Essential Skills of a Successful Sales Professional
Sep
24
9:00 AM09:00

Essential Skills of a Successful Sales Professional

295.00
Quantity:
Add To Cart

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.

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Conducting Effective Interviews
Sep
25
9:00 AM09:00

Conducting Effective Interviews

295.00
Quantity:
Add To Cart

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.

View Event →
Essential Skills of a Successful Sales Professional
Oct
1
9:00 AM09:00

Essential Skills of a Successful Sales Professional

295.00
Quantity:
Add To Cart

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.

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Pro-Active Internal Sales
Oct
2
8:45 AM08:45

Pro-Active Internal Sales

295.00
Quantity:
Add To Cart

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.

View Event →
Pro-Active Internal Sales
Oct
3
8:45 AM08:45

Pro-Active Internal Sales

295.00
Quantity:
Add To Cart

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.

View Event →
Pro-Active Internal Sales
Oct
16
8:45 AM08:45

Pro-Active Internal Sales

295.00
Quantity:
Add To Cart

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.

View Event →
Conducting Effective Interviews
Oct
29
9:00 AM09:00

Conducting Effective Interviews

295.00
Quantity:
Add To Cart

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.

View Event →
Conducting Effective Interviews
Nov
11
9:00 AM09:00

Conducting Effective Interviews

295.00
Quantity:
Add To Cart

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.

View Event →
Excelling at Customer Service
Jan
29
9:00 AM09:00

Excelling at Customer Service

295.00
Quantity:
Add To Cart

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 will the delegate be able to do on completion?

  • Understand how they personally effect customer service

  • Relate to the true cost of ‘silly mistakes’ in the service process

  • Adopt basic time management principles

  • Make realistic service promises that they can keep

  • Have the confidence to be honest with a customer and say ‘No’ when needed

  • Work to a new standard of service, striving for excellence

  • Develop and evolve a culture of “customer focus”

  • Increase motivation by becoming more visible

  • Look at their own improvement areas and set goals

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.

View Event →
Excelling at Customer Service
Jan
29
9:00 AM09:00

Excelling at Customer Service

295.00
Quantity:
Add To Cart

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 will the delegate be able to do on completion?

  • Understand how they personally effect customer service

  • Relate to the true cost of ‘silly mistakes’ in the service process

  • Adopt basic time management principles

  • Make realistic service promises that they can keep

  • Have the confidence to be honest with a customer and say ‘No’ when needed

  • Work to a new standard of service, striving for excellence

  • Develop and evolve a culture of “customer focus”

  • Increase motivation by becoming more visible

  • Look at their own improvement areas and set goals

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.

View Event →
Excelling at Customer Service
Feb
4
9:00 AM09:00

Excelling at Customer Service

295.00
Quantity:
Add To Cart

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 will the delegate be able to do on completion?

  • Understand how they personally effect customer service

  • Relate to the true cost of ‘silly mistakes’ in the service process

  • Adopt basic time management principles

  • Make realistic service promises that they can keep

  • Have the confidence to be honest with a customer and say ‘No’ when needed

  • Work to a new standard of service, striving for excellence

  • Develop and evolve a culture of “customer focus”

  • Increase motivation by becoming more visible

  • Look at their own improvement areas and set goals

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.

View Event →
Excelling at Customer Service
Feb
5
9:00 AM09:00

Excelling at Customer Service

295.00
Quantity:
Add To Cart

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 will the delegate be able to do on completion?

  • Understand how they personally effect customer service

  • Relate to the true cost of ‘silly mistakes’ in the service process

  • Adopt basic time management principles

  • Make realistic service promises that they can keep

  • Have the confidence to be honest with a customer and say ‘No’ when needed

  • Work to a new standard of service, striving for excellence

  • Develop and evolve a culture of “customer focus”

  • Increase motivation by becoming more visible

  • Look at their own improvement areas and set goals

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.

View Event →
Cold Calling and Booking Appointments
Mar
25
9:00 AM09:00

Cold Calling and Booking Appointments

295.00
Quantity:
Add To Cart

Duration: One Day

Who should attend and what will they gain?

This workshop has been designed for both new and experienced sales people looking to improve their confidence and effectiveness in cold calling potential new clients and increasing the number of fixed appointments they achieve.  The delegates will examine the importance to any business of continuously adding new customers and the need to make it part of their daily activities.

