Duration: One Day

Who should attend and what will they gain?

This workshop has been designed for established and/or new Stores/Assistant Managers who have responsibility in managing an internal sales team within an Electrical Wholesaler.  The course begins with the delegates looking at their core role and responsibilities especially focusing on the management and organisation of their people.  We explore what motivates people, identifying ways we can get more from the team and how most motivators are free of charge.  We then finish the first day with some basic tips on handling staff conflict and becoming ‘the leader’.

The second day really drills down into both personal and team time management highlighting the need to prioritise work and giving some great tools to help the managers delegate effectively.  Finally, in the workshop we discover how the Manager can really drive profit forward through better buying and a more pro-active use of the internal teams.  Here we go back to some of the basics and provide some simple yet highly effective and easy to implement tips on how to grow sales.

What will be covered in this module?

•  Introductions and overview

• Setting overall objectives for the programme

• The role and responsibilities of a Manager

• Motivating the team to improve results

• The basics of handling staff conflict

• Time management for the team

• Delegation - a Managers best friend

• Setting the example and managing from the front

• Growing profit through better buying and a Pro-Active approach to internal sales

• Personal action plans

What training style will be used?

This workshop will be a combination of, syndicate working groups, brain storming sessions, individual exercises and challenging interactive discussions. It will involve feedback sessions from other delegates and the chance to learn from other peoples’ experiences. There will be plenty of opportunity to create and develop an action plan that the delegates present to their team at the end of the day. There is guidance offered on post course action planning during the day by the trainer.

Included Within The Price

• Course Completion Certificate

• Course workbook

• Handouts

• Lunch

• Refreshments throughout the day

• Email and telephone support from Pinnacle Solutions after the course

Start/Finish Times

Start: 8:45am
Finish: 4:30 – 5:00pm

Please click on PURCHASE to reserve your place. We will then confirm the booking through email and will send you the joining instructions and invoice.

Duration: One Day

Who should attend and what will they gain?

This workshop has been designed for established and/or new Stores/Assistant Managers who have responsibility in managing an internal sales team within an Electrical Wholesaler.  The course begins with the delegates looking at their core role and responsibilities especially focusing on the management and organisation of their people.  We explore what motivates people, identifying ways we can get more from the team and how most motivators are free of charge.  We then finish the first day with some basic tips on handling staff conflict and becoming ‘the leader’.

The second day really drills down into both personal and team time management highlighting the need to prioritise work and giving some great tools to help the managers delegate effectively.  Finally, in the workshop we discover how the Manager can really drive profit forward through better buying and a more pro-active use of the internal teams.  Here we go back to some of the basics and provide some simple yet highly effective and easy to implement tips on how to grow sales.

What will be covered in this module?

•  Introductions and overview

• Setting overall objectives for the programme

• The role and responsibilities of a Manager

• Motivating the team to improve results

• The basics of handling staff conflict

• Time management for the team

• Delegation - a Managers best friend

• Setting the example and managing from the front

• Growing profit through better buying and a Pro-Active approach to internal sales

• Personal action plans

What training style will be used?

This workshop will be a combination of, syndicate working groups, brain storming sessions, individual exercises and challenging interactive discussions. It will involve feedback sessions from other delegates and the chance to learn from other peoples’ experiences. There will be plenty of opportunity to create and develop an action plan that the delegates present to their team at the end of the day. There is guidance offered on post course action planning during the day by the trainer.

Included Within The Price

• Course Completion Certificate

• Course workbook

• Handouts

• Lunch

• Refreshments throughout the day

• Email and telephone support from Pinnacle Solutions after the course

Start/Finish Times

Start: 8:45am
Finish: 4:30 – 5:00pm

Please click on PURCHASE to reserve your place. We will then confirm the booking through email and will send you the joining instructions and invoice.

Duration: One Day

What’s it all about?

This workshop has been designed for both established and new external customer facing sales teams.  It will enable them to learn (or revisit) the key aspects of selling effectively face to face and the importance of building long-term ‘business relationships’.

Focusing initially on how they see their roles and responsibilities, honing in on the need for a professional approach to all customers at all times.  The days will give them a sounding in the importance of planning and task management, the skills needed to gain those elusive appointments and to ensure clear, goal driven objectives are at the forefront of sales activity.  They will drill down into the importance of creating a great first impression on every call and work to build a structure and agenda for conducting successful business meetings.

The aim of the days is to allow the delegates to broaden their abilities in sales, learning how to utilise the Company’s unique selling points to grow their business.  We will explore using open questions to gain real knowledge of the customer and the importance of really listening in the sales process.  Finally, they will be encouraged to set quality, measurable goals as individuals to put what they have learnt into practice.

What will be covered in this module?

• What is a Sales Professional?

• What are the Key Ingredients of a Great Sales Professional?

• Creating a Great First Impression on Every Call

• Planning and Running Effective Business Meetings

• The ‘Sales Champion’ – Self Assessment

• Effective Time Management Tips

• Making Fixed Appointments

• Effective Journey Planning

• Using Open and Closed Question

What training style will be used?

This workshop will be a combination of, syndicate working groups, brain storming sessions, individual exercises and challenging interactive discussions. It will involve feedback sessions from other delegates and the chance to learn from other peoples’ experiences. There will be plenty of opportunity to create and develop an action plan that the delegates present to their team at the end of the day. There is guidance offered on post course action planning during the day by the trainer.

Included Within The Price

• Course Completion Certificate

• Course workbook

• Handouts

• Lunch

• Refreshments throughout the day

• Email and telephone support from Pinnacle Solutions after the course

Start/Finish Times

Start: 8:45am
Finish: 4:30 – 5:00pm

Please click on PURCHASE to reserve your place. We will then confirm the booking through email and will send you the joining instructions and invoice.

Duration: One Day

What’s it all about?

This workshop has been designed for both established and new external customer facing sales teams.  It will enable them to learn (or revisit) the key aspects of selling effectively face to face and the importance of building long-term ‘business relationships’.

Focusing initially on how they see their roles and responsibilities, honing in on the need for a professional approach to all customers at all times.  The days will give them a sounding in the importance of planning and task management, the skills needed to gain those elusive appointments and to ensure clear, goal driven objectives are at the forefront of sales activity.  They will drill down into the importance of creating a great first impression on every call and work to build a structure and agenda for conducting successful business meetings.

The aim of the days is to allow the delegates to broaden their abilities in sales, learning how to utilise the Company’s unique selling points to grow their business.  We will explore using open questions to gain real knowledge of the customer and the importance of really listening in the sales process.  Finally, they will be encouraged to set quality, measurable goals as individuals to put what they have learnt into practice.

What will be covered in this module?

• What is a Sales Professional?

• What are the Key Ingredients of a Great Sales Professional?

• Creating a Great First Impression on Every Call

• Planning and Running Effective Business Meetings

• The ‘Sales Champion’ – Self Assessment

• Effective Time Management Tips

• Making Fixed Appointments

• Effective Journey Planning

• Using Open and Closed Question

What training style will be used?

This workshop will be a combination of, syndicate working groups, brain storming sessions, individual exercises and challenging interactive discussions. It will involve feedback sessions from other delegates and the chance to learn from other peoples’ experiences. There will be plenty of opportunity to create and develop an action plan that the delegates present to their team at the end of the day. There is guidance offered on post course action planning during the day by the trainer.

