You're not a sales person, but you need to win work

Week One: Welcome to the PROFESSIONAL SELLING PROGRAMME – the keys to success

Others simply see themselves as the technical expert and hope someone else will do the selling. In this webinar we dispel the myths around selling and unlock the secret to moving from reluctant to willing and able salesperson. This will be the first time we get together in a live setting. We’ll have the opportunity to meet our fellow reluctant salespeople, share our stories, discuss our objectives and explore some of our collective strengths.

Week Two: The Psychology of Selling

Anyone can succeed in selling but some of us are reluctant to sell. Some people have a view of a stereotypical salesperson and decide, I can’t do that or, I don’t want to do that. This session will demonstrate that if we have the right mindset we can all motivate clients to buy from us.

Week Three: Marketing: motivating target clients to ‘come to the table’

It is an ever increasingly competitive marketplace. How do we get ‘heard’ through all the noise? Nigel Clark takes us through the practicalities of targeting and encouraging our target market to want to speak to us or, in some cases, include us on their invitation to tender list.

Week Four: Networking

Building a network of co-professionals is arguably the greatest use of your time. My dad often said to me “it’s not what you know but who you know” and while the ‘what’ is important you can’t argue the fact that the best opportunities come from referrals. This session will look at online and offline networking, how to work a room and how to build a following of fans.

Week Five: Client Sales Conversations

However we ‘get to the table’ that first meeting is likely to be the difference between a long-term profitable relationship and a missed opportunity. Our tried and tested 3i Model provides the structure to conduct a first meeting. We will also share the key communication skills that will motivate your prospect to want to buy from you.

Week Six: Group Coaching – Sharing & Learning

After session 5 we will ask you to put your new-found techniques and skills into practice so that when we come back for this session we can share some stories from the front line. How did it go? What went well? What do you need to further work on? An opportunity to ask the course Director anything!

Week Seven: Emotional intelligence and client relationships

Developing your EI is a life skill that benefits in all interactions. We know that people buy from people they know, like and trust and therefore understanding ourselves, looking out for emotional triggers both in us and the buyer will enable a smooth transition from ‘interested’ to “where do I sign”.

Week Eight: Putting forward compelling solutions – Pitching and presentation skills

Presentations that pack a punch, whether online or ‘in the room’ will build our personal brand as a great communicator. Being able to engage an audience, to hit their ‘hot buttons’ and to leave them knowing, liking and trusting you.

Week Nine: Writing winning proposals

Writing is a wonderful skill, being able to articulate your message, to tell an engaging story that paints the picture of an ideal future is one that the best copywriters are naturally blessed with. Fortunately, we have some of the best in the business who are generous enough to share their wisdom.

Week Ten: Account management – Becoming and staying the Trusted Advisor

Once we have clients we want to keep them! It is 7 times easier selling to an existing client than it is to land a new one. Whilst it is vital that when we are in ‘delivery mode’ we are meeting (even exceeding) client expectations but it is not enough to simply “let our service do the selling”. We have to be proactive and ultimately work to becoming the Trusted Advisor so that our clients will not be tempted away from our competitors.

Week Eleven: Cross-Selling. 30 minutes – E-learning

When we have a client relationship and we have achieved a trusted status we have earned the right to introduce other services. This short, interactive course guides people through a scenario where participants are asked to make some choices about how to best create and close a cross-selling opportunity

Week Twelve: Live Group Coaching – Panel Q&A

As a finale to the professional selling programme we bring together module facilitators to answer all your questions. We share experiences of using the tools and techniques and provide coaching in any areas relating to the course modules.