Overview

Developed from our hugely successful business sales diploma, we are proud to offer a number of business sales development modules.

All our training has been designed and built for clients that want to operate effectively in the local business market place and is based on the demands and expectations of these customers.

Importantly, our focus is on long term growth built through ethical business practice that first establishes and then develops credibility and from this a robust, sustainable business relationship.

The content is fresh and is constantly reviewed to remain not only realistic, practical and pragmatic, but also enjoyable and memorable.

Listed on the right are a number of examples of the modules available, with a link to further information regarding the course synopsis, duration and the intended target audience.

However, if you have specific requests we will be pleased to discuss these with you and prepare a development programme based on your requirements.

Prospecting for business opportunities

Overview

This one day seminar will provide your business sales people with practical ideas for effectively identifying, and talking to, the new opportunities essential for maximising business growth.

This is an interactive one day seminar that will have a significant impact on your business and will reward you with a substantial, and on-going, return on your investment.

Elements included

• Identifying business opportunities to prospect
• Options for prospecting to local companies
• Preparing properly to increase positive outcomes
• Setting realistic objectives for prospecting activity
• Effectively getting past the "gate keeper"
• Controlling the prospecting call toward a positive outcome
• Handling all objections effectively and confidently
• Professionally following up every discussion with a decision maker

Schedule

For those clients with sufficient delegates we can deliver the seminar complete with corporate branding in your business. Alternatively, please call or email to find out when the seminar is being held in your region.

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Effectively profiling a business opportunity

Overview

This two day seminar provides business sales specialists with both an opportunity to learn new, recall previous, or reaffirm existing techniques for effectively qualifying business prospects – both large and small.

Delegates will learn ways in which to use a business meeting to create both desire and gain initial, subliminal agreement, as well as establish where the current best sales opportunity lies. This will enable them to better define the optimum strategy for making their future sales presentation.

As part of the seminar, delegates will be given the opportunity to practice these qualification techniques in a positive and affirmative manner.

Elements included

• Preparing for a business meeting to optimise the first impression
• The format and structure of successful business meetings
• Establishing initial control through providing a clear agenda
• Establishing a question protocol and the information hierarchy
• Using questions to
• Gather information
• Create thought
• Initiate change
• Gain initial agreement
• Understanding and using the “fourstepstrategy”
• Concluding the meeting with a positive finish and a defined next action

Schedule

For those clients with sufficient delegates we can deliver the seminar complete with corporate branding in your business. Alternatively, please call or email to find out when the seminar is being held in your region.

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Understanding and using business funding effectively

Overview

Business customers prefer to deal with sales people that can demonstrate an understanding of, and empathy for, their business needs.

The job title of “business sales specialist” would imply to most people that the holder of the title has a reasonable understanding of the way in which companies operate, particularly regarding financing and funding.

In most instances this is not the case and often sales people lose credibility and sales through a lack of fundamental understanding.

This three day seminar will provide not only the essential information on business funding but also, and probably more importantly, the way in which to use this to build a compelling business case and therefore increase sales.

Given the intensity of this course, it is only suited to either specialist business sales people or business managers in retail dealerships that wish to increase sales to local companies.

This is a very demanding seminar but one that will reward hugely those who successfully complete it.

Elements included

• Understanding financial measures used by business
• Understanding Corporation Tax, National Insurance and VAT
• Funding options for business prospects
• Calculating the total cost of operating a company car funded by
• Hire purchase
• Contract hire
• Employee opt out
• Calculating the impact of Corporation Tax and subsequent net operating costs
• Features and benefits of funding options
• Calculating the personal taxation and net cost to an employee of a company vehicle and free fuel
• Understanding the impact of employee opt out and calculating the true ‘net’ cost
• Calculating the cost to a business of providing free fuel to an employee
• Understanding the sales benefits of using this information in an effective manner

Schedule

For those clients with sufficient delegates we can deliver the seminar complete with corporate branding in your business. Alternatively, please call or email to find out when the seminar is being held in your region.

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Presenting a persuasive business case

Overview

We are all consumers and, as such, know that our purchase decisions are based not on price alone – they are based on our being satisfied that the value that the product provides us with is greater than the price we are being asked to pay.

We also know that the vast majority of our purchases are made as a result of our emotional drivers, rather than being driven by logic.

This two day seminar will provide business sales specialists with an understanding of how to design a business proposal template that can be used to prepare a bespoke and tailored business case for your prospects, that is realistic given the time pressures in a busy sales office.

Having invested in these two days, your team will be able to produce outstanding, high quality documents that will separate your business from your competitors.

Elements included

• Presenting your persuasive case to companies and company car drivers
• Developing templates for business proposals and letters
• Using graphics to increase the power of your proposals
• Writing a sales message to maximise the impact on the prospect
• Planning design layout and construction
• Presenting a business proposal

Schedule

For those clients with sufficient delegates we can deliver the seminar complete with corporate branding in your business. Alternatively, please call or email to find out when the seminar is being held in your region.

