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Workshop titles and samples

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Workshop titles and samples

  1. 1. Presented by Christine Guy-Clarke 1 Business Development Training www.winmorecustomers.com ©Christine Guy-Clarke 2015
  2. 2. 1. What is Selling? 2. What makes a good salesperson? 3. What makes people buy? 4. Who are your customers and prospects? 5. Do you know what you are really selling? 6. Why features and benefits matter 7. The sales process: and process of a sale 8. Negotiations, Handling Objections and Rejections 9. Closing the sale 10. Professionalism, after sales, & customer retention 2 Business Development Training www.winmorecustomers.com ©Christine Guy-Clarke 2015
  3. 3. Remember Every business needs to sell something Sales at its best involves:Sales at its best involves:  Presenting a product in the best possible lightPresenting a product in the best possible light  clearly describing a productclearly describing a product  explaining and demonstrating the benefitsexplaining and demonstrating the benefits  justifying the cost of the product and making it easyjustifying the cost of the product and making it easy for the customer to buyfor the customer to buy Business Development Training www.winmorecustomers.com ©Christine Guy-Clarke 2015 3
  4. 4. Training....! Training....! Training....! Training....! Training....! Training....! Training....! Successful sales people keep training andSuccessful sales people keep training and keep learning!keep learning! Business Development Training www.winmorecustomers.com ©Christine Guy-Clarke 2015 4
  5. 5. Presented by Christine Guy-Clarke 5 Business Development Training www.winmorecustomers.com ©Christine Guy-Clarke 2015
  6. 6. 1. Smart prospecting 2. Know your customers 3. Approaching different personality types 4. Lead conversion 5. How to make deals more attractive to different types of buyers 6. Preparing and presenting winning proposals 7. How to get your customers to come back more often 8. Customer retention methods 9. Sales closing techniques of all successful salespeople 6 Business Development Training www.winmorecustomers.com ©Christine Guy-Clarke 2015
  7. 7. Question : What is the number 1 most effective process for B2B lead generation? ** In a survey it was found that a telephone call followed by an email has been shown to be the most effective process for B2B lead qualification ** Discussion…… Your Development point:: Re-assess your prospecting process Business Development Training www.winmorecustomers.com ©Christine Guy-Clarke 2015 7
  8. 8. Building instant rapport….by Recognising your customer’s profile Personality types – (behavioural styles) We will examine four different types and their Tendencies Weaknesses How to sell to them Business Development Training www.winmorecustomers.com ©Christine Guy-Clarke 2015 8
  9. 9. Presented by Christine Guy-Clarke 9 Business Development Training www.winmorecustomers.com ©Christine Guy-Clarke 2015
  10. 10. Firstly - What makes successful USP and Guarantee? Q: What are you aiming for?Q: What are you aiming for? Discussion... Let’s look at some of the unsuccessful strategies that you may have tried before... Business Development Training www.winmorecustomers.com ©Christine Guy-Clarke 2015 10
  11. 11. Did you start your business with a difference? Or was yours a ‘Me too’ competitor? ‘Me Too’ business can’t thrive and survive... The days of competing on price are long gone and there is always cheaper Remember ... If you have no Uniqueness then there is no reason for your customers to keep coming to you 11 Business Development Training www.winmorecustomers.com ©Christine Guy-Clarke 2015
  12. 12. Your USP Do you understand just how important it really is... Think carefully about your business... Do your homework! Example: Cake Shop story….. Are you still Viable? Remember if you don’t have a good reason for people to buy from you, you will fall off the radar. 12 Business Development Training www.winmorecustomers.com ©Christine Guy-Clarke 2015
  13. 13. How to Grow Your Business Step by Step Presented by Christine Guy-Clarke 13 Business Development Training www.winmorecustomers.com ©Christine Guy-Clarke 2015
  14. 14. What is a Business? What makes a business work? Examine different aspects of your business to discover where you are strong and where you are vulnerable and you will learn Practical skills to build your business, to convert more sales, win new customers, and develop lasting and profitable alliances 14 Business Development Training www.winmorecustomers.com ©Christine Guy-Clarke 2015
  15. 15.  What is your business for? – (What is your business for? – (The Why?) o Your goals? o Your reasons? o Timescales? o Earnings? o Aspirations?  Why are you here......?Why are you here......? o Is your business viable? o Can your business succeed? o Does your business need to change? 15 Business Development Training www.winmorecustomers.com ©Christine Guy-Clarke 2015
  16. 16. Question: Which area needs help first?.... This is the most common and most misunderstood factor by most business owners........ let’s take a look..... Business Development Training www.winmorecustomers.com ©Christine Guy-Clarke 2015 16
  17. 17. Every Entrepreneur I have listened to say the same things: Get a mentor or coachGet a mentor or coach Learn from your ‘mistakes’Learn from your ‘mistakes’ Make goals – and reset them along the wayMake goals – and reset them along the way Change direction if things are not workingChange direction if things are not working Re assess your business planRe assess your business plan and know your ‘why’and know your ‘why’ Always test and measure progressAlways test and measure progress Only deal with people you trustOnly deal with people you trust Outsource where possibleOutsource where possible Build a strong network of contactsBuild a strong network of contacts Celebrate every win – no matter how smallCelebrate every win – no matter how small Business Development Training www.winmorecustomers.com ©Christine Guy-Clarke 2015 17
  18. 18. Presented by Christine Guy-Clarke 18 Business Development Training www.winmorecustomers.com ©Christine Guy-Clarke 2015
  19. 19. 1. Why networking is a must for business 2. How to comfortably make that first approach 3. The etiquette of true networking 4. Some easy ways to be remembered 5. Your own networking strategy for your business 6. Your perfect business introduction, known as your ‘elevator pitch’. 7. The confidence and know-how to attend any event and get the most from it. 19 Business Development Training www.winmorecustomers.com ©Christine Guy-Clarke 2015
  20. 20. Q: Why do you network? Discussion… Q: What do you hope to achieve? Discussion Q: What’s the ultimate you can achieve? Discussion What’s your biggest fear/challenge? Discussion Business Development Training www.winmorecustomers.com ©Christine Guy-Clarke 2015 20
  21. 21. Q: Who do you approach first? Q: How would you decide? Q: What to say? Q: What’s the etiquette? Exercise and example Two volunteers please…. *How to confidently create your perfect introduction every time…. Business Development Training www.winmorecustomers.com ©Christine Guy-Clarke 2015 21
  22. 22.  Who has one?  Factors you need to consider…  Devising your own strategy  Networking things to avoid… The golden key…. Turning networking into profitable business contacts…… Business Development Training www.winmorecustomers.com ©Christine Guy-Clarke 2015 22
  23. 23. Contact me directly for current workshop dates and bespoke training. Christine@winmorecustomers.com or Menta website www.menta.org.uk Business Development Training www.winmorecustomers.com ©Christine Guy-Clarke 2015 23

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