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.