This programme will run over 6 weeks on Wednesday evenings as follows:-

• 30 October
• 6, 13, 20, 27 November
• 4 December

Course Content

Developing a Sales Process

• Designing the right sales process for your business
• Introducing yourself to prospective customers
• Written approaches Telephone Techniques
• Face to Face meetings

Sales Structures

• The greeting
• Setting the agenda
• Clearing the decks
• Starting the sale
• Establishing customer needs & wants
• Presenting your products and services
• Selling the features and benefits
• Overcoming objections
• Answers to cost, price and other reasons not to buy
• Recognising buying signals 6 ways to close a sale

Selling Techniques

• Asking the right Questions
• Question based selling
• Managing the complex sale
• SPIN Selling Effective

Communication Skills

• An Introduction to Selling with NLP
• Persuasion and Influence what makes people say
• YES Listening skills
• Speaking skills
• Non verbal communication
• Enthusiasm, intonation, verbal & vocal skills

Marketing Essentials

• The importance of marketing for a small business
• The 8 P’s
• Using a Dynamic SWOT analysis
• Making a PEST analysis work for you
• Your Customer Value Proposition
• Content Marketing Dealing with the competition
• Wow!! exceptional differences that get people talking
• Being a hero

Market Research

• Research techniques
• Primary & Secondary
• Adapting them to fit your needs & budge

Target Marketing

• Market segmentation
• Profiling your customers
• Market / action strategy sheet
• The Pareto principle / Identifying Profitable Customers

Advertising, Branding & Public Relations

• How to write your own ads
• How to write a press release
• Creating mailshot / email content

Digital Marketing Traditional vs Digital marketing

• Social Media which platform to use
• What to say/ how to say it
• Tips tricks and tools to be more effective and efficient
• Creating promotional videos online tools & resources

How to develop & implement a marketing action plan

• Putting it all together
• The Marketing Activity Worksheet