Included Within The Price

• Course Completion Certificate

• Course workbook

• Handouts

• Lunch

• Refreshments throughout the day

• Email and telephone support from Pinnacle Solutions after the course

Start/Finish Times

Start: 8:45am
Finish: 4:30 – 5:00pm

Please click on PURCHASE to reserve your place. We will then confirm the booking through email and will send you the joining instructions and invoice.

Duration: One Day

What’s it all about?

This module will give your team simple and effective tools to aid them in the development of both new and existing customers. The day will focus on building self-confidence and self-belief, helping the individuals focus on the positive side of sales and to see what the benefits are to them personally of growing sales.  The workshop will also look at the need to be resilient, giving attendees tips on how to deal with rejection in a non-personal way.

The day will help attendees take a fresh look at the way they communicate with all customers, moving the focus of all communication to sales development.  Delegates will look at basic, easy to implement ways to increase sales with both the re-active and pro-active order and enquiry.  As part of the workshop delegates will take away documents and forms that they can tailor and use back in the branch. 

The module concludes with each delegate preparing an action plan that they can discuss and implement with their Line Manager upon their return.

What will be covered in this module?

• Setting overall objectives for the programme

• The difference between reactive and proactive

• Who has the greatest influence on sales?

• Increasing face-to-face sales

• Proactive telephone calls to existing customers to generate business

• Prospecting and information gathering with new customers

• The key attributes of a ‘Great Internal Proactive Sales Person’

• Personal action plans

What training style will be used?

This workshop will be a combination of, syndicate working groups, brain storming sessions, individual exercises and challenging interactive discussions. It will involve feedback sessions from other delegates and the chance to learn from other peoples’ experiences. There will be plenty of opportunity to create and develop an action plan that the delegates present to their team at the end of the day. There is guidance offered on post course action planning during the day by the trainer.

Included Within The Price

• Course Completion Certificate

• Course workbook

• Handouts

• Lunch

• Refreshments throughout the day

• Email and telephone support from Pinnacle Solutions after the course

Start/Finish Times

Start: 8:45am
Finish: 4:30 – 5:00pm

Please click on PURCHASE to reserve your place. We will then confirm the booking through email and will send you the joining instructions and invoice.

Duration: One Day

What’s it all about?

This module will give your team simple and effective tools to aid them in the development of both new and existing customers. The day will focus on building self-confidence and self-belief, helping the individuals focus on the positive side of sales and to see what the benefits are to them personally of growing sales.  The workshop will also look at the need to be resilient, giving attendees tips on how to deal with rejection in a non-personal way.

The day will help attendees take a fresh look at the way they communicate with all customers, moving the focus of all communication to sales development.  Delegates will look at basic, easy to implement ways to increase sales with both the re-active and pro-active order and enquiry.  As part of the workshop delegates will take away documents and forms that they can tailor and use back in the branch. 

The module concludes with each delegate preparing an action plan that they can discuss and implement with their Line Manager upon their return.

What will be covered in this module?

• Setting overall objectives for the programme

• The difference between reactive and proactive

• Who has the greatest influence on sales?

• Increasing face-to-face sales

• Proactive telephone calls to existing customers to generate business

• Prospecting and information gathering with new customers

• The key attributes of a ‘Great Internal Proactive Sales Person’

• Personal action plans

What training style will be used?

This workshop will be a combination of, syndicate working groups, brain storming sessions, individual exercises and challenging interactive discussions. It will involve feedback sessions from other delegates and the chance to learn from other peoples’ experiences. There will be plenty of opportunity to create and develop an action plan that the delegates present to their team at the end of the day. There is guidance offered on post course action planning during the day by the trainer.

Included Within The Price

• Course Completion Certificate

• Course workbook

• Handouts

• Lunch

• Refreshments throughout the day

• Email and telephone support from Pinnacle Solutions after the course

Start/Finish Times

Start: 8:45am
Finish: 4:30 – 5:00pm

Please click on PURCHASE to reserve your place. We will then confirm the booking through email and will send you the joining instructions and invoice.

Duration: One Day

Who should attend and what will they gain?

This workshop is aimed at anyone who has day to day customer contact over the trade counter. We all know that first impressions count but how often do we evaluate the ongoing impression we make every time we come into contact with customers? Dealing face to face over the trade counter is often one of the most underutilised sales resources available to a branch.

The module begins by assessing the importance of individual behavior, asking delegates to critically look at the image they portray through the eyes of a customer. They will learn how the impact they make and questions they ask can lead directly to improved sales and margin. Time is then spent focusing on not just the personnel impact but also the image, layout and atmosphere of the trade counter with real emphasis on delegates taking true responsibility for their working environment.

The module concludes with each delegate carrying out a personal service rating of their own performance and preparing an action plan that they can discuss and implement with their Branch Manager back in the business.

What will be covered in this module?

• Creating a positive, strong and lasting ‘first impression’

• Personal first impressions

• The ‘Car Showroom’ mentality

• What is the purpose of a ‘Trade Counter’?

• Why do people buy?

• Creating a sales environment?

• Using your suppliers to create impact and run promotions

• Selling through questioning – ‘open questions’

• Listening

• Understanding margins and the value of business

• Key attributes ‘Trade Counter Champion’

What training style will be used?

This workshop will be a combination of, syndicate working groups, brain storming sessions, individual exercises and challenging interactive discussions. It will involve feedback sessions from other delegates and the chance to learn from other peoples’ experiences. There will be plenty of opportunity to create and develop an action plan that the delegates present to their team at the end of the day. There is guidance offered on post course action planning during the day by the trainer.

Included Within The Price

• Course Completion Certificate

• Course workbook

• Handouts

• Lunch

• Refreshments throughout the day

• Email and telephone support from Pinnacle Solutions after the course

Start/Finish Times

Start: 8:45am
Finish: 4:30 – 5:00pm

Please click on PURCHASE to reserve your place. We will then confirm the booking through email and will send you the joining instructions and invoice.

Duration: One Day

Who should attend and what will they gain?

This workshop is aimed at anyone who has day to day customer contact over the trade counter. We all know that first impressions count but how often do we evaluate the ongoing impression we make every time we come into contact with customers? Dealing face to face over the trade counter is often one of the most underutilised sales resources available to a branch.

The module begins by assessing the importance of individual behavior, asking delegates to critically look at the image they portray through the eyes of a customer. They will learn how the impact they make and questions they ask can lead directly to improved sales and margin. Time is then spent focusing on not just the personnel impact but also the image, layout and atmosphere of the trade counter with real emphasis on delegates taking true responsibility for their working environment.

The module concludes with each delegate carrying out a personal service rating of their own performance and preparing an action plan that they can discuss and implement with their Branch Manager back in the business.

What will be covered in this module?

• Creating a positive, strong and lasting ‘first impression’

• Personal first impressions

• The ‘Car Showroom’ mentality

• What is the purpose of a ‘Trade Counter’?

• Why do people buy?

• Creating a sales environment?