The workshop will guide them through a structured framework for success covering research, the actual call to get an appointment, the first meeting face to face and finally the follow up.  Objections are explored using real examples and ways of challenging and overcoming them are worked out.  We will explore the fear people have of rejection and how we can reduce this through preparation and a professional approach.

Delegates will be given some basic tools and templates to assist them when they return to their roles.  The workshop closes with the attendees reviewing their current customer base/sectors to determine which sectors they should be targeting; this enables them to prepare an action plan to take away and immediately put into practice.

What will be covered in this module?

  • Preparation and effective research of potential clients

  • The importance of fixed appointments

  • Dealing with rejection effectively

  • Making successful telephone cold calls

  • Building and rehearsing your pitch

  • Making first meeting memorable and interesting

  • Challenging and overcoming objections

  • The importance of follow up

What will the delegate be able to do on completion?

Plan and implement a successful strategy to gain new clients

  • Deliver an effective introduction to use when cold calling over the telephone

  • Effectively research potential clients to gain more appointments

  • Overcome basic objections

  • Conduct professional and interesting first meetings and leave an impact

  • Gain more fixed appointments thus becoming more effective

  • Ensure actions from meeting are followed through and second appointments are gained

  • 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 to present to their team at the end of the day. There is guidance offered on post course action planning during the days by the workshop leader.

View Event →
Cold Calling and Booking Appointments
Mar
25
9:00 AM09:00

Cold Calling and Booking Appointments

295.00
Quantity:
Add To Cart

Duration: One Day

Who should attend and what will they gain?

This workshop has been designed for both new and experienced sales people looking to improve their confidence and effectiveness in cold calling potential new clients and increasing the number of fixed appointments they achieve.  The delegates will examine the importance to any business of continuously adding new customers and the need to make it part of their daily activities.

The workshop will guide them through a structured framework for success covering research, the actual call to get an appointment, the first meeting face to face and finally the follow up.  Objections are explored using real examples and ways of challenging and overcoming them are worked out.  We will explore the fear people have of rejection and how we can reduce this through preparation and a professional approach.

Delegates will be given some basic tools and templates to assist them when they return to their roles.  The workshop closes with the attendees reviewing their current customer base/sectors to determine which sectors they should be targeting; this enables them to prepare an action plan to take away and immediately put into practice.

What will be covered in this module?

  • Preparation and effective research of potential clients

  • The importance of fixed appointments

  • Dealing with rejection effectively

  • Making successful telephone cold calls

  • Building and rehearsing your pitch

  • Making first meeting memorable and interesting

  • Challenging and overcoming objections

  • The importance of follow up

What will the delegate be able to do on completion?

Plan and implement a successful strategy to gain new clients

  • Deliver an effective introduction to use when cold calling over the telephone

  • Effectively research potential clients to gain more appointments

  • Overcome basic objections

  • Conduct professional and interesting first meetings and leave an impact

  • Gain more fixed appointments thus becoming more effective

  • Ensure actions from meeting are followed through and second appointments are gained

  • 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 to present to their team at the end of the day. There is guidance offered on post course action planning during the days by the workshop leader.

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Pro-Active Internal Sales
Sep
11
8:45 AM08:45

Pro-Active Internal Sales

295.00
Quantity:
Add To Cart

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.

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Conducting Effective Interviews
Sep
10
9:00 AM09:00

Conducting Effective Interviews

295.00
Quantity:
Add To Cart

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.

View Event →
Pro-Active Internal Sales
Jul
30
9:00 AM09:00

Pro-Active Internal Sales

295.00
Quantity:
Add To Cart

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.

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Delivering Service and Sales from the Van
Jul
30
9:00 AM09:00

Delivering Service and Sales from the Van

295.00
Quantity:
Add To Cart

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

View Event →
Pro-Active Internal Sales
Jul
25
9:00 AM09:00

Pro-Active Internal Sales

295.00
Quantity:
Add To Cart

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.

View Event →
Pro-Active Internal Sales
Jul
16
9:00 AM09:00

Pro-Active Internal Sales

295.00
Quantity:
Add To Cart

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.

View Event →
Conducting Effective Interviews
Jul
10
9:00 AM09:00

Conducting Effective Interviews

295.00
Quantity:
Add To Cart

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.

