New to sales and business owners.
- Marketing and selling your product
- Building your network skills
- Create a PPC campaign
- Positioning and Pricing
- Selling and Negotiating
- Targeting your market
- Regaining lost accounts
- Warming up cold calls
- The 80/20 rule
- Selling more
- Ten major mistakes
- Finding new clients
- Getting ready for your presentation
- Elements of a successful presentation
- Building credibility
- Critical communication and observation skills
- Handling customer complaints
- Overcoming and handling objections
- Pricing issues
- Buying signals
- Focusing on your customer
- How to win friends and influence people
- Communication skills for relationship selling
- Body language
- Mirroring and leading
- Monitoring your posture
- Polishing your presentation
- Checklist for success
- Strategies for customer retention
- Developing your script
- Pre-call planning
- Phone tag and call backs
- Asking the right questions and saying no
- Taking messages and using voice mail effectively
- Cold and warm calls, including developing a script
- Going above and beyond and high impact moments
- Mastering trade shows
Lesson 1 – Marketing and Sales will show you how to get maximum exposure at minimum cost.
- Recognize what we mean by the term “marketing.”
- Discover how to use low-cost publicity to get their name known.
- Know how to develop a marketing plan and a marketing campaign.
- Use their time rather than their money to market their company effectively.
- Understand how to perform a SWOT analysis.
Lesson 2 – Creating and Managing your Corporate Brand – A good brand is much more than an attractive image combined with some witty type. Your brand must reflect the heart and soul of your product, and offer a promise that you can live up to.
- Define what a brand is and what branding is about
- Define various types of brand architecture and brand extension
- Identify your brand’s products, its features, and their values
- Write a mission, vision, and style statement for a brand
- Describe the basics of positioning a brand
- Understand the basics of creating a visual identity, including a brand name, slogan, and logo
- Help your employees live the brand by empowering them to be ambassadors and creating strong brand touchpoints
- Effectively plan an internal and external brand launch
- Monitor and evaluate your brand, and understand how to respond to the results
Lesson 3 – Social Selling will explore how social selling is an essential requirement for sales teams, and how the relationships that are created and nurtured within social media will help you grow and sustain your business. We’ll also learn how to apply specific techniques to connect with your audience and potential fans in the social space.
- Describe the attributes of social selling
- Explore how social selling can generate results for your small business
- Apply social selling strategies to create relevance in social media
- Understand the power of leveraging different social media platforms in social selling
- Measure your social selling results
Lesson 4 – Selling Smarter is a new generation of sales professionals: highly trained and well groomed, with the characteristics of honesty, trustworthiness, and competence.
- How to use goal-setting techniques as a way to focus on what you want to accomplish and develop strategies for getting there
- How to explain and apply concepts of customer focused selling
- How to apply success techniques to get the most out of work
- Productivity techniques to maximize their use of time.
- Ways to find new clients and network effectively
Lesson 5 – Prospecting for Leads like a Pro knowing who to target and how to target them, and commit to do some prospecting every day through warming up cold calls, following up on leads, or networking. You will also build your personal prospecting plan and learn how to ensure your future by planting seeds daily.
- The importance of expanding your client base through effective prospecting.
- How to use a prospecting system to make you more successful.
- How to identify target markets and target companies with the 80/20 rule in mind.
- How to develop and practice networking skills at every opportunity.
- How to develop, refine, and execute the art of cold calling.
Lesson 6 – Networking for Success is an effective and efficient way for business people to connect, develop meaningful relationships, and grow their businesses. These achievements don’t come through a direct sales approach, however. They come from being interested in helping others, in listening, and in purposefully meeting and introducing people to one another.
- Introduce yourself in a meaningful, memorable way, even if you’ve never worked on an elevator pitch before
- Be goal focused about networking so that you make the most of events you attend
- Apply the concept of give first and be helpful as part of a system of reciprocity
- Use strategy and systems in order to network effectively
- Leverage the availability and usefulness of the Internet, including LinkedIn and Twitter
Lesson 7 – Dynamite Sales Presentations does not demand that you have all the bells and whistles to impress the client with your technical skills. We will show you how to create a winning proposal and how to turn it into a dynamite sales presentation.
- Identify the key elements of a quality proposal
- Perfect your first impression, including your dress and your handshake
- Feel more comfortable and professional in face-to-face presentations
- Write a winning proposal
- Feel more comfortable and professional in face-to-face presentations
Lesson 8 – Overcoming Objections to Nail the Sale to help you to work through objectives effectively.
- Steps that you can take to build credibility.
- How to identify the objections that you encounter most frequently.
- How to develop appropriate responses when prospective buyers throw a curveball.
- Ways to disarm objections with proven rebuttals that get the sale back on track.
