Sales Foundation Workshop for Junior Salespeople (3 Day Workshop)

Sales Foundation skills
Click for a PDF of Sales Foundation course

PRE-WORKSHOP WORK:

Please bring with you examples of current or recent research/sales ideas that you have, or are going to propose to clients.

These will be used during the workshop when practising the skills that will be covered.

WORKSHOP AIM:

To increase your sales skills when interfacing with clients in order to successfully develop long-term profitable relationships.

WORKSHOP OBJECTIVES:

By the end of the workshop participants’ will be able to:

Identify and use the key skills and behaviour required for successful sales

Be able plan & execute sales activities in order to develop client relationships

Understand the key principles for effective communication and interpersonal skills

Plan and structure a successful two-way telephone sales call

Plan and structure a successful 40 second voicemail call so that the listener can clearly identify what is in it for them

Construct a clear and concise E-mail message that maximises the chances of getting a positive response

Plan for a successful face to face sales meeting

Use a sales model which recognises the importance of identifying client needs and buying criteria and match the products/services of the Firm to the requirements of the client

Manage client resistance and gain commitment

Workshop Methodology:

The workshop has been designed to maximise participant involvement. A number of proven methodologies would be employed including:

Consultant led input

Group/individual based exercises

Practical client role-play simulations

Feedback and Coaching

Workshop Content

DAY ONE

Introductions

Workshop aims & objectives
Personal objectives

Introduction to Relationship Selling

Definition of successful selling
Skills & behaviour required for successful sales
Role of the Equity salesperson
Client expectations of salesperson, why the client buys
How we interact with our clients
What differentiates The Firm from its competitors

Successful Telephone Sales – Interpersonal & Communication Skills

Components for successful telephone sales
Developing positive interpersonal skills
Communication principles – verbal & non-verbal
Vocal impact – tone, pace, inflection, diction

Client telephone role-play using tape recorders to capture calls for feedback and coaching sessions

Successful Telephone Sales – Sales Skills

Questioning techniques
Listening skills
Maintaining control and momentum
Directing the sales call
Closing the call
Question and listening exercise

Successful Telephone Sales – Planning, Contents & Structure

Planning, setting objectives
Content choice – clarity and effect
Structuring the call
Practical application – specific ideas

Client telephone role-play using tape recorders to capture calls for feedback and coaching sessions

DAY TWO

Selling To Voicemail - Delivery Techniques

Differences between two-way telephone calls & voicemail
Components for effective voicemail messages
Flexibility exercise

Practical exercises using tape recorders to record voicemail messages - Review, feedback & coaching

Selling To Voicemail - Contents & Structure

Best practices, voice-mail guidelines
Structure, planning and setting objectives
Packaging a short, punchy message for maximum impact

Practical exercises using tape recorders to record voice-mail messages - Review, feedback & coaching

Making An Impact Through E-mail

Email best practices
Structure a message that creates an immediate impact
Structure your messages in a way that influences the reader
Headline and layout of message
Practical exercises

Review, feedback & coaching

Face To Face Client Interactions - Developing Client Relationships

Positive relationship building skills
Model of interpersonal skills
Rapport building skills

Understanding Different Client Types

Client buying motivations
McClelland motivational influences
Presenting to different client types exercise

DAY THREE

Pro-active Activities for Developing Client Relationships


Client relationship process
Researching, planning & preparing for the meeting
Structuring the meeting
Opening the call
Identifying client needs
Developing business opportunities

Presenting Client Solutions

Tailoring solutions to clients needs
Features, advantages & benefits
Syndicate exercise

1st Client meeting role-plays

Participants will conduct client meetings using real client case studies

Review and debrief – coaching for improved performance

Managing Client Resistance

Handling typical objections
Attitude and emotions
Process for managing resistance
Syndicate exercise

Gaining Client commitment

Attitude
Levels of commitment
Adopting right approach for client
Closing techniques

2nd Client meeting role-plays

Participants will conduct client meetings and practice all of the skills they have learned during the workshop

Review and debrief – coaching for improved performance

Personal Action Plans

Summary & close