Exceptional Sales Professionals - THE WORKSHOP

Raising your sales team's level of sales performance, activity levels, confidence and professionalism in the market.
Built around the book "a day in the life of exceptional sales professionals", this in-depth and entertaining course takes sales professionals at all levels on a unique journey of discovery and learning that brings immediate impact on their short, medium and long-term confidence, reputation, performance, control professionalism and key strategies. The programme is delivered by Colin Lovering and can be tailored to your organisations goals and strategy.
FULL PROGRAMME AGENDA (note: can be trimmed and tailored to client's needs and delivered in 1, 2, or three days)  

SESSION 1 MENU - PLANNING & ANTICIPATION

• EXERCISE A1 –  it all begins with a fresh mind and a great attitude
• EXERCISE A2 –  cultivating a longer-term focus with your goals
• EXERCISE A3 –  making time for good time management
• EXERCISE A4 –  the art of business adaptability
• EXERCISE A5 –  developing that strong personal brand
• EXERCISE A6 –  effective networking
• EXERCISE A7 –  email, online & face-2-face listening
• EXERCISE A8 - quotations, price increases and negotiations
• EXERCISE A9 –  getting people to say YES to a meeting
• EXERCISE A10 – why we go that extra mile?
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SESSION 2 MENU - DAILY SALES SCENARIOS

• EXERCISE B1 –  achieving that first phone call with a prospective client
• EXERCISE B2 –  continuing to build your pipeline
• EXERCISE B3 –  the gatekeeper!
• EXERCISE B4 –  the fear of rejection
• EXERCISE B5 –  creating that confident sales pitch to a prospect
• EXERCISE B6 –  handling those difficult moments and difficult people
• EXERCISE B7 –  when you are suddenly undercut on price
• EXERCISE B8 –  when you are doing everything right but still not there
• EXERCISE B9 –  are they buying from you or your organisation?
• EXERCISE B10 – having complete control in the sales call?

SESSION 3 MENU - PUTTING IT ALL TOGETHER

• EXERCISE C1 –  online selling and communications
• EXERCISE C2 –  the consultative sales call
• EXERCISE C3 –  the wrap-Up and sales strategy going forward