A one-day workshop
As technology continues to develop and increasingly interact with our daily lives, so must our sales techniques to ensure we’re leveraging advances in how people do business to our advantage. It is essential for all salespeople to understand how to navigate the various tools at our disposal and grow their skills and confidence to put them into action in order to build a solid business pipeline.
We have developed this programme to be practical, fun and interactive, whilst ensuring that participants will learn how to utilise new technology to their advantage, self-generate new business leads and opportunities, gain additional business and referrals from existing contacts, and save time and effort using proven business development skills.
learning objectives
- Understand the “organized persistence” model of sales prospecting
- Develop skills in using video, online and social media to generate interest
- Understand how to write effective sales and outreach emails and using online tools
- Develop techniques for effectively managing telephone appointments
- Learn ways to use LinkedIn for connecting with customers and prospects
- Develop networking skills and learn how to source and develop referrals and professional introductions
Expert trainer
Graham specialises in providing high-quality consultancy, coaching and training in sales and business development, sales management, customer service and personal productivity. Over the last twenty years he has personally trained or coached over 30,000 business professionals. He is a member of the International Institute of Coaching and a qualified NLP Master Trainer.
Session outline
1. Key principles of smart sales prospecting
- Set your sales prospecting goals and objectives
- Elevator pitch, core messages and your value proposition
- Targeting and segmenting your market
- Organised persistence with CRM
2. Advanced online marketing tools
- Video email messaging and video marketing – how it works
- WhatsApp and social media channels, including YouTube
- Using sales materials and tools effectively
- Researching and following companies on LinkedIn
3. Email writing and outreach
- Using AIDA and other templates for sales emails
- Using personalized video emails to create interest
- Vertical targeting emails, with examples
- Building awareness with an email chain
4. Appointments by telephone
- Creating a call prompt sheet:
- Opening a call and taking control
- Giving a reason to meet
- Key questions to ask
- Voice tone, power words, phrasing
5. LinkedIn as a marketing tool
- Why LinkedIn matters and how to use
- Six essentials for a positive profile
- Connecting with new contacts and messaging existing connections
6. Networking, exhibitions and gaining referrals
- Building on existing contacts for referrals
- The role of networking; professional introducers
- Working an exhibition stand or event
