Programme Overview

These series of four workshops are designed to equip small business owner managers, or individuals in a sales role,  with an understanding of how to design a sales process which will help them to identify and qualify customers, generate leads, manage the sale pipeline and secure referrals. 

Each session is carefully designed to allow participants to gain an understanding of what it takes to gain customers and to manage their business to the point of sustainability and growth.  It will look at the way to do this as the economy is experiencing an upturn and will provide key tips for cost effective sales activity.

This programme will also introduce participants to the key principles of sales management, demonstrate how these can be applied to improve the sales effectiveness and their business’s performance.  This programme will lead to increased awareness of the techniques, terminology and process involved in developing sales strategies.

It will run over a 4 week period with a 4 hour session per week.

Workshop Topics

• Developing a Sales Process to create and retain customers
• Sales Prospecting Techniques including emailing as part of a direct sales campaign
• Ways to increase on-line Sales by optimising Social Media platforms
• How to increase a Social Media Strategy that gets real sales results
• Sales Self Mastery in Practice
• Client Relationship Management for maximum impact
• Sales Planning and implementing a winning Strategy for your business

Sessional breakdown

Session 1:  Achieving a Professional Sales Approach

• Evaluating current sales techniques
• Effective Communication Skills
• Sales Skills Techniques
• Developing a professional sales approach
• Presenting yourself with confidence
• Enhancing your ability to sell

Session 2:  Sales Process

• Stages of a Sales Process
• Qualifying real prospects and assessing customer needs
• Effective questions that can be used to develop an understanding of the customers motivational drivers and aspirations
• Planning and preparation
• Behaviour and Skill at meetings
• Overcoming objections
• Increasing the level of interest to sales conversions
• Closing the Sale
• Managing Account Expansion
• Payment and Credit

Session 3:   Using social Media platforms to stimulate Sales

• Social media campaigns that get results
• Making your social media sales strategy fit for your customer segments
• Increasing on-line sales by creating the right content at the right volume
• Email marketing campaigns
• Building your network
• Connecting your social media campaigns back to the business
• Emerging trends

Session 4:  Strategic Sales Planning

• Developing a Selling System
• Analyse of sales plans and ensuring best practice going forward
• Client Relationship Management
• After Sales Service
• Setting targets and measurement techniques
• Implementing a sales strategy

Delivery Methodology:   

This high impact training programme is run by training specialists from Optimum Limited.  Optimum Limited is in business for over 25 years and has a reputation of providing high quality, highly participative, practical training and development programmes.  Each course is made highly participative by the use of a variety of learning techniques and encourages a fresh approach through peer learning, group discussions, feedback, exercises, practical case studies.  Participants will be encouraged to put their new skills into practice through tailored role plays to increase confidence.  All course content is carefully chosen to support product or service led businesses.