Sales Training
Learn to maximise growth
Sales Skills Training
Half day course | £4000 +VAT
Sales Skills Training or Relationship Development Training for managers / staff.
It is a half-day session covering the following:
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Introduction and overview
Planned Relationships
Working to Account Plans
Mapping out and prioritising key players
Understanding People Styles
Initiating relationships
Making contact
Meeting and influencing key contacts
Setting meeting Objectives
Initiating, protecting and strengthening relationships
Building Trust
The Trust Equation
Building Credibility - using “What we finds”
Journey to Trusted Advisor
Helping clients to buy
Relating to Client Wants
Recognise how customers buy
Persuasion / Influence
Value Propositions
Co-solutioning
Questioning
SPIN
STAR - Structuring responses to questions on experience
Structuring responses to questions about your view on an issue
Dealing with concerns
Value Propositions Training
Half day course | £2500+ VAT
Our value propositions training course takes you through how to research clients and work with clients to developing compelling propositions for them. We teach you how to use propositions to ideally position you to negotiate work with them or at least be best positioned to bid and win their tenders.
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An overview of value propositions
When and where to deploy value propositions
Selling based on value
Linking benefits to your USPs
Using effective price to win methods
Quantifying the payback
Making it visual
Structuring propositions
Focusing on the right kind of impact
Addressing obstacles
Developing a message house and win themes
Executive Summary Writing Training
Half day course | £2500 +VAT
Sales Skills Training or Relationship Development Training for managers / staff.
It is a half-day session covering the following:
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Win Strategy
Client need and insight
The ‘What’ – what the client needs
The ‘Why’ – why they need it
Hot Buttons – what is important
Environmental analysis
Relationships – who’s who and influence
Competition - what we need to defend against and attack
SWOT – what do we maximise and mitigate
Proposition development - Why you?
Differentiators - why are we different in the detail?
USPs - our ‘Big Ticket’ value points
Value Propositions
Accelerated Value Proposition development (for shorter bid periods)
Executive Summary development
Overview
Best practices, including client focus
Structure
Drafting
Dos and don’ts
Review
Pitching Training
half day course | £2500+ VAT
Originally developed for the UK Department of International Trade Export Academy, our Pitching Skills Training course teaches you how to research, prepare for and deliver successful pitches to clients.
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Gathering research
Win Strategy
Pitching Preparation
Analysing the client team
Storyboarding content
Developing content
Practice
Delivering a successful presentation
Interaction and dealing with questions
Debrief and next steps
Negotiation Skills Training
Half-day course | £2500+ VAT
Leveraging global best practices, our negotiation skills course arms you with everything you need to successfully prepare for and execute on negociations where both sides win.
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Negotiation Strategy Development
Understand the negotiation situation
Four stages of the negotiation process
Dealing with conflict
Negotiation style
The bigger picture
Cultural differences
Reviewing Success
Presentation Training
Half-day course | £2500 +VAT
Our presentations training course sets your presentation teams up for success. Leveraging global best practices and our experience and proven methodologies, the course takes you through how to prepare effectively, understand your audience, build winning content, practice well and deliver that winning presentation.
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Gathering research
Value Propositions
Preparation
Analysing the client team
Storyboarding content
Developing content
Talk through / walk through / run through practice routines
Delivering a successful presentation
Interaction and dealing with questions
Debrief and next steps
Client success stories
What our clients say
Jeremy brings great insight through his extended network and isn’t hesitant to share that with you, demonstrating real care for his clients or mentees.
—Charlotte Byrne, Resolution Interiors