Sales Fundamentals
Event Details
Sales Fundamentals
This action packed, one-day workshop is for people who are new to a sales role or those who would like or need development on the many fundamentals need for a sales or Business Development Management role. It is designed for people that are either new to a sales role or would like a refresher on some of the fundamental elements to the sales process.
This Sales Fundamentals workshop is intended to improve knowledge, skills and confidence to delegates who attend it. The programme is interactive, fun and very useful to those who want to improve their sales conversions.
Engaging with the right people in a target account and differentiating yourself are key objectives in order to build good prospects. It will help people in a sales role to prospect effectively, engage with the right people in a target account and learn how to build rapport with buyers.
It will promote people doing their research in the right areas for a target account and have an action plan to take forward. It will help delegates look at ways they can gain an edge over their competitors by researching them. It will also show how a call action plan will create a strategy for success in a target account.
The workshop will show how to promote your company and its areas of value in a way what makes it easy for people in a target account to understand your real value. We will cover how to ask the right type of questions to test a buyer’s level of understanding and commitment. We will also focus on how to overcome objections at the beginning of the sales process.
Being effective in a sales role is essential if you are going to promote your products and services in the right way. There are many challenges for people looking to gain an advantage over their competitors.
This workshop will:
- Give an insight into how to develop a sales opportunity well
- Install belief and confidence in those that attend
- Help someone apply their knowledge and skills in a more effective way
- Lead to an improvement in someone’s engagement with prospects
Most of all, it should help someone to increase in their level of engagement in order to improve their sales conversions, making a good sales performance easier to obtain.
Course Outline
Prospecting
- Targeting and meeting new people
- Building rapport (body language)
- Listening skills
Doing your research
- Competition strengths and weaknesses
- Research on a target company
- Research on key players in a target account
- Having a call plan, next steps and Call to Action
Understanding your Value
- Having an Initial Benefit Statement
- Knowing your Unique Selling Points
- Asking the right questions
- Selling on value not prices (Features, Advantages and Benefits)
Overcoming objections
- Asking questions
- Understanding the level of commitment you have
- Knowing the difference between Interest and Commitment
- Overcoming Common objections on the telephone
Course numbers
- Minimum number of delegates: 4
- Maximum number of delegates: 8
Course timings
- This course is a full day course 9.00-4.00
- Lunch break 12.30-1.00
- There is a cafe available on site. A lunch package can be ordered
Pricing
- One day course for BHBPA members = £399 + VAT
- One day course for Non-BHBPA members = £549 + VAT
The full one day fee must be paid at least two weeks in advance before the workshop takes place.
Cancellation Terms
Two weeks before course date
If a company pulls their delegate out after having paid a workshop fee two weeks before course starts, they will either lose the amount they’ve paid or they can put someone else on the programme.
Booking details
To book this event please email: jclay@salestosuccess.com
- Course Title
- Course Date (if applicable)
- Delegate Name
- Delegate Job Title
- Delegate Email Address (for joining instructions to be sent)
Payment Information
Sales to Success accept the following
- Pay by invoice. When selected at the time of booking, a purchase order (PO) reference should be included if available.
NOTE: Invoices are sent on confirmation of the booking via email from jclay@salestosuccess.com Please see our standard terms and conditions.
About this BHBPA Approved Trainer
Julian Clay – Biography
Julian has a Psychology and Business Studies degree and was a top sales performer and senior manager in Kodak’s Office Imaging division. Since 2001, he has worked for Sales to Success on a number of different types and size of project to help develop and implement successful sales strategies for clients.
His training workshops add value because of them being practical and often based on his own real-life experience. This is in the role of a Sales Executive, Business Development Manager, Account Manager, Sales Manager and Sales Director.
Some of the many training programmes he’s delivered to members of a sales and customer services operation include:
- Prospecting and new business strategy
- Questioning techniques to gain real commitment from buyers
- Talking to the right target audience and how to engage with them
- Using your CRM system in the best way as part of the sales process
- Writing a good proposal
- Giving a face to face presentation that distinguishes you
- Negotiation skills to create a Win – Win outcome
- Different ways to close a sale
- How to overcome objections
- Post sales – Best practice Account Management
- Customer service topics: Being assertive, listening skills, building rapport
- How to be a good time manager
Other sales and account management topics can be tailored to a company’s own needs.
His expertise includes working with companies to increase sales in a number of different, competitive markets in order to achieve growth. This includes having a good sales process, coaching people in a sales role and working as an interim sales director. He has also written and delivered many sales training and development programmes.
He has a sales forecasting software programme to help companies manage their opportunities well and win more business. He is also the co-author of The Sales Manager’s Desktop Guide, Sales Strategy for Business Growth, The Mobile Boardroom and author of Successful Selling Solutions and Digital Marketing for Business Growth, (Thorogood publishers).
He can be contacted through the company website: www.salestosuccess.com
Julian’s management, consultancy and training style
Security Printing (Testimonial from a Sales Director)
‘Julian Clay is one of those rare people in sales and marketing that has been extremely successful in the field, knows what has made him successful and is able to transfer these skills to others.’
Software Solutions (Testimonial from a Managing Director)
‘Julian Clay is a master of the selling process. By coupling powerful questioning techniques with his sales forecasting method we have revolutionised our sales process.’
Estate Agency (Testimonial from a Managing Director)
‘Our dealings with Julian have been very positive and his ability to understand our needs and break down the relevant tasks impressed me. He also approached our personnel in a sensitive and professional manner and I would have no hesitation in recommending him to other companies in the future.’
Sky subscription reseller (Testimonial from a Managing Director)
‘Julian’s role as Director of Sales meant managing and mentoring a sales team as well as taking responsibility for performance related targets. He approached the role with enthusiasm and it was clear that because of his experience, the sales targets that we set were more easily achieved. He gave us a fresh look at how to approach our sales operation and I was grateful for his efforts and advice during his time with us.
He takes the time to plan how to achieve tackle key sales objectives and I would have no hesitation in recommending him to other companies in helping them to improve their sales performance.’
Luxury Holidays (Testimonial from a Managing Director)
Julian’s training skills are exceptional; he has obviously combined his years of selling experience with the ability to mentor people. Over the last 12 months we have been able to measure the increase in sales conversions and are very happy with the results.
Software (Testimonial from Head of Sales)
“Julian provided a course to the EMEA sales team of ARGUS Software. He tailored the course to our business so that the whole team could relate to it. I would have no hesitation in recommending his training to any other sales organisation.”
Account Management (Testimonial from a Sales Manager)
“Julian’s advice on creating an account management strategy was very helpful. His experience in knowing how to structure a thorough and relevant profile and plan has been extremely useful. It has helped me to think about the best way to maximise a sales team’s sales potential with new business and existing clients.”
Sales process (Testimonial from an Account Manager)
“I have known Julian for many years and his advice and help has enabled me to improve the effectiveness of my sales pipeline management. His ability to improve a sales process has enabled me to get a fresh perspective with new business and existing clients, manage my prospects better and increase my conversions.”