Sales meeting booster – how to sell
smarter

Overview

This is a short, interactive mini-workshop which will enable participants to bring their sales meetings to life, using proven sales ideas and techniques such as ‘warm-calling’, questioning skills and the WIT principle.

Training objectives

Through the application of proven sales ideas, techniques and inspirational thoughts, this course aims to:
  • Increase sales motivation
  • Refresh sales skills
  • Boost confidence
  • Improve results.

Format

The workshop can run for either 90 or 180 minutes. Each session is around 10 minutes in length (except for 3 sessions which contain some group exercises). The longer workshop features more training activities around all the sessions.

Course features

Each session of the course features:
  • Proven, practical and relevant content – personalised to your business and objectives for the event
  • New and proven model, again directly related to your business and customer situations
  • High quality training presentations
  • High degree of participation and interaction
  • Advanced sales tips, tricks, techniques and ‘take-aways’

The expert trainer / lead consultant

Graham specialises in providing high-quality consultancy, mentoring, coaching and training in sales, sales management, customer service and personal productivity. He has a long career in sales and was a top-performing IT and solutions sales professional and sales manager. His most recent full-time role was as Managing Director of Sales Productivity and Development for Thomson Financial, helping develop a large European sales force.

His work has taken him all over the world and involved him in working closely with hundreds of different organisations from all business sectors, his client list including such organisations as BT, Vodafone, AT&T, Orange, Pfizer, GSK, Boots, Unilever, American Express, Thomas Cook, Apple, Sony, Motorola, Cisco, MFI, Barclays Bank, LIFFE, Abbey National, Prison Service, Home Office, Law Society, BBC, Daimler-Chrysler, Citroen, Weetabix, Nikon, Shell and many, many others. In addition he has written over twenty books published in several different countries, including Companies don’t succeed – people do!, 90 Brain Teasers for Trainers, Customer Service Games for Training, Sales Training Games, Telephone Tactics and Working Smarter.

Known internationally as both a trainer and a popular motivational speaker, he believes that effective learning has to be interactive and challenging. All his learning events are built around practical exercises, role play and case studies. His training style focuses not on just explaining new ideas or developing new skills, but also on motivating people to use them and to develop themselves as individuals. This approach gets results, as the following comments from course participants show:

‘Brilliant course, really interesting and very focused to my job role and day to day work.’

‘Took away some very good ideas that I can use every day… good examples too.’

‘Very confident in the subject, and amusing too. Made the course very interesting. A very clear sales model to use going forward.’

‘Full of useful hints and tips which I will apply to my job.’

‘Extremely well presented and structured’

‘A very intensive course and a lot of concrete tools provided.’

‘Useful data, tools and insights; engaging and interesting as always.’

‘Very good… contained everything we do on a regular basis and problems we have come across… the exercises made it very interesting too.’

Course outline

  1. It’s all about YOU
    • The characteristics of ‘sales genius’ – 12 attitudes and behaviours common to all top sales performers
  2. Keep calm and carry on selling
    • Mastering the WIT principle
    • Turning your sales targets into achievable action plans
  3. Organised persistence
    • The warm-calling prospecting model that really works
    • 10 top tips to make more appointments by telephone
  4. Practice and planning session
    • What are your comparative advantages?
  5. Making a sale with questions
    • Advanced questioning skills and building opportunity
    • Identifying both emotions and logic
  6. Practice and planning sessions
    • What are your best questions that create a motivation to change, identify needs and desires or reasons to use you now?
  7. Stop selling and help people buy
    • The three most important essential techniques to master in sales today
      – Decision making criteria
      – Sensational selling
      – ‘Nudge’ or suggestive persuasion
  8. Key point summary and Q&A

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