sales & sales management workshops
Our workshop content and format is based on the TAP process – Theory, Application and Practice – with each key subject being presented, discussed, debated and understood by the group, and workshopped through engaging practical exercises.
Getting Started - New to Sales (Part One)
o What is sales?
o What it takes to be good at it
o What’s expected of you?
o The language of sales
o When it goes well
o When it goes wrong
o Motivation – getting motivated and staying motivated
o Managing yourself - you’re the boss!
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Who is this workshop for?
Anyone at the start of their sales career and those looking to make the step into front-line sales
Getting Going - New To Sales
(Part Two)
o Proposition - what is it you’re selling?
o Setting personal goals and objectives
o Time ROI - Time and priority management
o Customer retention – hold on to what you’ve got
o Customer development – growing sales from your existing customers
o Jam tomorrow – creating and managing a pipeline
o Managing yourself
o Managing your manager
Who is this workshop for?
Anyone at the start of their sales career and those looking to make the step into front-line sales
You Really Need To Know This - Sales Skills Essentials
(Part One)
o The opening – It only takes a minute…
o Needs analysis & discovery – effective questioning
o Presentation – Features Advantages Benefits (FAB)
Who is this workshop for?
Anyone who is new to sales or has not experienced formal sales skills training
Anyone in need a refresher on the fundamentals of sales
You Really Need To Know This - Sales Skills Essentials
(Part Two)
o Handling objections
o Negotiation
o Closing
o Action agreement
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Who is this workshop for?
Anyone who is new to sales or has not experienced formal sales skills training
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Anyone in need a refresher on the fundamentals of sales
Look At Me - Presentation Skills (Part One)
o Who are you?
o Influencing your audience
o We are all different…aren’t we?
o Doing your homework
o Be prepared to impress
o Do’s and don’ts
o The tools at your disposal (and how to use them)
o Presenting to small groups
o Presenting to large groups
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Who is this workshop for?
Anyone who presents to customers
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Anyone who delivers internal presentations as part of their role
Look At me - Presentation Skills (Part Two)
o BE A VVIP – The 7 things that really make a difference
o Dynamic Impact – be remembered
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Who is this workshop for?
Anyone who presents to customers or delivers external presentations
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Anyone who delivers internal presentations as part of their role
Now It All Makes Sense - Commercial Skills
(Part One)
o Understanding jargon and terminology
o Everyone’s an accountant - Understanding the numbers
o Sales, GM% and £GP – what’s the difference and do they all matter
o In the Mix – managing more than one revenue stream
o You’re in charge – how to manage your sales portfolio like it’s your own business
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Who is this workshop for?
Anyone in sales - from trainee to experienced
Now It All Makes Sense - Commercial Skills
(Part Two)
o Proposition- So what?
o The perfect customer
o Proposition matching – increasing your likelihood of success
o Doing your research – who, how and where
o Understanding your customer…
o Decision makers and decision influencers
o ‘I know’ not ‘I think’
o When to strike and how to win
o If you’re going to lose….lose quickly!
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Who is this workshop for?
Anyone in sales - from trainee to experienced
Salespeople responsible for brand new business
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There Can Be Only One - Selling Single Source Solutions
o Understanding single source
o The benefits of single source solutions
o Why doesn’t everyone want it?
o Creating a value added solution
o Who to target, why and when!
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Who is this workshop for?
Anyone in sales where single source or multiple product/service solutions are a key part of the customer proposition
Super-Selling – Neuro-linguistics Programming/NLP
(Part One)
o NLP – the dark arts of selling? Is it real?
o VAK - Which one are you….?
o Body language – an introduction to non-verbal communication
o Understanding Trust
o The psychology of Buying and Selling
o Seeing your client through your clients eyes
o Establishing Rapport
o Effective Listening
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Who is this workshop for?
Salespeople with some experience in sales already (ideally more than 1 year)
Those keen to take their customer engagement to a higher level
Those with new business responsibilities
Those responsible for key and major account development
Super-Selling – Neuro-linguistic Programming/NLP
(Part Two)
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o Verbal Techniques
o Non-verbal techniques
o Mirroring
o Eliciting Outcomes
o Pacing and Leading
o Turning objection into approval
o The plan. Putting it together.
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Who is this workshop for?
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Salespeople with some experience in sales already (ideally more than 1 year)
Those keen to take their customer engagement to a higher level
Those with new business responsibilities
Those responsible key and major account development
'To You To me'
Negotiation Skills
o What is negotiation?
o When to negotiate (and when not to)
o The 3 outcomes of a negotiation
o Negotiation Toolbox – the essentials
o Negotiation styles - who one? Pros and cons
o Flooded cave – get out of that one!
o Piecing it Together
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Who is this workshop for?
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Anyone in sales or job roles where good negotiation skills are needed
Taking Care of Business -
Business Development Skills
o Retention, retention, retention
o Plug The Gap – product / service gap management
o Risk versus reward - Selling new products / services to existing customers
o Sales, GM% and £GP – don’t screw it up!
o Who’s who – decision makers and decision influencers
o Quid pro quo – customer negotiation
o Time ROI – managing your time and effort
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Who is this workshop for?
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Salespeople responsible for the retention and development of existing customers
I’ve Got The Secret -
Key Account / Major Account Management
o What is a key account
o MVC’s
o Managing key accounts
o Value proposition
o Who’s who - Decision makers and decision influencers
o Client reviews - how, when and why
o Contracts
o Core and non-core
o E-procurement
o Customer engagement
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Who is this workshop for?
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Salespeople responsible for key and major account retention and development
Be A Rockstar –
Brand New Business
o Why bother?
o Who to target – increase your likelihood of success
o There’s something out there – doing your homework
o When? – when to strike
o How? – the 7 to 10. Turning a ‘no’ into a ‘not yet’ and into a ‘yes’
o Decision makers and decision influencers
o What’s important to them?
o Getting in…!
o Sales and marketing tools at your disposal (and how to use them)
o It’s a numbers game….isn’t it?
o Creating a plan
o Creating and managing a pipeline
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Who is this workshop for?
Any salesperson responsible for generating brand new business
It’s Good To Talk -
Sales Coaching
o What’s working?
o What’s not working?
o Is it me?
o Have you tried?
o Now what?
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Who is this workshop for?
Teams or individuals in pro-active sales roles.
Teams or individuals with experience of the sales process and on-going activities.
Sales Managers and Leaders
Sales Management Tool Box - Management Essentials
(full day workshop)
o Who put you in charge?
o Managing up, down and across
o Communication skills
o Managing individuals
o Managing Teams
o Holding a meeting
o Decision Making
o Managing conflict
o Understanding motivation
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Who is this workshop for?
Anyone new to sales management
Anyone about to take on a sales management role
Anyone with responsibility for managing salespeople
Let’s Do This -
Performance Management
(full day workshop)
o Goals and objectives
o KPI’s and performance metrics
o 121’s
o PDP’s and PIPs
o Training and development
o Coaching and mentoring
o Managing good performance
o Managing poor performance
o Managing yourself
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Who is this workshop for?
Anyone responsible for managing individual or team performance
Anyone responsible for managing sales teams or sales individuals