View Event →
Pro-Active Internal Sales
Jul
10
8:45 AM08:45

Pro-Active Internal Sales

295.00
Quantity:
Add To Cart

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.

View Event →
Conducting Effective Interviews
Jul
9
9:00 AM09:00

Conducting Effective Interviews

295.00
Quantity:
Add To Cart

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.

View Event →
Delivering Service and Sales from the Van
Jul
9
9:00 AM09:00

Delivering Service and Sales from the Van

295.00
Quantity:
Add To Cart

Duration: One Day

What’s it all about

This workshop has been designed for Driver/Sales Assistants looking to develop their customer approach. It will enable them to look at the personal service levels they provide and help them gain a more focused approach to developing via best practices. It will help them take a fresh look at both their attitude towards gathering leads and increasing sales.

This workshop will allow delegates to assess their own customer ‘Service’ levels, 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 analyse their responsibilities in providing the best level of service the company can provide. Finally, they will be encouraged to set quality measurable individual goals to take back to the business and implement.

What will the day involve

  • What is your experience of delivery services?

  • Your service levels and expectations.

  • Why we train

  • What are your customer’s real expectations?

  • 1st Impressions

  • My role and responsibilities

  • Key attributes of the ‘Customer Service Champion’

  • The journey from order to delivery

  • How I can make the difference and be the differential in being the’ Face of the business'

WHAT WILL THE DELEGATE BE ABLE TO DO ON COMPLETION

  • 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

View Event →
Pro-Active Internal Sales
Jul
9
8:45 AM08:45

Pro-Active Internal Sales

295.00
Quantity:
Add To Cart

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.

View Event →
Creating Impact in Your Branch
Jul
3
8:45 AM08:45

Creating Impact in Your Branch

295.00
Quantity:
Add To Cart

Duration: One Day

What’s it all about?

A fun, informative, interactive and most of all effective one-day workshop that gets all attendees to participate and leaves them with both increased confidence and clear learning to enable immediate implementation when back in the branch.

Our trainers are from the electrical industry having worked in wholesaling, manufacturing or both. They have a true understanding and empathy of what it is like to work on a trade counter of an electrical wholesaler on a daily basis and the challenges the role can build.

This workshop is not about changing the world it is about all of the customer-facing teams learning tips that will enable them to be more confident in front of the customer and contribute more to the sales and profit.

What will THE DAY INVOLVE

  • The personal reward of increasing sales and margin – changing attitudes

  • The basics of GP, Net Profit and Discount

  • The impact of cost up pricing

  • Understanding how customers play the negotiation game

  • Understanding the perception of worth

  • What is a market price?

  • The basics of negotiation – Win-Win

  • Understanding Discount

  • Who should get a discount and why?

  • Stopping discount rounding

  • Confidence to increase pricing and the confidence to say ‘No’

  • Asking simple questions to protect the price

  • Tips on body language

  • Increasing Order Value and Profit whilst adding to every order

What TRAINING STYLE IS USED

Our teams will create a relaxed learning environment where delegates can enjoy the workshop. The day will be a combination of syndicate groups, fun games, realistic scenario plays and challenging interactive discussions. Everyone will be encouraged to get involved but only in a way that they feel comfortable with. Everyone will get the chance to learn from other peoples’ experiences.

View Event →
Creating Impact in Your Branch
Jul
2
8:45 AM08:45

Creating Impact in Your Branch

295.00
Quantity:
Add To Cart

Duration: One Day

What’s it all about?

A fun, informative, interactive and most of all effective one-day workshop that gets all attendees to participate and leaves them with both increased confidence and clear learning to enable immediate implementation when back in the branch.

Our trainers are from the electrical industry having worked in wholesaling, manufacturing or both. They have a true understanding and empathy of what it is like to work on a trade counter of an electrical wholesaler on a daily basis and the challenges the role can build.

This workshop is not about changing the world it is about all of the customer-facing teams learning tips that will enable them to be more confident in front of the customer and contribute more to the sales and profit.

What will THE DAY INVOLVE

  • The personal reward of increasing sales and margin – changing attitudes

  • The basics of GP, Net Profit and Discount

  • The impact of cost up pricing

  • Understanding how customers play the negotiation game

  • Understanding the perception of worth

  • What is a market price?

