Sales Kickstart

If you are a growing business needing to grow sales fast to make your business sustainable this 3 day programme will give you the tools and skills you need to maximise the potential of your sales team. As well as giving delegates a grounding in Value Added Selling the programme includes tools for planning the sales campaign and introduces practical lead generation tools including the extensive use of Linkedin and other more traditional prospecting techniques.

Synopses

Day 1

C.H.A.N.G.E. Value Added Selling Part 1

• The 8 criteria for an effective sales visit
• The psychology of selling–understanding what people really buy
• Advanced questioning and listening skills
• Controlling the conversation to create value for our solution

Day 2

C.H.A.N.G.E. Value Added Selling Part 2

• How to define our sales propositions and unique selling points
• Using the C.H.A.N.G.E. structure as a discipline for all sales calls
• 7 secrets of how to create a positive first impression that sells!
• Presenting a solution that the prospect can’t refuse!
• How to handle objections and ensure a ‘win-win’ outcome
• How to present your ‘price’ and handle price objections. Why you should ‘love thy competitor’

Day 3

The A.C.Q.U.I.R.E. New Business Generator

• Introduction of the Salesbase sales planning model for quantifying the sales leads required and the activity to convert them
• Tools for qualifying the criteria that define our ‘sweet spot’ clients that will recognise the value of our offering
• A structure for making sure we understand the overall needs and aspirations of our target customers
• How to plan and implement practical and proven marketing techniques to generate interest and sales leads including the use of Linkedin, other social media and automated mailing programmes
• How to gain the first appointment for a sales discussion
• How to monitor and measure success to refine future lead generation campaigns