Sales Accelerator - a new model of sales skills

The workshop comprises of three main sessions, over the two days: Activity: Value: Conversion, plus an optional follow-up workshop.
Format
The format of the training is informal and interactive, with regular small group and individual activities. The content and style of the presentation is at the same time, relaxed and challenging. Graham s focus is to create an excellent, memorable and positive event, not just deliver a training course. Thus the ideas, skills and realisations they gain that will stay with participants long after the course has finished, and participants will find themselves achieving new levels of confidence and results.
Toolkits
Underpinning the improvement in targeting key business development skills are a number of important, but simple to use to tools . These can customised for each client and are introduced to participants through a series of practical exercises in the training workshop.
Follow-up workshop
It is highly recommended that a follow-up workshop is run a month after the main two-day course.
Main modules
ACTIVITY: Business development skills and Relationship Management
This first module introduces the Sales Accelerator model, NLP principles and relationship management tools. One key goal from this session is to show participants how to increase their pro-active activity levels by around 10 . It covers all aspects of creating new business opportunities, with greater skill and precision.
Main modules
Improve the productivity, accuracy and effectiveness of your business approach by using new and unique models and techniques.
NLP core principles for influence, persuasion and personal effectiveness
Networking, organised persistence and prospecting skills
Sales and customer relationship strategies.
Key learning points
Sales productivity understand the dynamics of increasing the combination of activity levels, deal value and conversion rate of proposals/ quotations to orders and implement an improvement plan.
Introduction to NLP and how it help you increase your effectiveness in building new and better sales opportunities.
Prospecting skills and maintaining a pro-active contact base.
Develop and Relationship Matrix, contact strategy and coach of key client organisations, and also within your own organisation.
NLP techniques are used and referred throughout the course, and introduced here. More information is summarised at the end of the course outline.
VALUE: Cross and up selling
To be able to better anticipate, identify, create, and develop business opportunities using a customer/ client-focused communication-based business model and consultative skills.
Main modules
How to develop sales more effectively from new and existing customers and managing relationships with customers.
Use structured and assertive drawing-out skills to identify, develop and formalise business opportunities and gain commitment.
How to better position your solution, utilising the six tools of influence.
Create and deliver persuasive business messages based specific need areas, criteria and value.
Key learning points
Advanced consultative selling: Use a variety of structured and advanced questioning techniques to uncover opportunities, need areas and business criteria confidently and efficiently.
Involve the customer/ client at all times, and to a far greater degree, and keep better control of business development process
Value message: Differentiate your solutions clearly and accurately with customer/ client-matched value statements
Presenting the right USP's, features and benefits and making them relevant and real to the customer
Qualification and reading buying signals.
Increasing your influence through mastering the six tools of influence.
CONVERSION: Closing and negotiation skills
This module looks how to improve the final qualification, progression and conversion of shaping opportunities in your sales pipeline. Also includes overcoming concerns, cross-company agreement and obstacles to gaining agreement
Main modules
Structuring and preparing for end-game of a meeting.
Be able to anticipate and answer customer concerns and questions more confidently.
Build more credibility and proof into your business process to reduce buyer s remorse and speed-up decision making for agreement to a shaping exercise.
Being more assertive and developing greater instincts and strategic thinking in progressing quotations and proposals,
Key learning points
Becoming more assertive in closing deals, and the importance of organised follow-up on the telephone and face to face.
Qualify pipeline opportunities with more accuracy using a proven check-list.
Use an option generator to simplify complex proposals, increase business value and close business faster.
Writing more effective sales proposal documents and reports.
How best to draw-out, understand, isolate and answer customer objections, negotiate points and concerns
Practical methods of asking for agreement and closing an agreement for a shaping exercise.
For maximum long-term gain, these should become a core part of sales reporting and development. The three areas are:
Activity measured by most important leading indicator and dependants (i. e. Proposals or quotations presented to customers; active customer/ client meetings)
Conversion ratio (at key stages in business cycle)
Average order value or account/ business partner.