• Using your suppliers to create impact and run promotions

• Selling through questioning – ‘open questions’

• Listening

• Understanding margins and the value of business

• Key attributes ‘Trade Counter Champion’

What training style will be used?

This workshop will be a combination of, syndicate working groups, brain storming sessions, individual exercises and challenging interactive discussions. It will involve feedback sessions from other delegates and the chance to learn from other peoples’ experiences. There will be plenty of opportunity to create and develop an action plan that the delegates present to their team at the end of the day. There is guidance offered on post course action planning during the day by the trainer.

Included Within The Price

• Course Completion Certificate

• Course workbook

• Handouts

• Lunch

• Refreshments throughout the day

• Email and telephone support from Pinnacle Solutions after the course

Start/Finish Times

Start: 8:45am
Finish: 4:30 – 5:00pm

Please click on PURCHASE to reserve your place. We will then confirm the booking through email and will send you the joining instructions and invoice.

Duration: One Day

Who should attend and what will they gain?

This workshop will enable customer-facing team members to look at the personal service levels they provide and help them gain a more focused approach in developing best practice. It will help them take a fresh look at both their attitude and that of the customer.

This course will allow delegates to assess their own customer ‘Service’ rating identifying their key strengths and areas where improvements can be made. Delegates will look at how their behaviour can lose more customers than it gains and also allow them to relate the real cost of errors and the effect they have on retaining and developing customer relationships. Finally, they will be encouraged to set quality measurable individual goals to take back to the business and implement.

What will be covered in this module?

• What is customer service?

• Your service levels and expectations

• What are your customers real expectations?

• Where are errors made and why?

• The real cost of errors

• First impressions

• Basic time management

• Using a day book. Having a ‘To Do’ list

• Making and keeping promises

• The importance of honesty

• Key attributes of the ‘Customer Service Champion’

• ·Your personal ‘Customer Service’ rating

What training style will be used?

This workshop will be a combination of, syndicate working groups, brain storming sessions, individual exercises and challenging interactive discussions. It will involve feedback sessions from other delegates and the chance to learn from other peoples’ experiences. There will be plenty of opportunity to create and develop an action plan that the delegates present to their team at the end of the day. There is guidance offered on post course action planning during the day by the trainer.

Included Within The Price

• Course Completion Certificate

• Course workbook

• Handouts

• Lunch

• Refreshments throughout the day

• Email and telephone support from Pinnacle Solutions after the course

Start/Finish Times

Start: 8:45am
Finish: 4:30 – 5:00pm

Please click on PURCHASE to reserve your place. We will then confirm the booking through email and will send you the joining instructions and invoice.

Duration: One Day

Who should attend and what will they gain?

This workshop will enable customer-facing team members to look at the personal service levels they provide and help them gain a more focused approach in developing best practice. It will help them take a fresh look at both their attitude and that of the customer.

This course will allow delegates to assess their own customer ‘Service’ rating identifying their key strengths and areas where improvements can be made. Delegates will look at how their behaviour can lose more customers than it gains and also allow them to relate the real cost of errors and the effect they have on retaining and developing customer relationships. Finally, they will be encouraged to set quality measurable individual goals to take back to the business and implement.

What will be covered in this module?

• What is customer service?

• Your service levels and expectations

• What are your customers real expectations?

• Where are errors made and why?

• The real cost of errors

• First impressions

• Basic time management

• Using a day book. Having a ‘To Do’ list

• Making and keeping promises

• The importance of honesty

• Key attributes of the ‘Customer Service Champion’

• ·Your personal ‘Customer Service’ rating

What training style will be used?

This workshop will be a combination of, syndicate working groups, brain storming sessions, individual exercises and challenging interactive discussions. It will involve feedback sessions from other delegates and the chance to learn from other peoples’ experiences. There will be plenty of opportunity to create and develop an action plan that the delegates present to their team at the end of the day. There is guidance offered on post course action planning during the day by the trainer.

Included Within The Price

• Course Completion Certificate

• Course workbook

• Handouts

• Lunch

• Refreshments throughout the day

• Email and telephone support from Pinnacle Solutions after the course

Start/Finish Times

Start: 8:45am
Finish: 4:30 – 5:00pm

Please click on PURCHASE to reserve your place. We will then confirm the booking through email and will send you the joining instructions and invoice.

Duration: One Day

What’s it all about?

This module will give your team simple and effective tools to aid them in the development of both new and existing customers. The day will focus on building self-confidence and self-belief, helping the individuals focus on the positive side of sales and to see what the benefits are to them personally of growing sales.  The workshop will also look at the need to be resilient, giving attendees tips on how to deal with rejection in a non-personal way.

The day will help attendees take a fresh look at the way they communicate with all customers, moving the focus of all communication to sales development.  Delegates will look at basic, easy to implement ways to increase sales with both the re-active and pro-active order and enquiry.  As part of the workshop delegates will take away documents and forms that they can tailor and use back in the branch. 

The module concludes with each delegate preparing an action plan that they can discuss and implement with their Line Manager upon their return.

What will be covered in this module?

• Setting overall objectives for the programme

• The difference between reactive and proactive

• Who has the greatest influence on sales?

• Increasing face-to-face sales

• Proactive telephone calls to existing customers to generate business

• Prospecting and information gathering with new customers

• The key attributes of a ‘Great Internal Proactive Sales Person’

• Personal action plans

What training style will be used?

This workshop will be a combination of, syndicate working groups, brain storming sessions, individual exercises and challenging interactive discussions. It will involve feedback sessions from other delegates and the chance to learn from other peoples’ experiences. There will be plenty of opportunity to create and develop an action plan that the delegates present to their team at the end of the day. There is guidance offered on post course action planning during the day by the trainer.

Included Within The Price

• Course Completion Certificate

• Course workbook

• Handouts

• Lunch

• Refreshments throughout the day

• Email and telephone support from Pinnacle Solutions after the course

Start/Finish Times

Start: 8:45am
Finish: 4:30 – 5:00pm

Please click on PURCHASE to reserve your place. We will then confirm the booking through email and will send you the joining instructions and invoice.

Duration: One Day

Who should attend and what will they gain?

“I just didn’t have enough time to…” is a much-overused phrase in business today.  Companies are looking for employees who can agree to an objective and then deliver quality results within the agreed timescales, be that a daily objective or a six-month business forecast.  However, people and circumstances often result in objectives being agreed with little thought as to whether it is achievable or even worthwhile!

 The module works well with delegates to firstly assess how they manage their own time on a weekly basis.  By creating a time matrix, delegates will be able to note what tasks they personally need to achieve and what tasks need to be delegated/binned. Often tasks are agreed due to the fear of upsetting the other person – the module helps attendees to say “no” to a task without causing offence or feeling guilty.

Finally, the module looks at the results of on-going ineffective time management and asks delegates to break old habits to adapt a more focused approach which will benefit everyone – at work and at home!

What will the day involve?

• Why do we need to manage our time effectively?

• What are the results of ineffective time management?

• Choice – how we decide what we do/don’t want to do and the effect our decision has on others

• How effectively time is managed by an individual in a working week

• How to deal with interruptions and delegate without guilt

• Breaking old habits and introducing daily objectives

• The link between poor time management and stress

• The art of managing the boss – what are the results of agreeing to unachievable timescales

• · Saving time at meetings

What training style will be used?

