Sales for Non-Sales People Workshop

9:30

Introduction / Icebreaker / Objectives

• Explore how to develop a pipeline of new business opportunities
• Practice making new business development calls and writing emails
• Practice asking questions and closing for commitment in a client meeting scenario
• Take personal objectives

9:45

Session 1: Persuasive Communication

• Foundations of a Sale
• Importance of words/tone/body language in f-f communication / Phone vs. f-f
• Making the right first impression
• Question vs Command tone
• Signposting and WIIFM tool to persuade and influence

10:30

Session 2: Developing a Business Pipeline

• The BOF and ratios for success
• Lead generation ideas
• How to qualify a business opportunitiy

11:15

Session 3: Making Effective Telephone Calls

• 7 point phone plan structure
• Creating opening benefit statements that generate interest and feel natural
• Introducing the BIDS questioning tool
• Closing for the next step
• Practice in pairs making calls

1:30

Session 4: Effective Client Meetings

• The Diamond Structure for meetings
• Preparing for a successful meeting
• Body language, seating ideas, exploring opportunities
• Closing styles and overcoming objections

3:15

Session 5: Practicals

• Practice a client meeting scenario in trios/larger groups

4:15

Wrap-Up

• 30 day Action Plan and follow-up via the www.enviableworkplace.com blog
• Review personal objectives & complete feedback forms
• Motivational ‘to think you can creates the force that can’ exercise