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Using PowerPoint in selling

Overview

How often are potential customers subjected to PowerPoint presentations that are of such poor quality that fledgling relationships are damaged beyond repair?

Many people have heard, or used, the phrase “death by PowerPoint”.

We believe that this is both incorrect and unnecessary. PowerPoint is neither good nor bad, neither a hindrance nor a help – it is simply a tool that, if used well, can very effectively communicate your sales messages, impress your potential clients and lead to a greater sales conversion rate.

We will show business sales specialists how to use this powerful tool to speedily and effectively build a persuasive sales presentation that looks great and works.

This is an interactive and participative seminar and delegates will leave with a sales presentation platform which they can develop further to meet their individual business needs.

Elements included

• Introduction to formatting and slide masters
• Using graphics and text
• Constructing graphs and tables
• Slide layout and design
• Animating a presentation effectively

Schedule

For those clients with sufficient delegates we can deliver the seminar complete with corporate branding in your business. Alternatively, please call or email to find out when the seminar is being held in your region.

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Gaining commitment, closing and handling objections

Overview

Having invested time, effort and resource into a sales opportunity, how often is this opportunity missed because, either the sales person has not gained agreement during the process, or is unable to effectively close at the correct time?

Alternatively, how many relationships are damaged at the point of agreement when the prospect raises an objection, or requests time to consider their decision, and the salesperson’s response lacks empathy or structure?

This two day seminar will enable your sales people to develop their closing and objection handling skills using techniques based on solid and proven customer focused psychology, rather than “gimmicks”.

Whilst being designed for business sales specialists, we believe the content is so powerful that all sales people would gain real benefit from attending.

This seminar will involve delegates in some interactive activity.

Elements included

• The purpose of a close
• Which close to use when, and how to use it
• Using closes in combination
• Gaining initial agreement in principle
• The psychology of objections
• Handling objections with empathy
• Objection handling techniques

Schedule

For those clients with sufficient delegates we can deliver the seminar complete with corporate branding in your business. Alternatively, please call or email to find out when the seminar is being held in your region.

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Effective negotiation

Overview

Many sales people misunderstand negotiation and, rather than using negotiating techniques and skills to agree mutually acceptable terms for a product that they have sold, they try instead to sell a price.

This course is not about building value or selling a product, it is about ensuring that having done this you are left with a fair margin and, even more importantly, a satisfied customer who will come back to you and recommend you to others.

The term win-win is often used to describe the desired outcome and this one day seminar will provide sales people with the understanding, knowledge and competence to achieve this conclusion more often.

This is an interactive day with delegates being presented with typical sales scenarios requiring a negotiated agreement, to which they will be expected to find an acceptable win-win solution.

Whilst being designed for business sales specialists, we believe the content is so powerful that all sales people would gain real benefit from attending.

Elements included

• Understanding power in negotiation
• Handling tactics, tricks and threats effectively
• The psychology of negotiation
• Working to win - win
• Using and trading concessions
• Establishing your BATNA

Schedule

For those clients with sufficient delegates we can deliver the seminar complete with corporate branding in your business. Alternatively, please call or email to find out when the seminar is being held in your region.

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Selling to business as a retail sales person

Overview

Every dealership in the UK has the opportunity to increase their performance significantly through a proper focus on their local business market.

This three day seminar will provide a level of skill and understanding that will enable a retail sales person to operate in their local business market place with confidence.

Additionally, the skills and techniques taught can easily be applied in the retail arena, helping to further boost overall sales performance.

Elements included

• Background to business sales
• Business terminology and structures
• Identifying sales opportunities
• Prospecting for business
• Effective qualification of business opportunities
• Introduction to business funding
• Making a business case
• Gaining a confirmation in principle
• Negotiating terms
• Building and strengthening relationships

Schedule

For those clients with sufficient delegates we can deliver the seminar complete with corporate branding in your business. Alternatively, please call or email to find out when the seminar is being held in your region.

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Commercial vehicle sales

Overview

This three day seminar has been designed specifically to provide the knowledge and skills essential to success in this competitive but lucrative market place.

This course will cover all aspects of selling small and medium commercial vehicles and is based on both the technical and legal understanding that is required, as well as relevant sales techniques.

On completing this seminar your sales person will be able to find commercial vehicle opportunities and convert these into long term sales relationships effectively and consistently.

This seminar is ideally suited to both commercial sales specialists as well as retail sales people in dealerships that wish to maximise sales of commercial vehicles.

Elements included

• Understanding the commercial vehicle market place
• Commercial vehicle terminology
• Business funding options
• Finding commercial vehicle opportunities
• Prospecting and marketing to commercial vehicle prospects
• Establishing a data record
• Presenting commercial vehicle products effectively
• Sourcing used commercial vehicle stock to meet sales opportunities
• Closing, handling objections and negotiating business terms

Schedule

For those clients with sufficient delegates we can deliver the seminar complete with corporate branding in your business. Alternatively, please call or email to find out when the seminar is being held in your region.

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