This workshop will be a combination of syndicate groups and challenging interactive discussions. It will involve feedback sessions from other delegates and the chance to learn from other peoples’ experiences. There will be plenty of opportunity to create and develop an action plan for the delegates present to their team at the end of the day.  There is guidance offered on post course action planning during the day by the workshop leader.

Duration: One Day

WHAT’S IT ALL ABOUT

This workshop has been designed for both new and experienced trade counter and internal sales team members who are looking to develop their sales skills both over the telephone and face to face over the counter. It will give them simple and effective tools to aid them in the development of both new and existing customers. It will focus on building self-confidence and self-belief, helping the individuals focus on the positive side of sales and what are the benefits to them personally of growing branch sales. The workshop will also look at the need to be resilient, giving them tips on how to deal with rejection in a non-personal way.

It will help them take a fresh look at the way they communicate with all customers moving the focus of all communication to be sales development. Delegates will look at basic, easy to implement ways to increase sales with both the reactive and pro-active order and enquiry. As part of the workshop delegates will take away documents and forms that they can tailor and use back in the branch. The module concludes with each delegate preparing an action plan that they can discuss and implement with their Branch Manager back in the business.

WHAT WILL THE DAY INVOLVE?

• Introductions and overview

• Setting overall objectives for the programme

• The difference between reactive & proactive

• Who has the greatest influence on branch sales

• Increasing sales over the counter

• Pro-active telephone calls to existing customer to generate business

• Prospecting and information gathering with new customers

• The Key attributes of a ‘Great Internal Pro-Active Sales Person’

• Personal action plans

WHAT WILL THE DELEGATE BE ABLE TO DO UPON COMPLETION?

• Have the tools and confidence to make successful outbound sales calls

• Really question new customers who enter the branch completing a lead form

• Prepare professionally before making calls

• Grow sales with existing customer by maximising every delivery

• Follow up every quotation and turn more into orders

• Handle rejection in a non-personal way

• Overcome the fear of cold calling customer over the telephone

• Aid the Account Manager in gaining appointments

• Take away an action plan that they can start to implement immediately

WHAT TRAINING STYLE IS USED?

This workshop will be a combination of syndicate groups and challenging interactive discussions. It will involve feedback sessions from other delegates and the chance to learn from other peoples’ experiences. There will be plenty of opportunity to create and develop an action plan that the delegates present to their team at the end of the day.  There is guidance offered on post course action planning during the day by the trainer.

Duration: One Day

Who should attend and what will they gain?

o   How much do you spend?

o   Do you feel you get what you deserve from suppliers?

o   Are you dealing with your suppliers in a professional way to help drive sales and profit?

With margin continuously under pressure, the need to buy more professionally has never been so important.  As a business, if you give away at one end you have to save it at the other just to stand still.

Aimed at Branch Managers, Assistant Managers and Buyers who have a responsibility for spending money with suppliers, this workshop will provide a set of invaluable tools to enable them to get the most from their suppliers, resulting in both increased sales and reduced costs.

Supplier relationships and meetings will become more professional and action focused ensuring that the supplier actually starts to work for you. 

Anyone who attends will leave with a plan of how to develop ‘Sales Partnerships’ that ensure the supplier helps you and your team to grow the business and in return their revenue.  

What will the day involve?

• What makes a great supplier?

• Supporting those who support you

• Elevating your contact level 

• Negotiation skills – Win –Win

• Professional supplier meetings that create results

• Preparation by all parties

• Selling more to save more

• Working in partnership as a joint sales team

• Understanding and obtaining growth rebate

• Passing on increases but not savings

• Better Buying - driving a 1% saving on everything

What training style will be used?

This workshop will be a combination of syndicate groups and challenging interactive discussions. It will involve feedback sessions from other delegates and the chance to learn from other peoples’ experiences. There will be plenty of opportunity to create and develop an action plan for the delegates present to their team at the end of the day.  There is guidance offered on post course action planning during the day by the workshop leader.

Duration: One Day

Who should attend and what will they gain?

This workshop is designed specifically for Managers and / or Directors who have direct responsibility for recruiting personnel. The module looks at how vitally important it is to select the right person 1st time and how costly errors in recruitment can be to the business. We look at the need to commit real time to both the preparation and actual interviewing process.

Delegates will learn a process that begins by identifying and listing the skills, competencies and experience that applicants ‘must have’ followed by ones that are ‘desired but not essential’. This list forms the basis of all questioning and allows the interviewer to rank applicants accordingly based on fact and not ‘gut feeling’.

The workshop will cover the need to obtain pre-interview information from applicants and get them to prepare to ensure a structured and professional interview can be planned and take place. Attendees will work on preparing both open and closed questions to be used in the process and building a meaningful and interesting interview. Attendees will leave with a confidence and process to give greater success in employing the right people and keeping them.

What will the day involve?

• The true importance of skilled interviewing and recruitment.

• The cost of recruitment and getting it wrong.

• Preparation – identifying the essential skills, knowledge, experience and personality traits.

• Reviewing CV’s against the criteria – sticking to the spec.

• Preparing open and closed questions for the interview.

• Building the interview – the structure of an interview – start, middle and end.

• Ranking and comparing applicants.

• Never taking the wrong one.

• Making the right decision.

What will the delegate be able to do on completion?

• Conduct meaningful and professional interviews.

• Prepare for interviews in a structured way.

• Prepare and ask questions to really find out if the applicant can do the job.

• Compare applicants against set criteria.

• Sell the company and role honestly.

• Select the right candidate for the job.

• Take away an action plan that they can start to implement immediately.

What training style will be used?

This workshop will be a combination of syndicate groups and challenging interactive discussions. It will involve feedback sessions from other delegates and the chance to learn from other peoples’ experiences. There will be plenty of opportunity to create and develop an action plan for the delegates present to their team at the end of the day.  There is guidance offered on post course action planning during the day by the workshop leader.

Duration: One Day

Who should attend and what will they gain?

This workshop is designed specifically for Managers and / or Directors who have direct responsibility for recruiting personnel. The module looks at how vitally important it is to select the right person 1st time and how costly errors in recruitment can be to the business. We look at the need to commit real time to both the preparation and actual interviewing process.

Delegates will learn a process that begins by identifying and listing the skills, competencies and experience that applicants ‘must have’ followed by ones that are ‘desired but not essential’. This list forms the basis of all questioning and allows the interviewer to rank applicants accordingly based on fact and not ‘gut feeling’.

The workshop will cover the need to obtain pre-interview information from applicants and get them to prepare to ensure a structured and professional interview can be planned and take place. Attendees will work on preparing both open and closed questions to be used in the process and building a meaningful and interesting interview. Attendees will leave with a confidence and process to give greater success in employing the right people and keeping them.

What will the day involve?

• The true importance of skilled interviewing and recruitment.

• The cost of recruitment and getting it wrong.

• Preparation – identifying the essential skills, knowledge, experience and personality traits.

• Reviewing CV’s against the criteria – sticking to the spec.

• Preparing open and closed questions for the interview.

• Building the interview – the structure of an interview – start, middle and end.

• Ranking and comparing applicants.

• Never taking the wrong one.

