Duration: One Day

Who should attend and what will they gain?

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

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

What will be covered in this module?

•  Introductions and overview

• Setting overall objectives for the programme

• The role and responsibilities of a Manager

• Motivating the team to improve results

• The basics of handling staff conflict

• Time management for the team

• Delegation - a Managers best friend

• Setting the example and managing from the front

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

• Personal action plans

What training style will be used?

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

Included Within The Price

• Course Completion Certificate

• Course workbook

• Handouts

• Lunch

• Refreshments throughout the day

• Email and telephone support from Pinnacle Solutions after the course

Start/Finish Times

Start: 8:45am
Finish: 4:30 – 5:00pm

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

Duration: One Day

What’s it all about?

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

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

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

What will be covered in this module?

• What is a Sales Professional?

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

• Creating a Great First Impression on Every Call

• Planning and Running Effective Business Meetings

• The ‘Sales Champion’ – Self Assessment

• Effective Time Management Tips

• Making Fixed Appointments

• Effective Journey Planning

• Using Open and Closed Question

What training style will be used?

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

Included Within The Price

• Course Completion Certificate

• Course workbook

• Handouts

• Lunch

• Refreshments throughout the day

• Email and telephone support from Pinnacle Solutions after the course

Start/Finish Times

Start: 8:45am
Finish: 4:30 – 5:00pm

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

Duration: One Day

What’s it all about?

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

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

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

What will be covered in this module?

• Setting overall objectives for the programme

• The difference between reactive and proactive

• Who has the greatest influence on sales?

• Increasing face-to-face sales

• Proactive telephone calls to existing customers to generate business

• Prospecting and information gathering with new customers

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

• Personal action plans

What training style will be used?

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

Included Within The Price

• Course Completion Certificate

• Course workbook

• Handouts

• Lunch

• Refreshments throughout the day

• Email and telephone support from Pinnacle Solutions after the course

Start/Finish Times

Start: 8:45am
Finish: 4:30 – 5:00pm

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

Duration: One Day

What’s it all about?

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

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

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

What will be covered in this module?

• Setting overall objectives for the programme

• The difference between reactive and proactive

• Who has the greatest influence on sales?

• Increasing face-to-face sales

• Proactive telephone calls to existing customers to generate business

• Prospecting and information gathering with new customers

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

• Personal action plans

What training style will be used?

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

Included Within The Price

• Course Completion Certificate

• Course workbook

• Handouts

• Lunch

• Refreshments throughout the day

• Email and telephone support from Pinnacle Solutions after the course

Start/Finish Times

Start: 8:45am
Finish: 4:30 – 5:00pm

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

Duration: One Day

Who should attend and what will they gain?

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

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

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

What will be covered in this module?

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

• Personal first impressions

• The ‘Car Showroom’ mentality

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

• Why do people buy?

• Creating a sales environment?

• Using your suppliers to create impact and run promotions

• Selling through questioning – ‘open questions’

• Listening

• Understanding margins and the value of business

• Key attributes ‘Trade Counter Champion’

What training style will be used?

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

Included Within The Price

• Course Completion Certificate

• Course workbook

• Handouts

• Lunch

• Refreshments throughout the day

• Email and telephone support from Pinnacle Solutions after the course

Start/Finish Times

Start: 8:45am
Finish: 4:30 – 5:00pm

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

Duration: One Day

Who should attend and what will they gain?

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

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

What will be covered in this module?

• What is customer service?

• Your service levels and expectations

• What are your customers real expectations?

• Where are errors made and why?

• The real cost of errors

• First impressions

• Basic time management

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

• Making and keeping promises

• The importance of honesty

• Key attributes of the ‘Customer Service Champion’

• ·Your personal ‘Customer Service’ rating

What training style will be used?

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

Included Within The Price

• Course Completion Certificate

• Course workbook

• Handouts

• Lunch

• Refreshments throughout the day

• Email and telephone support from Pinnacle Solutions after the course

Start/Finish Times

Start: 8:45am
Finish: 4:30 – 5:00pm

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

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.

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.

What’s it all about?

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

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

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

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

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

Objective

• What is your experience of delivery services?

• Your service levels and expectations.

• Your customer’s real expectations?

• 1st Impressions on every drop

• Vehicle Care and Safe Driving

• Effective Route Planning

• The journey from order to delivery

• Selling from the Van

• Gathering sales leads and feedback

What will the day be like?

•  Understand how they personally effect the impression of the business

• Have the confidence when communicating with the customer

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

• Develop and evolve a culture of “customer focus”

• Increase motivation and become more involved in customer service

• Increase sales for the branch by having a proactive approach

Duration: One Day

What’s it all about

This workshop has been designed for 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

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.

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.

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.