  • The basics of negotiation – Win-Win

  • Understanding Discount

  • Who should get a discount and why?

  • Stopping discount rounding

  • Confidence to increase pricing and the confidence to say ‘No’

  • Asking simple questions to protect the price

  • Tips on body language

  • Increasing Order Value and Profit whilst adding to every order

What TRAINING STYLE IS USED

Our teams will create a relaxed learning environment where delegates can enjoy the workshop. The day will be a combination of syndicate groups, fun games, realistic scenario plays and challenging interactive discussions. Everyone will be encouraged to get involved but only in a way that they feel comfortable with. Everyone will get the chance to learn from other peoples’ experiences.

View Event →
Conducting Effective Interviews
Jun
20
9:00 AM09:00

Conducting Effective Interviews

295.00
Quantity:
Add To Cart

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.

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Creating Impact in Your Branch
Jun
13
8:45 AM08:45

Creating Impact in Your Branch

295.00
Quantity:
Add To Cart

Duration: One Day

What’s it all about?

A fun, informative, interactive and most of all effective one-day workshop that gets all attendees to participate and leaves them with both increased confidence and clear learning to enable immediate implementation when back in the branch.

Our trainers are from the electrical industry having worked in wholesaling, manufacturing or both. They have a true understanding and empathy of what it is like to work on a trade counter of an electrical wholesaler on a daily basis and the challenges the role can build.

This workshop is not about changing the world it is about all of the customer-facing teams learning tips that will enable them to be more confident in front of the customer and contribute more to the sales and profit.

What will the day involve

  • The personal reward of increasing sales and margin – changing attitudes

  • The basics of GP, Net Profit and Discount

  • The impact of cost up pricing

  • Understanding how customers play the negotiation game

  • Understanding the perception of worth

  • What is a market price?

  • The basics of negotiation – Win-Win

  • Understanding Discount

  • Who should get a discount and why?

  • Stopping discount rounding

  • Confidence to increase pricing and the confidence to say ‘No’

  • Asking simple questions to protect the price

  • Tips on body language

  • Increasing Order Value and Profit whilst adding to every order

What training style is used

Our teams will create a relaxed learning environment where delegates can enjoy the workshop. The day will be a combination of syndicate groups, fun games, realistic scenario plays and challenging interactive discussions. Everyone will be encouraged to get involved but only in a way that they feel comfortable with. Everyone will get the chance to learn from other peoples’ experiences.

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Conducting Effective Interviews
Jun
11
9:00 AM09:00

Conducting Effective Interviews

295.00
Quantity:
Add To Cart

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.

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Pro-Active Internal Sales
Jun
5
9:00 AM09:00

Pro-Active Internal Sales

295.00
Quantity:
Add To Cart

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 on 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.

View Event →
Creating Impact in Your Branch
Jun
5
8:45 AM08:45

Creating Impact in Your Branch

295.00
Quantity:
Add To Cart

Duration: One Day

What’s it all about?

A fun, informative, interactive and most of all effective one-day workshop that gets all attendees to participate and leaves them with both increased confidence and clear learning to enable immediate implementation when back in the branch.

Our trainers are from the electrical industry having worked in wholesaling, manufacturing or both. They have a true understanding and empathy of what it is like to work on a trade counter of an electrical wholesaler on a daily basis and the challenges the role can build.

This workshop is not about changing the world it is about all of the customer-facing teams learning tips that will enable them to be more confident in front of the customer and contribute more to the sales and profit.

What will THE DAY INVOLVE

  • The personal reward of increasing sales and margin – changing attitudes

  • The basics of GP, Net Profit and Discount

  • The impact of cost up pricing

  • Understanding how customers play the negotiation game

  • Understanding the perception of worth

  • What is a market price?

  • The basics of negotiation – Win-Win

  • Understanding Discount

  • Who should get a discount and why?

  • Stopping discount rounding

  • Confidence to increase pricing and the confidence to say ‘No’

  • Asking simple questions to protect the price

  • Tips on body language

  • Increasing Order Value and Profit whilst adding to every order

What TRAINING STYLE IS USED

Our teams will create a relaxed learning environment where delegates can enjoy the workshop. The day will be a combination of syndicate groups, fun games, realistic scenario plays and challenging interactive discussions. Everyone will be encouraged to get involved but only in a way that they feel comfortable with. Everyone will get the chance to learn from other peoples’ experiences.