• Making the right decision.

What will the delegate be able to do on completion?

• Conduct meaningful and professional interviews.

• Prepare for interviews in a structured way.

• Prepare and ask questions to really find out if the applicant can do the job.

• Compare applicants against set criteria.

• Sell the company and role honestly.

• Select the right candidate for the job.

• Take away an action plan that they can start to implement immediately.

What training style will be used?

This workshop will be a combination of syndicate groups and challenging interactive discussions. It will involve feedback sessions from other delegates and the chance to learn from other peoples’ experiences. There will be plenty of opportunity to create and develop an action plan for the delegates present to their team at the end of the day.  There is guidance offered on post course action planning during the day by the workshop leader.

Duration: One Day

WHAT’S IT ALL ABOUT

This workshop has been designed for both new and experienced trade counter and internal sales team members who are looking to develop their sales skills both over the telephone and face to face over the counter. It will give them simple and effective tools to aid them in the development of both new and existing customers. It will focus on building self-confidence and self-belief, helping the individuals focus on the positive side of sales and what are the benefits to them personally of growing branch sales. The workshop will also look at the need to be resilient, giving them tips on how to deal with rejection in a non-personal way.

It will help them take a fresh look at the way they communicate with all customers moving the focus of all communication to be sales development. Delegates will look at basic, easy to implement ways to increase sales with both the reactive and pro-active order and enquiry. As part of the workshop delegates will take away documents and forms that they can tailor and use back in the branch. The module concludes with each delegate preparing an action plan that they can discuss and implement with their Branch Manager back in the business.

WHAT WILL THE DAY INVOLVE?

• Introductions and overview

• Setting overall objectives for the programme

• The difference between reactive & proactive

• Who has the greatest influence on branch sales

• Increasing sales over the counter

• Pro-active telephone calls to existing customer to generate business

• Prospecting and information gathering with new customers

• The Key attributes of a ‘Great Internal Pro-Active Sales Person’

• Personal action plans

WHAT WILL THE DELEGATE BE ABLE TO DO UPON COMPLETION?

• Have the tools and confidence to make successful outbound sales calls

• Really question new customers who enter the branch completing a lead form

• Prepare professionally before making calls

• Grow sales with existing customer by maximising every delivery

• Follow up every quotation and turn more into orders

• Handle rejection in a non-personal way

• Overcome the fear of cold calling customer over the telephone

• Aid the Account Manager in gaining appointments

• Take away an action plan that they can start to implement immediately

WHAT TRAINING STYLE IS USED?

This workshop will be a combination of syndicate groups and challenging interactive discussions. It will involve feedback sessions from other delegates and the chance to learn from other peoples’ experiences. There will be plenty of opportunity to create and develop an action plan that the delegates present to their team at the end of the day.  There is guidance offered on post course action planning during the day by the trainer.

Duration: One Day

WHAT’S IT ALL ABOUT

This workshop has been designed for both new and experienced trade counter and internal sales team members who are looking to develop their sales skills both over the telephone and face to face over the counter. It will give them simple and effective tools to aid them in the development of both new and existing customers. It will focus on building self-confidence and self-belief, helping the individuals focus on the positive side of sales and what are the benefits to them personally of growing branch sales. The workshop will also look at the need to be resilient, giving them tips on how to deal with rejection in a non-personal way.

It will help them take a fresh look at the way they communicate with all customers moving the focus of all communication to be sales development. Delegates will look at basic, easy to implement ways to increase sales with both the reactive and pro-active order and enquiry. As part of the workshop delegates will take away documents and forms that they can tailor and use back in the branch. The module concludes with each delegate preparing an action plan that they can discuss and implement with their Branch Manager back in the business.

WHAT WILL THE DAY INVOLVE?

• Introductions and overview

• Setting overall objectives for the programme

• The difference between reactive & proactive

• Who has the greatest influence on branch sales

• Increasing sales over the counter

• Pro-active telephone calls to existing customer to generate business

• Prospecting and information gathering with new customers

• The Key attributes of a ‘Great Internal Pro-Active Sales Person’

• Personal action plans

WHAT WILL THE DELEGATE BE ABLE TO DO UPON COMPLETION?

• Have the tools and confidence to make successful outbound sales calls

• Really question new customers who enter the branch completing a lead form

• Prepare professionally before making calls

• Grow sales with existing customer by maximising every delivery

• Follow up every quotation and turn more into orders

• Handle rejection in a non-personal way

• Overcome the fear of cold calling customer over the telephone

• Aid the Account Manager in gaining appointments

• Take away an action plan that they can start to implement immediately

WHAT TRAINING STYLE IS USED?

This workshop will be a combination of syndicate groups and challenging interactive discussions. It will involve feedback sessions from other delegates and the chance to learn from other peoples’ experiences. There will be plenty of opportunity to create and develop an action plan that the delegates present to their team at the end of the day.  There is guidance offered on post course action planning during the day by the trainer.

Duration: One Day

WHAT’S IT ALL ABOUT

This workshop has been designed for both new and experienced trade counter and internal sales team members who are looking to develop their sales skills both over the telephone and face to face over the counter. It will give them simple and effective tools to aid them in the development of both new and existing customers. It will focus on building self-confidence and self-belief, helping the individuals focus on the positive side of sales and what are the benefits to them personally of growing branch sales. The workshop will also look at the need to be resilient, giving them tips on how to deal with rejection in a non-personal way.

It will help them take a fresh look at the way they communicate with all customers moving the focus of all communication to be sales development. Delegates will look at basic, easy to implement ways to increase sales with both the reactive and pro-active order and enquiry. As part of the workshop delegates will take away documents and forms that they can tailor and use back in the branch. The module concludes with each delegate preparing an action plan that they can discuss and implement with their Branch Manager back in the business.

WHAT WILL THE DAY INVOLVE?

• Introductions and overview

• Setting overall objectives for the programme

• The difference between reactive & proactive

• Who has the greatest influence on branch sales

• Increasing sales over the counter

• Pro-active telephone calls to existing customer to generate business

• Prospecting and information gathering with new customers

• The Key attributes of a ‘Great Internal Pro-Active Sales Person’

• Personal action plans

WHAT WILL THE DELEGATE BE ABLE TO DO UPON COMPLETION?

• Have the tools and confidence to make successful outbound sales calls

• Really question new customers who enter the branch completing a lead form

• Prepare professionally before making calls

• Grow sales with existing customer by maximising every delivery

• Follow up every quotation and turn more into orders

• Handle rejection in a non-personal way

• Overcome the fear of cold calling customer over the telephone

• Aid the Account Manager in gaining appointments

• Take away an action plan that they can start to implement immediately

WHAT TRAINING STYLE IS USED?

This workshop will be a combination of syndicate groups and challenging interactive discussions. It will involve feedback sessions from other delegates and the chance to learn from other peoples’ experiences. There will be plenty of opportunity to create and develop an action plan that the delegates present to their team at the end of the day.  There is guidance offered on post course action planning during the day by the trainer.

What’s it all about?

