Maximising Sales Workshop Agenda

1. Introductions

• Identifying who is attending and where they are from
• Understanding where attendees are with their sales
• Understanding the way that attendees sell currently
• Identifying what attendees are aiming to achieve from the workshop

2. Effective Sales Context, Benefits and Objectives

• Putting effective selling in context
• Understanding the business benefits of effective sales
• Identifying all of the outcomes that can be achieved through effective selling
• Prioritising objectives and adapting a strategic approach to effective selling

3. Lead Generation

• Defining sales and the difference between sales and marketing
• Understanding the principles and benefits of accurate targeting
• Establishing that sales people should be selecting their prospects
• Identifying the lead generation initiatives available to sales people and how to most effectively implement them
• Understanding the benefits of good lead management

4. Motivation & State

• Understanding why it is that sales people need to be motivated
• Understanding how to motivate ourselves and the people who sell for us
• Establishing the importance of being in the right state when we are selling
• Exercises to establish that we are in control of our state
• Understanding the critical importance of revenue generating roles

5. Effective Opening Structure

• Establishing the importance of having a structure for conversations with prospective customers
• Introducing AIDA
• Getting decision makers interested in our offering and qualifying sales opportunities
• Getting prospective customers wanting your solutions

6. Effective Closing

• Understanding the importance of, and how to identify buying signals
• A response for every objection we will ever encounter
• Identifying negotiation opportunities and being better negotiators
• The most powerful close in the world ever

7. Questions