There are no open events scheduled for this topic. It may be run as an open event again in the future. Alternatively, we can run it as a bespoke internal event for your organisation.
This fast-paced, intensive but fun one-day workshop is focussed on helping those working in 'business-to-business' commercial development to refine and extend their sales skills and techniques.
With the widespread move away from free of charge and/or heavily subsidised products and services across the learning sectors, sales teams now need to work far smarter if volumes and margins are to be grown or even maintained.
This is equally true for Colleges, Schools, Learning Providers and Universities selling to Employers as it is for Government Organisations and Local Authorities selling to Schools and Colleges. These same challenges apply to all sectors where funding has been reduced or repositioned, so for example, the same is likely to apply to Hospitals and Health Trusts working with or selling to GP Consortia.
If the customer-facing teams are to maintain and grow income and margins then it is imperative that they are giving serious attention to meeting the new challenges.
All business-to-business teams who are facing the new challenges of selling non-funded products and services or are tasked with securing increased contributions from their customers will find this course improves their ability to get in front of the right people, make effective presentations and be more successful in developing their business.
For Whom
This one-day workshop is for customer-facing staff, including business-to-business and sales development teams, who are tasked with generating increased income and profit at a time when products and services have become chargeable or significantly more expensive to their customer base.
It is also suitable for managers who want to understand the approaches and techniques their staff need to adopt if they are going to be successful in identifying and responding to customer needs and/or generating new/repeat business whilst simultaneously moving to a full-cost sales model.
Programme Aims and Objectives
As a result of participating in the programme participants will
- develop their current business development skills
- improve their ability to generate income from employers
- learn how to prepare and plan for success
- understand how differing approaches to sales presentations can improve outcomes
- develop new techniques to get in front of prospective customers
The workshop contains examples of real-world practice gleaned from a range of industries that have relevance to selling within the public sector.
Content
Professional sales planning
- Building knowledge for success as a business development professional
- Business knowledge
- Industry knowledge
- Company knowledge
- Product knowledge
- Selling knowledge
- Develop the attitude to be successful in business development
Professional sales skills
- How to negotiate and create a win-win outcome
- Understand the account management skills that grow business with existing customers
- Develop and practise time-management techniques required in business development
- Learn the value and rôle of marketing in business prospecting
- How to achieve targets in appointment setting
- Other sources for appointment setting
Rules of Professional Selling
- Develop the people-skills needed to be successful in business development
- Recognise and practise the value of questioning as the key to success
- Learn how and what to listen for
- Learn how to link results/benefits to customer needs
- Develop confidence in discussing price
Using professional Business Development techniques
- Develop personal skills to support the likelihood of positive outcomes
- Learn which words to use and which not to use
- Understand the value of service and long-term relationships
- Develop negotiation skills useful in a business development environment
Presenter
The workshop is presented by a sales and business development professional who has taken the most effective and customer-focussed techniques from the commercial sector development and adapted them to the public sector marketplace in a way that strengthens the all-important supplier/customer relationship and grows business levels too.
Bespoke Programmes for Internal Delivery
Please note: Our professional sales skills programmes are modular in nature and when the programmes are run as internal staff development workshops on clients' premises we can adjust content to meet specific areas of need. For example, coverage of an individual element such as "business development techniques" could be extended to form a full one-day workshop.
Internal Staff Training and Development
This workshop, as with most of our good practice workshops, can be delivered on your premises. This approach is favoured by many of our clients as it provides a quality, value-for-money and highly effective route for staff development.
Running workshops internally, allows participants explore how key issues will impact on them and their organization and as a team begin to agree development action and priorities.
Typical costs for a one day good practice workshop, excluding VAT, are just £1290 + £30/person. Even with groups as small as 6 costs per person costs for internal workshops are lower than attending our open events and savings increase further when delegate travel-time costs and convenience are factored in.
More information at:
http://www.excellence-in-learning.co.uk/index.php?page=internal
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Certificates of Professional Development.
Formal Certificates of Development will be issued, by post, to participants who complete this workshop. These certificates will detail the key learning aims and the face-to-face learning hours undertaken, enabling participants to update their CPD records and logs accordingly. The workshop also allows time, during the day, for participants to reflect on and record their personal learning development and consider how best to apply the knowledge gained on return to work. This element of the programme is designed to maximise the benefits from attending and enable participants to make better review judgments when recording their CPD activities.