This workshop has been designed for both established and new external, customer facing sales teams. It will enable them to learn (or revisit) the key aspects of selling effectively face to face and the importance of building long-term ‘business relationships’. Focusing initially on how they see their roles and responsibilities, honing in on the need for a professional approach to all customers at all times. The days will give them a sounding in the importance of planning and task management, the skills needed to gain those elusive appointments and to ensure clear, goal driven objectives are at the forefront of sales activity. They will drill down into the importance of creating a great first impression on every call and work to build a structure and agenda for conducting successful business meetings.

The aim of the days is to allow the delegates to broaden their abilities in sales, learning how to utilise the Company’s unique selling points to grow their business. We will explore using open questions to gain real knowledge of the customer and the importance of really listening in the sales process. Finally they will be encouraged to set quality, measurable goals as individual to put what they have learnt into practice.

What will the delegate be able to do upon completion

• What is a Sales Professional?

• What are the Key Ingredients of a Great Sales Professional?

• Creating a Great First Impression on Every Call.

• Planning and Running Effective Business Meetings

• The ‘Sales Champion’ – Self Assessment.

• Effective Time Management Tips:

• Making Fixed Appointments

• Effective Journey Planning

• Using Open and Closed Questions

• Active Listening

What will be covered

• Gain greater respect from their customers and colleagues.

• Recognise the self-motivation needed in order to be a successful sales person.

• Effectively manage their time and prioritise tasks in relation to results.

• Discover the advantages of objective based business meetings.

• Create a great and lasting first impression on every call.

• Gain ‘sales time’ through effective planning and getting more fixed appointments.

• Gain a real understanding of customers’ needs through the use of open questions.

• Identify the importance of having clear, focused and goal-driven objectives.

• Take away a personal action plan that they can start to implement immediately.

What will the day be like?

This workshop will be a combination of syndicate groups and challenging interactive discussions. It will involve feedback sessions from other delegates and the chance to learn from other peoples’ experiences. There will be plenty of opportunity to create and develop an action plan that the delegates present to their team at the end of the day. There is guidance offered on post course action planning during the day by the trainer.

Duration: One Day

Who should attend and what will they gain?

This workshop is designed specifically for Managers and / or Directors who have direct responsibility for recruiting personnel. The module looks at how vitally important it is to select the right person 1st time and how costly errors in recruitment can be to the business. We look at the need to commit real time to both the preparation and actual interviewing process.

Delegates will learn a process that begins by identifying and listing the skills, competencies and experience that applicants ‘must have’ followed by ones that are ‘desired but not essential’. This list forms the basis of all questioning and allows the interviewer to rank applicants accordingly based on fact and not ‘gut feeling’.

The workshop will cover the need to obtain pre-interview information from applicants and get them to prepare to ensure a structured and professional interview can be planned and take place. Attendees will work on preparing both open and closed questions to be used in the process and building a meaningful and interesting interview. Attendees will leave with a confidence and process to give greater success in employing the right people and keeping them.

What will the day involve?

• The true importance of skilled interviewing and recruitment.

• The cost of recruitment and getting it wrong.

• Preparation – identifying the essential skills, knowledge, experience and personality traits.

• Reviewing CV’s against the criteria – sticking to the spec.

• Preparing open and closed questions for the interview.

• Building the interview – the structure of an interview – start, middle and end.

• Ranking and comparing applicants.

• Never taking the wrong one.

• Making the right decision.

What will the delegate be able to do on completion?

• Conduct meaningful and professional interviews.

• Prepare for interviews in a structured way.

• Prepare and ask questions to really find out if the applicant can do the job.

• Compare applicants against set criteria.

• Sell the company and role honestly.

• Select the right candidate for the job.

• Take away an action plan that they can start to implement immediately.

What training style will be used?

This workshop will be a combination of syndicate groups and challenging interactive discussions. It will involve feedback sessions from other delegates and the chance to learn from other peoples’ experiences. There will be plenty of opportunity to create and develop an action plan for the delegates present to their team at the end of the day.  There is guidance offered on post course action planning during the day by the workshop leader.

What’s it all about?

This workshop has been designed for both established and new external, customer facing sales teams. It will enable them to learn (or revisit) the key aspects of selling effectively face to face and the importance of building long-term ‘business relationships’. Focusing initially on how they see their roles and responsibilities, honing in on the need for a professional approach to all customers at all times. The days will give them a sounding in the importance of planning and task management, the skills needed to gain those elusive appointments and to ensure clear, goal driven objectives are at the forefront of sales activity. They will drill down into the importance of creating a great first impression on every call and work to build a structure and agenda for conducting successful business meetings.

The aim of the days is to allow the delegates to broaden their abilities in sales, learning how to utilise the Company’s unique selling points to grow their business. We will explore using open questions to gain real knowledge of the customer and the importance of really listening in the sales process. Finally they will be encouraged to set quality, measurable goals as individual to put what they have learnt into practice.

What will the delegate be able to do upon completion

• What is a Sales Professional?

• What are the Key Ingredients of a Great Sales Professional?

• Creating a Great First Impression on Every Call.

• Planning and Running Effective Business Meetings

• The ‘Sales Champion’ – Self Assessment.

• Effective Time Management Tips:

• Making Fixed Appointments

• Effective Journey Planning

• Using Open and Closed Questions

• Active Listening

What will be covered

• Gain greater respect from their customers and colleagues.

• Recognise the self-motivation needed in order to be a successful sales person.

• Effectively manage their time and prioritise tasks in relation to results.

• Discover the advantages of objective based business meetings.

• Create a great and lasting first impression on every call.

• Gain ‘sales time’ through effective planning and getting more fixed appointments.

• Gain a real understanding of customers’ needs through the use of open questions.

• Identify the importance of having clear, focused and goal-driven objectives.

• Take away a personal action plan that they can start to implement immediately.

What will the day be like?

This workshop will be a combination of syndicate groups and challenging interactive discussions. It will involve feedback sessions from other delegates and the chance to learn from other peoples’ experiences. There will be plenty of opportunity to create and develop an action plan that the delegates present to their team at the end of the day. There is guidance offered on post course action planning during the day by the trainer.

Duration: One Day

WHAT’S IT ALL ABOUT

This workshop has been designed for both new and experienced trade counter and internal sales team members who are looking to develop their sales skills both over the telephone and face to face over the counter. It will give them simple and effective tools to aid them in the development of both new and existing customers. It will focus on building self-confidence and self-belief, helping the individuals focus on the positive side of sales and what are the benefits to them personally of growing branch sales. The workshop will also look at the need to be resilient, giving them tips on how to deal with rejection in a non-personal way.

It will help them take a fresh look at the way they communicate with all customers moving the focus of all communication to be sales development. Delegates will look at basic, easy to implement ways to increase sales with both the reactive and pro-active order and enquiry. As part of the workshop delegates will take away documents and forms that they can tailor and use back in the branch. The module concludes with each delegate preparing an action plan that they can discuss and implement with their Branch Manager back in the business.

WHAT WILL THE DAY INVOLVE?

• Introductions and overview

• Setting overall objectives for the programme

• The difference between reactive & proactive

• Who has the greatest influence on branch sales

• Increasing sales over the counter

• Pro-active telephone calls to existing customer to generate business

• Prospecting and information gathering with new customers

• The Key attributes of a ‘Great Internal Pro-Active Sales Person’

• Personal action plans

WHAT WILL THE DELEGATE BE ABLE TO DO UPON COMPLETION?