View Event →
Pro-Active Internal Sales
May
21
9:00 AM09:00

Pro-Active Internal Sales

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.

View Event →
Maximising Margin
Apr
30
9:00 AM09:00

Maximising Margin

295.00
Quantity:
Add To Cart

What’s it all about?

A fun, informative, interactive and most of all effective one day workshop that gets all attendees to participate and leaves them with both increased confidence and clear learning to enable immediate implementation when back in the branch.

Our trainers are from the electrical industry having worked in wholesaling, manufacturing or both. They have a true understanding and empathy of what it is like to work on a trade counter of an electrical wholesaler on a daily basis and the challenges the role can build

This workshop is not about changing the world it is about all of the customer-facing teams learning tips that will enable them to be more confident in front of the customer and contribute more to the sales and profit.

What will the delegate learn?

  • The personal reward of increasing sales and margin – changing attitudes

  • The basics of GP, Net Profit and Discount

  • The impact of cost up pricing

  • Understanding how customers play the negotiation game

  • Understanding the perception of worth

  • The basics of negotiation – Win-Win

  • Understanding Discount. Who should get a discount and why?

  • Stopping discount rounding

  • The confidence to say ‘No’

  • Confidence to increase pricing

  • Tips on body language

  • Increasing Order Value and Profit

  • The Skills of selling up to increase profit

  • Selling Promotions – Offer to Every Customer

  • Action Plans to take away

What will the day be like?

Our teams will create a relaxed learning environment where delegates can enjoy the workshop. The day will be a combination of syndicate groups, fun games, realistic scenario plays and challenging interactive discussions. Everyone will be encouraged to get involved but only in a way that they feel comfortable with. Everyone will get the chance to learn from other peoples’ experiences.

View Event →
Maximising Margin
Apr
25
9:00 AM09:00

Maximising Margin

  • 6B, Stonecross Ind. Park Warrington United Kingdom (map)
  • Google Calendar ICS
295.00
Quantity:
Add To Cart

Duration: One Day

What’s it all about?

A fun, informative, interactive and most of all effective one day workshop that gets all attendees to participate and leaves them with both increased confidence and clear learning to enable immediate implementation when back in the branch.

Our trainers are from the electrical industry having worked in wholesaling, manufacturing or both. They have a true understanding and empathy of what it is like to work on a trade counter of an electrical wholesaler on a daily basis and the challenges the role can build

This workshop is not about changing the world it is about all of the customer-facing teams learning tips that will enable them to be more confident in front of the customer and contribute more to the sales and profit.

What will the delegate learn?

  • The personal reward of increasing sales and margin – changing attitudes

  • The basics of GP, Net Profit and Discount

  • The impact of cost up pricing

  • Understanding how customers play the negotiation game

  • Understanding the perception of worth

  • The basics of negotiation – Win-Win

  • Understanding Discount. Who should get a discount and why?

  • Stopping discount rounding

  • The confidence to say ‘No’

  • Confidence to increase pricing

  • Tips on body language

  • Increasing Order Value and Profit

  • The Skills of selling up to increase profit

  • Selling Promotions – Offer to Every Customer

  • Action Plans to take away

What will the day be like?

Our teams will create a relaxed learning environment where delegates can enjoy the workshop. The day will be a combination of syndicate groups, fun games, realistic scenario plays and challenging interactive discussions. Everyone will be encouraged to get involved but only in a way that they feel comfortable with. Everyone will get the chance to learn from other peoples’ experiences.

View Event →
Maximising Margin
Apr
16
9:00 AM09:00

Maximising Margin

295.00
Quantity:
Add To Cart

Duration: One Day

What’s it all about?

A fun, informative, interactive and most of all effective one day workshop that gets all attendees to participate and leaves them with both increased confidence and clear learning to enable immediate implementation when back in the branch.

Our trainers are from the electrical industry having worked in wholesaling, manufacturing or both. They have a true understanding and empathy of what it is like to work on a trade counter of an electrical wholesaler on a daily basis and the challenges the role can build

This workshop is not about changing the world it is about all of the customer-facing teams learning tips that will enable them to be more confident in front of the customer and contribute more to the sales and profit.