- How to recognize when a prospect is ready to buy.
- How working with their sales team can help them succeed.
Lesson 9 – Building Relationships for Success in Sales to discover that the business of business is making friends, and the business of all sales professionals is making friends and building relationships.
- Discover the benefits of developing a support network of connections.
- Understand how building relationships can help you develop your business base.
- Learn how to apply communication techniques to build your network.
- The key elements in strong working relationships, and how to put more of these elements in working relationships.
- Recognize key interpersonal skills and practice using them.
Lesson 10 – Body Language: Reading Body Language as a Sales Tool can make or break our efforts to establish long, trusting relationships. Our body language can help to reinforce and add credibility to what we say, or it can contradict our words. What is your body language saying about you?
- Apply your knowledge of body language to improve communication
- Understand the impact of space in a conversation
- Understand the nuances of body language from a range of areas including your face, hands, arms, legs, and posture
- Use mirroring and matching techniques to build rapport
- Shake hands with confidence
- Dress for success
Lesson 11 – Marketing for Small Businesses will help small business owners and managers develop their marketing message, create a marketing plan, and apply the right strategies.
- Describe the essential elements of a marketing plan, no matter the size of the business
- Apply tools and strategy to create a marketing plan that supports the growth of their small business
- Use six steps to create, implement, and review a marketing plan
- Leverage the best of Internet and social media marketing
Lesson 12 – 10-Minute Presentations to craft and polish an engaging, professional presentation that shares your message and call to action swiftly and clearly. This will maximise your impact, conversions and productivity.
- How to know and use essentials of a good presentation
- How to choose platforms that enhance their message and reach
- How to set goals and timelines for their presentation
- How to create engaging narrative from outline through final draft
- How to edit and polish their presentation
- How to offer and receive peer review
- How to develop best practices for future presentations
Lesson 13 – CRM: An Introduction to Customer Relationship Management sorts through a myriad of information and brings you the basics you need to make a decision about the need for CRM, its benefits, and how to coordinate the base requirements for a CRM undertaking.
- The terms and benefits of CRM on a company’s bottom line
- Analyze the different components of a CRM plan
- Develop a checklist for readiness and success in CRM
- Describe how CRM creates value for organizations and customers
- Consider developmental roles that have the greatest impact on CRM
Lesson 14 – Creating a Google AdWords Campaign will detail how Google AdWords work, what pay per click means, the importance of correctly setting an AdWord budget, how to select keywords and set up ad groups, how to design a compelling ad, and how to make adjustments to increase success.
- Define Google AdWords and pay per click
- Set up keywords lists and groups
- Find tracking and statistical information
- Describe conversions from clickthroughs
- Decide whether you will write your own ads or enlist help
Lesson 15 – Telemarketing. Virtually everybody in sales today sells over the phone at least part of the time. Perhaps it is time for you to evaluate how you use the telephone and where it fits into your sales and marketing mix.
- Build trust and respect with customers and colleagues.
- Warm up your sales approach to improve success with cold calling.
- Identify ways to make a positive impression.
- Identify negotiation strategies that will make you a stronger seller.
- Create a script to maximize your efficiency on the phone.
- Learn what to say and what to ask to create interest, handle objections, and close the sale.
Lesson 16 – Call Center Training. Whether we choose to embrace them or cannot stand being interrupted by their calls, call centers are a business element that is here to stay. You will learn to make the most of your telephone-based work, including understanding the best ways to listen and be heard.
- The nuances of body language and verbal skills.
- Aspects of verbal communication such as tone, cadence, and pitch.
- Questioning and listening skills.
- Ways of delivering bad news and saying no.
- Effective ways to negotiate.
- The importance of creating and delivering meaningful messages.
- Tools to facilitate communication.
- The value of personalizing interactions and developing relationships.
- Vocal techniques that enhance speech and communication ability.
- Techniques for managing stress.
Lesson 17 – Trade Shows: Getting the Most Out of Your Trade Show Experience. Most companies spend huge amounts of time and money designing, construction, outfitting, transporting, and setting up their trade show booth. You will understand some of the basic skills that would allow you to get the most out of your trade show experience.
- Understand the types of people that attend trade shows
- Develop trade show goals, which are S.M.A.R.T.
- Know what your company does in order to work successfully in the trade show booth
- Realize the importance of good conversation from the opening lines of introduction to the closing of the conversation, hopefully with a potential sale.
- Develop a variety of introductions that could be used
- Understand the importance of good booth behaviour including Active Listening, Body Language, and Questioning
- Conduct prospecting activities at a trade show, including First Contact, Qualification, Determining Needs, and Closing the Deal
- Develop and conduct follow-up activities with leads, prospects, and qualified prospects after the trade show