• Have the tools and confidence to make successful outbound sales calls

• Really question new customers who enter the branch completing a lead form

• Prepare professionally before making calls

• Grow sales with existing customer by maximising every delivery

• Follow up every quotation and turn more into orders

• Handle rejection in a non-personal way

• Overcome the fear of cold calling customer over the telephone

• Aid the Account Manager in gaining appointments

• Take away an action plan that they can start to implement immediately

WHAT TRAINING STYLE IS USED?

This workshop will be a combination of syndicate groups and challenging interactive discussions. It will involve feedback sessions from other delegates and the chance to learn from other peoples’ experiences. There will be plenty of opportunity to create and develop an action plan that the delegates present to their team at the end of the day.  There is guidance offered on post course action planning during the day by the trainer.

Duration: One Day

Who should attend and what will they gain?

This workshop is designed specifically for Managers and / or Directors who have direct responsibility for recruiting personnel. The module looks at how vitally important it is to select the right person 1st time and how costly errors in recruitment can be to the business. We look at the need to commit real time to both the preparation and actual interviewing process.

Delegates will learn a process that begins by identifying and listing the skills, competencies and experience that applicants ‘must have’ followed by ones that are ‘desired but not essential’. This list forms the basis of all questioning and allows the interviewer to rank applicants accordingly based on fact and not ‘gut feeling’.

The workshop will cover the need to obtain pre-interview information from applicants and get them to prepare to ensure a structured and professional interview can be planned and take place. Attendees will work on preparing both open and closed questions to be used in the process and building a meaningful and interesting interview. Attendees will leave with a confidence and process to give greater success in employing the right people and keeping them.

What will the day involve?

• The true importance of skilled interviewing and recruitment.

• The cost of recruitment and getting it wrong.

• Preparation – identifying the essential skills, knowledge, experience and personality traits.

• Reviewing CV’s against the criteria – sticking to the spec.

• Preparing open and closed questions for the interview.

• Building the interview – the structure of an interview – start, middle and end.

• Ranking and comparing applicants.

• Never taking the wrong one.

• Making the right decision.

What will the delegate be able to do on completion?

• Conduct meaningful and professional interviews.

• Prepare for interviews in a structured way.

• Prepare and ask questions to really find out if the applicant can do the job.

• Compare applicants against set criteria.

• Sell the company and role honestly.

• Select the right candidate for the job.

• Take away an action plan that they can start to implement immediately.

What training style will be used?

This workshop will be a combination of syndicate groups and challenging interactive discussions. It will involve feedback sessions from other delegates and the chance to learn from other peoples’ experiences. There will be plenty of opportunity to create and develop an action plan for the delegates present to their team at the end of the day.  There is guidance offered on post course action planning during the day by the workshop leader.

Duration: One Day

WHAT’S IT ALL ABOUT

This workshop has been designed for both new and experienced trade counter and internal sales team members who are looking to develop their sales skills both over the telephone and face to face over the counter. It will give them simple and effective tools to aid them in the development of both new and existing customers. It will focus on building self-confidence and self-belief, helping the individuals focus on the positive side of sales and what are the benefits to them personally of growing branch sales. The workshop will also look at the need to be resilient, giving them tips on how to deal with rejection in a non-personal way.

It will help them take a fresh look at the way they communicate with all customers moving the focus of all communication to be sales development. Delegates will look at basic, easy to implement ways to increase sales with both the reactive and pro-active order and enquiry. As part of the workshop delegates will take away documents and forms that they can tailor and use back in the branch. The module concludes with each delegate preparing an action plan that they can discuss and implement with their Branch Manager back in the business.

WHAT WILL THE DAY INVOLVE

• Introductions and overview

• Setting overall objectives for the programme

• The difference between reactive & proactive

• Who has the greatest influence on branch sales

• Increasing sales over the counter

• Pro-active telephone calls to existing customer to generate business

• Prospecting and information gathering with new customers

• The Key attributes of a ‘Great Internal Pro-Active Sales Person’

• Personal action plans

WHAT WILL THE DELEGATE BE ABLE TO DO UPON COMPLETION

• Have the tools and confidence to make successful outbound sales calls

• Really question new customers who enter the branch completing a lead form

• Prepare professionally before making calls

• Grow sales with existing customer by maximising every delivery

• Follow up every quotation and turn more into orders

• Handle rejection in a non-personal way

• Overcome the fear of cold calling customer over the telephone

• Aid the Account Manager in gaining appointments

• Take away an action plan that they can start to implement immediately

WHAT TRAINING STYLE IS USED

This workshop will be a combination of syndicate groups and challenging interactive discussions. It will involve feedback sessions from other delegates and the chance to learn from other peoples’ experiences. There will be plenty of opportunity to create and develop an action plan that the delegates present to their team at the end of the day.  There is guidance offered on post course action planning during the day by the trainer.

What’s it all about?

The Van Driver can be described as the ‘Face of the Company’, often they interact with customer than anyone else in the business, and however they are also often overlooked from a development point of view.

This workshop has been designed specifically for the industries fantastic people who drive the van, looking to develop their confidence and communication skills with customers with a goal of providing a first class customer service experience ego your clients on every drop.

Delegates will assess the importance of their role and the ‘Service’ levels they provide identifying their key strengths and areas where improvements can be made help them gain a more focused approach

They will cover some of the basics of good vehicle maintenance, safe driving and effective route planning as well as learning some really simple ways that they can help to grow the business by gaining additional orders and gathering leads.

Finally, they will be encouraged to set quality measurable individual goals to take back to the business and implement.

Objective

• What is your experience of delivery services?

• Your service levels and expectations.

• Your customer’s real expectations?

• 1st Impressions on every drop

• Vehicle Care and Safe Driving

• Effective Route Planning

• The journey from order to delivery

• Selling from the Van

• Gathering sales leads and feedback

What will the day be like?

•  Understand how they personally effect the impression of the business

• Have the confidence when communicating with the customer

• Work to a new standard of service, striving for excellence – Right 1st time, every time

• Develop and evolve a culture of “customer focus”

• Increase motivation and become more involved in customer service

• Increase sales for the branch by having a proactive approach

Duration: One Day

WHAT’S IT ALL ABOUT

This workshop has been designed for both new and experienced trade counter and internal sales team members who are looking to develop their sales skills both over the telephone and face to face over the counter. It will give them simple and effective tools to aid them in the development of both new and existing customers. It will focus on building self-confidence and self-belief, helping the individuals focus on the positive side of sales and what are the benefits to them personally of growing branch sales. The workshop will also look at the need to be resilient, giving them tips on how to deal with rejection in a non-personal way.

It will help them take a fresh look at the way they communicate with all customers moving the focus of all communication to be sales development. Delegates will look at basic, easy to implement ways to increase sales with both the reactive and pro-active order and enquiry. As part of the workshop delegates will take away documents and forms that they can tailor and use back in the branch. The module concludes with each delegate preparing an action plan that they can discuss and implement with their Branch Manager back in the business.