What will the day involve?

  • The personal reward of increasing sales and margin – changing attitudes

  • The basics of GP, Net Profit and Discount

  • The impact of cost up pricing

  • Understanding how customers play the negotiation game

  • Understanding the perception of worth

  • The basics of negotiation – Win-Win

  • Understanding Discount. Who should get a discount and why?

  • Stopping discount rounding

  • The confidence to say ‘No’

  • Confidence to increase pricing

  • Tips on body language

  • Increasing Order Value and Profit

  • The Skills of selling up to increase profit

  • Selling Promotions – Offer to Every Customer

  • Action Plans to take away

What will the day be like?

Our teams will create a relaxed learning environment where delegates can enjoy the workshop. The day will be a combination of syndicate groups, fun games, realistic scenario plays and challenging interactive discussions. Everyone will be encouraged to get involved but only in a way that they feel comfortable with. Everyone will get the chance to learn from other peoples’ experiences.

View Event →
Maximising Margin
Apr
10
9:00 AM09:00

Maximising Margin

  • Shawbank Road Redditch United Kingdom (map)
  • Google Calendar ICS
295.00
Quantity:
Add To Cart

Duration: One Day

What’s it all about?

A fun, informative, interactive and most of all effective one day workshop that gets all attendees to participate and leaves them with both increased confidence and clear learning to enable immediate implementation when back in the branch.

Our trainers are from the electrical industry having worked in wholesaling, manufacturing or both. They have a true understanding and empathy of what it is like to work on a trade counter of an electrical wholesaler on a daily basis and the challenges the role can build

This workshop is not about changing the world it is about all of the customer-facing teams learning tips that will enable them to be more confident in front of the customer and contribute more to the sales and profit.

What will the day involve?

  • The personal reward of increasing sales and margin – changing attitudes

  • The basics of GP, Net Profit and Discount

  • The impact of cost up pricing

  • Understanding how customers play the negotiation game

  • Understanding the perception of worth

  • The basics of negotiation – Win-Win

  • Understanding Discount. Who should get a discount and why?

  • Stopping discount rounding

  • The confidence to say ‘No’

  • Confidence to increase pricing

  • Tips on body language

  • Increasing Order Value and Profit

  • The Skills of selling up to increase profit

  • Selling Promotions – Offer to Every Customer

  • Action Plans to take away

What will the day be like?

Our teams will create a relaxed learning environment where delegates can enjoy the workshop. The day will be a combination of syndicate groups, fun games, realistic scenario plays and challenging interactive discussions. Everyone will be encouraged to get involved but only in a way that they feel comfortable with. Everyone will get the chance to learn from other peoples’ experiences.

View Event →
Maximising Margin
Apr
9
9:00 AM09:00

Maximising Margin

295.00
Quantity:
Add To Cart

Duration: One Day

What’s it all about?

A fun, informative, interactive and most of all effective one day workshop that gets all attendees to participate and leaves them with both increased confidence and clear learning to enable immediate implementation when back in the branch.

Our trainers are from the electrical industry having worked in wholesaling, manufacturing or both. They have a true understanding and empathy of what it is like to work on a trade counter of an electrical wholesaler on a daily basis and the challenges the role can build

This workshop is not about changing the world it is about all of the customer-facing teams learning tips that will enable them to be more confident in front of the customer and contribute more to the sales and profit.

What will the delegate learn?

  • The personal reward of increasing sales and margin – changing attitudes

  • The basics of GP, Net Profit and Discount

  • The impact of cost up pricing

  • Understanding how customers play the negotiation game

  • Understanding the perception of worth

  • The basics of negotiation – Win-Win

  • Understanding Discount. Who should get a discount and why?

  • Stopping discount rounding

  • The confidence to say ‘No’

  • Confidence to increase pricing

  • Tips on body language

  • Increasing Order Value and Profit

  • The Skills of selling up to increase profit

  • Selling Promotions – Offer to Every Customer

  • Action Plans to take away

What will the day be like?

Our teams will create a relaxed learning environment where delegates can enjoy the workshop. The day will be a combination of syndicate groups, fun games, realistic scenario plays and challenging interactive discussions. Everyone will be encouraged to get involved but only in a way that they feel comfortable with. Everyone will get the chance to learn from other peoples’ experiences.

View Event →