriate mind-set
- Using positive visualisation
- Making the phone ‘warm’
- Being organised but don’t sell on the phone
- Dealing with gate keepers and the brush off
Sales Training
Uncovering Opportunities and Developing Business
- 4 stages of the client interaction
- Meeting the client – creating the appropriate impression
- Agenda setting – giving the client respect and control
- Facilitating the client’s thinking – helping them to understand their needs
- Implicit vs. explicit needs – more than just solving problems
- Planning your questions and using strategic questioning techniques
- Surface Questions – understanding their current situation
- Hunt Questions – uncovering problems, challenges or issues
- Adjust Questions – prioritising and clarifying the real explicit needs
- Paint Questions – the power of the client articulating the benefits
- Engage Questions – gaining a commitment to action
- Presenting your case – features, advantages and benefits
Selling Complex Products and Services
- Simple sales vs. complex sales
- Dealing with multiple meetings and stakeholders
- Moving the relationship forward
- Securing an advance rather than a continuation
- Understanding the value equation – creating motivation to act
- Three ways to create value at every stage of the client relationship
- Classifying your current client relationships (Dugdale & Lambert)
- Who are your advocate or partner clients
- How to leverage social relationships
- How to move Ad Hoc clients to on-going work
- Leveraging your Technical relationships – doing more with them
- The advantages of Partner relationships
- How and when to ask for referrals
Sales Training
Becoming a Trusted Advisor
- Understanding the nature of trust – Beyond Master
- Recognising the decision making factors and situational factors in building trust
- Demonstrating honesty, authority, reliability and confidence!
- Active listening
- Developing empathy and rapport
- Aligning your interests
- Recognising the implications of risk and power
- Showing benevolent concern – when/how to bear some cost
- Displaying predictability and integrity
- Increasing the level of communication
- Real life application – building internal & external relationships
- Analysing your advocates – what can you learn?
Delivering Influential Sales Presentations
- Planning and structuring your sales presentations
- Analysing your audience – don’t deliver the standard presentation!
- Conducting yourself professionally when presenting to clients
- Differentiate between implicit and explicit presentations
- Opening effectively – grabbing their attention
- Having a logical, focused, seamless and persuasive message
- The delivery – presenting your solutions
- Selling your message – the use of reinforces
- Creating interest – identifying value for your customers
- Demonstrating the benefits for their explicit needs
- Integrating props, sales materials, visual aids and technology to enhance your message
- Closing powerfully with a call to action
Sales Training
Dealing with Objections and Client Resistance
- Understanding the reasons why clients do not commit
- What are the common objections that you hear?
- Why do you get objections?
- Overcoming surface or reflex resistance
- How to determine a customer’s real objection
- Responding to objections – what to say
- Dealing with the emotions – not taking it personally
- Building your ‘objection bank’
- Overcoming price and financial objections
- The rules regarding concessions
- Differentiating yourself to deal with financial objections
- Your Unique Selling Points – there are more than you think
- Breaking through ‘shop blindness’
- How to sell the USP’s of yourself and the organisation
Asking for the Business
- Why you shouldn’t feel uncomfortable asking for the business
- Demonstrating capacity – presenting your solution
- Earning the right to ask for the business
- What is ‘the close’ and when do we use it?
- Identifying the buying signals
- The danger of ‘closing techniques’ – Why do they go wrong?
- The importance of control – never use a assumptive close
- The push will result in a push back
- Obtaining and confirming commitment
- Overcoming the fear of rejection
- The difference between stalling and advancing the relationship
- Wrapping up the client meeting and confirming the next steps
Sales Training
Negotiating Profitable Business Outcomes
- Negotiating within the context of the on-going client relationship
- Withdraw, accommodate, defeat, compromise or collaborate
- Using collaborative negotiation to achieve win/win outcomes
- Preparing for your negotiations – what information do you have and what do you need
- Clarifying the bottom line and defining your critical points
- Opening a negotiation – setting the right tone
- Identifying the needs and goals of all parties
- Developing options and alternatives
- Gaining agreement and confirmation
- Closing the negotiation and planning next steps
- Recognising the common negotiation tactics that customers use
- Selling your services at a higher price
Organising Yourself and Managing Your Time
- Setting your goals, targets and objective
- Prioritising business development and client contact
- Planning ahead – your day, week, month
- Using Stephen Covey’s 4 Box Model to prioritise your workload
- Understanding your controllable and uncontrollable time
- Leveraging your chronobiology and personal motivation
- Must, should and want to do lists
- Using technology such as Outlook and ‘smart phones’
- Streamlining your email and administration
- Communicating and clarifying the urgency of tasks
- Negotiating interruptions
- Avoiding double handling of tasks
- Dealing with deadlines and avoiding procrastination
Sales Training
Proactively Managing Ongoing Client Relationships
- Creating and maintaining long term partnerships
- The 7 stages relationship management
- Analysing, planning and reviewing – not just implementation
- Which clients are you focusing on – implications of the 80/20 rule
- Initiative & being proactive – what to do?
- Reviewing and categorising your accounts (A, B, C, D, E)
- Targeting your high potential clients
- Reviewing your contacts and key players – The User, Gatekeeper, Guide, Decision Maker, Final Decision Maker
- Planning & preparation – SWOT Analysis
- Building an account – tactics to move the client to the next stage
- The importance of the follow-up
- Creating and maintaining long term partnerships
Building Cross Referrals and Partnering For Success
- Strategically aligning to your clients
- Relationship Selling vs. Transactional Selling
- The benefits of cross referrals to the company, the client and you
- Overcoming the risks and loss of control
- Criteria to identify potential cross referral clients
- Recognising the appropriate contacts
- Uncovering and capitalising on opportunities
- Using our internal partners – what else can we offer?
- Building relationships – both internal and externally
- Principles and values to work by
- Planning – 3 month, 6 month and 12 month
- Critical Success Factors – Getting specific!
- Monitoring and Reviewing progress
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