WHAT WILL THE DAY INVOLVE

• Introductions and overview

• Setting overall objectives for the programme

• The difference between reactive & proactive

• Who has the greatest influence on branch sales

• Increasing sales over the counter

• Pro-active telephone calls to existing customer to generate business

• Prospecting and information gathering with new customers

• The Key attributes of a ‘Great Internal Pro-Active Sales Person’

• Personal action plans

WHAT WILL THE DELEGATE BE ABLE TO DO UPON COMPLETION

• Have the tools and confidence to make successful outbound sales calls

• Really question new customers who enter the branch completing a lead form

• Prepare professionally before making calls

• Grow sales with existing customer by maximising every delivery

• Follow up every quotation and turn more into orders

• Handle rejection in a non-personal way

• Overcome the fear of cold calling customer over the telephone

• Aid the Account Manager in gaining appointments

• Take away an action plan that they can start to implement immediately

WHAT TRAINING STYLE IS USED

This workshop will be a combination of syndicate groups and challenging interactive discussions. It will involve feedback sessions from other delegates and the chance to learn from other peoples’ experiences. There will be plenty of opportunity to create and develop an action plan that the delegates present to their team at the end of the day.  There is guidance offered on post course action planning during the day by the trainer.

Duration: One Day

WHAT’S IT ALL ABOUT

This workshop has been designed for both new and experienced trade counter and internal sales team members who are looking to develop their sales skills both over the telephone and face to face over the counter. It will give them simple and effective tools to aid them in the development of both new and existing customers. It will focus on building self-confidence and self-belief, helping the individuals focus on the positive side of sales and what are the benefits to them personally of growing branch sales. The workshop will also look at the need to be resilient, giving them tips on how to deal with rejection in a non-personal way.

It will help them take a fresh look at the way they communicate with all customers moving the focus of all communication to be sales development. Delegates will look at basic, easy to implement ways to increase sales with both the reactive and pro-active order and enquiry. As part of the workshop delegates will take away documents and forms that they can tailor and use back in the branch. The module concludes with each delegate preparing an action plan that they can discuss and implement with their Branch Manager back in the business.

WHAT WILL THE DAY INVOLVE

• Introductions and overview

• Setting overall objectives for the programme

• The difference between reactive & proactive

• Who has the greatest influence on branch sales

• Increasing sales over the counter

• Pro-active telephone calls to existing customer to generate business

• Prospecting and information gathering with new customers

• The Key attributes of a ‘Great Internal Pro-Active Sales Person’

• Personal action plans

WHAT WILL THE DELEGATE BE ABLE TO DO UPON COMPLETION

• Have the tools and confidence to make successful outbound sales calls

• Really question new customers who enter the branch completing a lead form

• Prepare professionally before making calls

• Grow sales with existing customer by maximising every delivery

• Follow up every quotation and turn more into orders

• Handle rejection in a non-personal way

• Overcome the fear of cold calling customer over the telephone

• Aid the Account Manager in gaining appointments

• Take away an action plan that they can start to implement immediately

WHAT TRAINING STYLE IS USED

This workshop will be a combination of syndicate groups and challenging interactive discussions. It will involve feedback sessions from other delegates and the chance to learn from other peoples’ experiences. There will be plenty of opportunity to create and develop an action plan that the delegates present to their team at the end of the day.  There is guidance offered on post course action planning during the day by the trainer.

Duration: One Day

What’s it all about

This workshop is designed specifically for Managers and / or Directors who have direct responsibility for recruiting personnel. The module looks at how vitally important it is to select the right person 1st time and how costly errors in recruitment can be to the business. We look at the need to commit real time to both the preparation and actual interviewing process. Delegates will learn a process that begins by identifying and listing the skills, competencies and experience that applicants ‘must have’ followed by ones that are ‘desired but not essential’. This list forms the basis of all questioning and allows the interviewer to rank applicants accordingly based on fact and not ‘gut feeling’. The workshop will cover the need to obtain pre-interview information from applicants and get them to prepare to ensure a structured and professional interview can be planned and take place. Attendees will work on preparing both open and closed questions to be used in the process and building a meaningful and interesting interview. Attendees will leave with a confidence and process to give greater success in employing the right people and keeping them.

What will the day involve

• The true importance of skilled interviewing and recruitment.

• The cost of recruitment and getting it wrong.

• Preparation – identifying the essential skills, knowledge, experience and personality traits.

• Reviewing CV’s against the criteria – sticking to the spec.

• Preparing open and closed questions for the interview.

• Building the interview – the structure of an interview – start, middle and end.

• Ranking and comparing applicants.

• Never taking the wrong one.

• Making the right decision.

What will the delegate be able to do on completion

• Conduct meaningful and professional interviews.

• Prepare for interviews in a structured way.

• Prepare and ask questions to really find out if the applicant can do the job.

• Compare applicants against set criteria.

• Sell the company and role honestly.

• Select the right candidate for the job.

• Take away an action plan that they can start to implement immediately.

What training style is used

This workshop will be a combination of syndicate groups and challenging interactive discussions. It will involve feedback sessions from other delegates and the chance to learn from other peoples’ experiences. There will be plenty of opportunity to create and develop an action plan for the delegates present to their team at the end of the day.  There is guidance offered on post course action planning during the day by the workshop leader.

Duration: One Day

WHAT’S IT ALL ABOUT

This workshop has been designed for both new and experienced trade counter and internal sales team members who are looking to develop their sales skills both over the telephone and face to face over the counter. It will give them simple and effective tools to aid them in the development of both new and existing customers. It will focus on building self-confidence and self-belief, helping the individuals focus on the positive side of sales and what are the benefits to them personally of growing branch sales. The workshop will also look at the need to be resilient, giving them tips on how to deal with rejection in a non-personal way.

It will help them take a fresh look at the way they communicate with all customers moving the focus of all communication to be sales development. Delegates will look at basic, easy to implement ways to increase sales with both the reactive and pro-active order and enquiry. As part of the workshop delegates will take away documents and forms that they can tailor and use back in the branch. The module concludes with each delegate preparing an action plan that they can discuss and implement with their Branch Manager back in the business.

WHAT WILL THE DAY INVOLVE

• Introductions and overview

• Setting overall objectives for the programme

• The difference between reactive & proactive

• Who has the greatest influence on branch sales

• Increasing sales over the counter

• Pro-active telephone calls to existing customer to generate business

• Prospecting and information gathering with new customers

• The Key attributes of a ‘Great Internal Pro-Active Sales Person’

• Personal action plans

WHAT WILL THE DELEGATE BE ABLE TO DO UPON COMPLETION

• Have the tools and confidence to make successful outbound sales calls

• Really question new customers who enter the branch completing a lead form

• Prepare professionally before making calls

• Grow sales with existing customer by maximising every delivery

• Follow up every quotation and turn more into orders

• Handle rejection in a non-personal way

• Overcome the fear of cold calling customer over the telephone

• Aid the Account Manager in gaining appointments

• Take away an action plan that they can start to implement immediately

WHAT TRAINING STYLE IS USED

This workshop will be a combination of syndicate groups and challenging interactive discussions. It will involve feedback sessions from other delegates and the chance to learn from other peoples’ experiences. There will be plenty of opportunity to create and develop an action plan that the delegates present to their team at the end of the day.  There is guidance offered on post course action planning during the day by the trainer.