This training workshop looks at the importance of your company USP’s (unique selling points). It also looks at what makes you stand out head and shoulders from your competitors, along with how you can position yourself in the industry/marketplace so that you become established in your field. Once you can identify and understand this thoroughly, it becomes much easier to close more sales and identify potential leads, as you are quickly able to highlight features and benefits of your products and services and how they can help your customers and clients.

You need to speak with all your customers/clients – but how do you decide who to call first and why? This workshop highlights the importance of profiling your customers/clients on your sales CRM database, so you know exactly who your main focus should be. It will help you identify who is a hot lead, who is showing potential and who you should just keep in touch with, but not spend too much time with as they will not impact your sales figures.

In a competitive business world, the competition is often hot on your heals! Therefore, it is vital that you and your products/services stand out from the crowd as the preferred choice of the industry. Often, it is the little things that make a biggest difference. Customer service, before, during and after the sale is a key factor of this, as is after sales service. Showing respect, adding value and showing appreciation during every enquiry and sale can have a huge positive impact on your reputation as a business. This training workshop will show you how consistently doing the basics correctly and exceeding customer/client expectations can help you stand out head and shoulders from the competition.

Self awareness and understanding how your words, actions, gestures and mannerisms can impact other people around you, is a professional honed in skill. It can help you at work, in life and at home. Being professional often means you are focused, determined, experienced, knowledgeable and confident – but you are still aware of the impact / influence you have around you. You may have the right intentions, but if those intentions are not perceived in the right way, then you will not reach the outcome you were expecting. This training workshop will help you understand yourself better by giving you an excellent insight and understanding of your own body language and non-verbal communication.

Being assertive does not always mean being confrontational. It means being confident, professional, polite and speaking with belief. Making calculated decisions and weighing up risks, considering the pros and cons for each action, is something many people struggle with. Often, people in a position of management feel a sense of ownership, accountability and responsibility, so can end up making decisions based upon their own emotion response, rather than on practical, logical, consideration, collaboration or consent. This training workshop will help you understand yourself better, so you can make much better decisions professionally.

Self-awareness is a key factor when identifying the type of sales person, you are. Some people in your team may be very confident, some may be over confident, some are very consultative, some prefer to make a quick sale, other’s take their time. There is no right or wrong way, as what suits you and your personality is what you will always feel comfortable with. However, having confidence in yourself, your products/services and being professional, polite and assertive during meetings will always help you close better and achieve more sales. This training workshop will show you how.

Unless you fully understand and recognise where your products and services fit in the marketplace, and who your ideal customers/clients would be – it is very easy to end up chasing your tail with no effective strategy in place. The key is to profile your customers/clients and understand the marketplace. This training workshop will help you identify the types of businesses to target and why? How you can help them? What is so different about what you are offering? Who are your competition? What is the reason they currently chose them over you? How will you stand out? What is your marketing/business strategy? What is your position in the market at present?

If you look after a team of field sales people who are out on the road visiting clients/customers 4-5 days every work – then how they each plan their time and manage their territory/area has a significant impact on their success. Territory planning tight will ensure that your sales people see more people, more often, more efficiently, raising the probability of more sales. This training workshop will share hints and tips on how to be more effective when out on the road, so you see more quality calls.

For a sales team, getting in front of the key decision maker is vital if you want to increase the chances of selling your product or service. So, when you are making an appoint, it is important that you qualify the call and ensure you are seeing the right person. Getting passed the gate keeper can be difficult – but once you are passed this step, you only have limited time to engage with the decision maker and gain commitment for a meeting. This training workshop will help you structure your appointment making calls, but also help you ensure that you give the right professional impression so that the meeting is kept, scheduled and productive on the day.

When you are responsible for managing client relationships, accounts and key accounts, it is important to ensure you are effective and efficient in all areas of communication to help the relations grow. This training workshop highlights the key attributes which will help you build stronger working relationships with your clients/customers, but also how to manage and grow accounts steadily and professionally.