Performance & Learning

Sales & Leadership

HYBRID SALES &
MARKETING STRATEGY

The Challenge: The sales process has been transformed. Cold calling, and the occasional face to face meeting will not succeed as it used to. To succeed Sales Professionals need to be a marketer, consultant & negotiator all at once.

This course is intended to help Sales Professionals understand how to integrate marketing fundamentals into an existing sales process. Also plan how to use social media, email, the phone and face to face contact to maximize inbound leads and repeat business from existing clients..

On this masterclass consultant will learn how:

  • Building and nurturing networks generates flow of incoming leads
  • Establishing personal and professional credibility is at the heart of a marketing or sales strategy
  • Defining your target customers & understanding their needs like a marketer
  • Qualify prospective clients to ensure efforts focused on companies where effort likely to convert in to fees
  • Building a detailed daily/weekly plan where consultants know who they are calling and why

BUILDING NETWORKS
& LEAD GENERATION

Overview: Social Media has transformed how the industry sources candidates but most sales professionals have given little thought to how to use social media to win more business.

This masterclass focuses on helping consultants build a stronger brand in their specialist market through sharing content, engaging in groups, and blogging.

On this masterclass consultant will learn how:

  • How using a simple content planning calender can help increase the leads you get from social media
  • Build a strong brand through curating and sharing relevant content within social media and emails
  • Engage with groups and communities by being a catalyst for hot topics of discussion
  • A quick guide to writing a blog that people will read
  • How to use a structured approach to email to nurture existing and future client relationships

NURTURING NETWORKS
& CONVERTING LEADS

Overview: How willingly do clients take your calls? How willing are they to meet you face to face? Whilst many consider phone calls and face to face client meetings outdated. The reality is that done well phone calls and meetings can turbo charge the quality of relationship you have with a prospective client.

This course helps sales professionals make higher value sales calls, book more client meetings and excel when in front of clients.

On this masterclass attendees will learn how:

  • HIncrease enjoyment from phone activity by getting something from every call
  • Tailor approach for initial and follow-up calls to increase levels of client engagement
  • Overcome common objections to open up phone conversations (using competitor, preferred supplier agreements, not wanting to meet face to face)
  • How to structure & conduct high value face to face client meetings as a ‘business consultant’ vs ‘sales person’ looking for an order

BECOMING A
TRUSTED ADVISOR

Overview: How do consulting firms, accountants & lawyers maintain 100%+ margins and exclusivity with their clients? The answer is that they are perceived as a trusted advisor rather than a commodity sales person.

This masterclass will help sales professionals understand how to become a trusted advisor by engaging in higher level business conversations.

On this masterclass consultants will learn how:

  • Use a 4 step relationship building framework to assess where relationships are today and what they need to do to become an “advisor” in the eyes of their clients
  • Research your clients so you can talk to them as a ‘business peer’ not just their need for your product
  • Simple questioning structure to convert client niggles into calls for you to help with a solution

Building a value proposition
& defending your price

Overview: Do your consultants really believe they provide a service that is better than the competition? Can they convince your clients? Working hard for low fees is soul destroying. Sales professionals need to build their belief in their service so they can charge more and defend their price.

This course will help sales professionals be confident in charging more based on their higher levels of service and ability to defend their pricing when challenged.

On this masterclass consultants will learn how:

  • Define “how”and explain why, your service is better than their competition
  • Questioning techniques that build the need for your services.
  • How to professionally defend your price when a client says ‘you are expensive’
  • A structured approach to negotiating fees where a reduction in price is exchanged for something else of value.

WHAT TYPE OF TRAINING
DO YOU PREFER?
for Success

Get in touch

Have something in mind, or just want to catch up, then just get in touch.