south west sales training for business teams
KEY OUTCOMES WE WILL FOCUS ON:
helpING your team spot, create and seize sales opportunities ESPecially with existing customers
how to plan, practice and deliver confident and successful sales pitches
key sales success factors: Communication, knowledge, Attitude, response and reliability
OVERVIEW
This programme is about re-energising, inspiring and challenging your sales team.
Challenging their thinking, use of time, customer interactions and follow ups.
It will focus on developing and enhancing core sales skills – particularly those for existing customers.
Whether it’s in-person or online it will be fast paced, interactive and action stimulating as it seeks to help you create sales momentum.
KEY SALES SKILLS COVERED:
- Making connections – starting conversations
- Building Relationships inc People Skills
- Asking Big Questions and Listening
- Anticipating and establishing future needs of current customers
- Creating and Spotting Opportunities
- Being Proactive
- Gaining ‘Mini-Commitments’
- Understanding the Customer’s Buying Process
- Offering Alternatives – Negotiation Skills
- Sales Pitch Delivery Skills
- Asking for the Order and following up
WHO IS IT FOR?
This sales training is aimed at those in the B2B sector who are responsible for generating sales via any of the following:
- Existing Clients
- Potential Clients
- Networking Contacts
- Sales Pitches
- Product Demos
- In-Person or Virtually
The sales training can be either 1 day in-person or a flexible virtual programme.
company sales training - ONE DAY in-person OR virtual?
- The One Day in-person programme enables up to 6 delegates to bounce ideas of each other, be part of an interactive session and practise some of their sales skills whether their client interaction is in-person or via Zoom.
- The Virtual programme works best for organisations who have sales people based in different places. It runs across various sessions which are usually no more than 90 minutes at a time. Up to 12 delegates.
ONE DAY IN-PERSON PROGRAMME - outline guide
MORNING
AFTERNOON
9.30 – Welcome – outline of day – keep sales success factors – explanation of the sales challenge for the day – the two minute pitch.
9.40 – 60 second ‘elevator pitches’ – what do you do? – delegates briefed in advance and advised to prepare for this.
10.00 – Making Connections, Building Relationships, Creating Opportunities.
11.05 – Break
11.20 – Sales pitch / proposal – content and delivery of – making it easy to say Yes – follow up – clinching the sale.
12.10 – Preparing your sales pitch: content, structure, flow, timing. What if the client / prospective client wants to negotiate?
13:00 – Lunch break
13.30 – Pitch timings plan and draw
13:40 – Final Pitch Prep – what to leave out, anticipating questions
14:00 – Pitch Full rehearsal – everyone delivers their two minutes to everyone else – feedback offered. No slides but props can be used.
14:45 – Break and opportunity for pitch tweaking
15.10 – Pitch Delivery – the audience is your client – we’re looking for audience engagement, relevant content, benefits over features, pace, timing, 2 questions to follow the 2 minutes – then once concluded feedback offered. Approx 6 minutes each in total.
16.20 – Round up of day and key points to takeaway plus what to do next in order to maintain learning momentum.
16:30 – Finish
HERE'S WHAT ELSE IS INCLUDED......
BEFORE THE TRAINING
20-30 minute Zoom Call with Management to confirm why the programme is needed and the desired outcomes.
Delegate Briefing – so they understand what to expect, what the desired outcomes are as well as details of the 60 second elevator pitch and the 2 minute pitches they will be creating and delivering on the programme.
Delegates will be given checklists and notes at the beginning of each programme and a 10 minute summary video of the key points afterwards.
AFTER THE TRAINING
20-30 minute Zoom Call with Management to gather feedback and agree how to ensure momentum isn’t lost.
30 minute group sessions x 2 – three weeks and six weeks after programme delivery. Zoom sessions which delegates will be encouraged to attend. An opportunity to discuss sales activity since the programme plus any pitches that have been delivered or any forthcoming planned pitches.
what do you need to provide?
VENUE AND KIT
REFRESHMENTS AND LUNCH
An in-house or off-site room that is big enough for 6 delegates and comes with a screen and projector.
Break out space ideally for when the delegates will be practising their sales pitches
Tea, coffee, water and biscuits – maybe also fruit / nuts – available all day for whenever delegates need it.
A light lunch – ideally not sandwiches (the bread can make some people feel sleepy rather than energised in the afternoon)
VIRTUAL PROGRAMME - outline guide
20-30 minute Zoom Call with Management to confirm why the programme is needed, who is likely to be attending and why, and the desired outcomes.
Four 60-90 minute sessions delivered on Zoom one week apart. Content will follow the same lines and the one day in-person programme – see above. The final session will involve delegates delivering a 2 minute sales pitch they will have worked on during the programme.
Delegates will be provided with a mini e-book of key notes, copies of grids used, any checklists used and exclusive access to a 10-12 minute video that summarises the key points..
Post programme follow up 20-30 minute Zoom call with management to discuss what needs to happen to maintain momentum.
Three weeks later – 45 minute Zoom call with delegates to discuss what has happened since in terms of their sales activity and pitching – this call is an opportunity for them to be reminded of the key points of a successful sales pitch and to help maintain programme momentum.
Six weeks later – 45 minute group coaching Zoom call with delegates to discuss what has happened since – and an opportunity for them to be reminded of the key points of a successful sales pitch.
your investment in either programme includes:
- Pre hire Zoom call to discuss needs
- In-person programme for up to six delegates or 12 for virtual programme.
- Travel within South West and any accommodation needed.
- Programme materials including e-notes, grids, checklists and 10 summary voice over slides video
- Follow up sessions on Zoom with delegates and management as described above
your investment in your team:
One Day Programme - £1570 +vat
VIRTUAL programme - £1570 +vat
Here's a bit about me...
I did my first sales pitch in 1983 to a company called Bracebridge DIY. They said yes to my advertising proposal and I realised at that moment how important pitching skills are to business success. Since then I’ve delivered, and still do, business pitches.
I love though helping business people make the most of every opportunity they get to pitch, including virtual ones, ensuring they are confident and well prepared.
All of what I will share during the training programmes comes from a combination of my own sales experience, watching others pitch, coaching others to pitch and from the tips, advice and insights my guests on the Better Presentations More Sales podcast have shared.
Better Presentations - More Sales Podcast - every Monday
Ranked 5th in FeedSpot’s Best Global Presentation Podcasts 2022 and 3rd in UK Top Sales Podcasts
Top presenting and sales tips and ideas from an array of global guests.
Download for free on your usual podcast App. Thanks for listening!
7 steps to successful presentations book - available now
My latest book came out in the summer of 2023.
It is packed full of presenting and pitching tips and ideas including bonus chapters on team presenting, your first presentation, elevator pitches and following up.
All proceeds from the book go the Children’s Hospice South West
