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.

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.