Enhancing Sales Skills: Agenda for Sales Training Day

1. Welcome to Sales Training Day

2. Agenda 10am - 11am     Workshop - The Basics of Selling                         Pre-call planning                         ‘The Script’ 11am – 12pm    Testimonials – Tips & Advice from re:charge store owners 12pm – 1pm      Prospecting and Business Development followed by Q&A 1am – 2pm        Lunch 2pm – 3pm       Designing your sales process followed by Q&A 3pm – 4pm       Workshop – The Sales Cycle                         Managing your prospect list                         Establishing customer needs                         Answering customer objections 4pm – 5pm       Workshop – Motivation, Target setting and Staff incentives

3. Objectives • Share best-practice • Simple, easily incorporated sales techniques • Learn from our colleagues • Leave feeling more confident in our sales abilities • The end prize – more sales!

4. What NOT to expect…

5. Bio – Muriel Molloy • Family of shopkeepers • Training courses for Microsoft, Education for Peace, Nostra Systems, New Horizons… • AIB – Background in Telesales • Sales and Marketing Development manager in Typetec • Responsibility for the sales targets of a team of 4 telesales staff and 3 field sales • Small business owner – leads generation

6. Introductions • Name • Job title • Name of Store • What you would like to achieve from today?

7. The Basics of Selling • A State of Mind • Listening • Good first impression • Elevator pitch • Organisational skills

8. And finally… • Confidence! But how? • Educate yourself about the products • Practice your script/pitch • Don’t be afraid to say ‘I don’t know – but I’ll get back to you.’

9. Pre-call planning • The importance of cross-selling • What is my territory? • What is the best use of my time? • What does success look like?

10. The Script • Put the script in your own words • Make it your own • Generally 2 scripts – one for fact finding and one for sales.

11. Getting past ‘The Gatekeeper’ • All hail the gatekeeper! (Respect) • Don’t sell PAST the gatekeeper, sell TO the gatekeeper • Again - confidence

12. Right before the call… • Preferred outcome – face-to-face meeting/email address/sale • Script (the crutch!) • It’s OK to fail, stumble, panic • Assume – I’ll make 10 calls before I get familiar with my script • Think in stats, not quality of individual calls, eg. 5% leads generation = success

13. Prospecting • Databases • Compass/Yellow Pages/Google • Warming up “cold calls” • Sales Call Planning • Setting sales call objectives • Questions to ask • Objections to anticipate

14. Networking • BNI (Business Network International) • Chambers of Commerce Ireland • County Enterprise Boards • Women in Business • Through Sports Associations/Boards/Community involvement • Start your own network? • Facebook/LinkedIn

15. The Sales Funnel

16. Designing your sales process • Customer Relationship Management • Excel/Act/Sage/Business Contact Manager(MS Outlook)/Business Contact manager • Leads sheet

17. Exercise • Have you tried advertising, distributing flyers, direct mail, sponsorship, PR or another means to market your store? • Split into small groups and share what worked and why.

18. Managing your Prospect list • In Excel • But remember – these are only tools • Timely and consistent follow-up • Example of a simple plan for sales calls

19. Exercise • Looking at your current database or your 3 hot prospects, try putting together a simple, realistic contact plan for over the next week. • State some goals which would move these prospects further along the sales funnel.

20. Establishing customer needs • Use your current database/information • What do you know about their business • What are the customers pains? • What are the pains of the customers industry/sector?

21. ABC – Always Be Closing • No magic wand (unfortunately!) • BANT criteria • ASK for the business! • Follow-up with great service • Make a date – in 3 months, ask for a referral

22. Sales meetings • Importance of consistence and accountability • Agree targets • Agree timelines • BANT criteria – Budget, Authority, Need, Timing • Recognise and reward hard work and perseverance

23. Exercise • Take 5 minutes to discuss what are challenging but realistic targets for your business. • By month • How many meetings or phone calls would you need to make to reach these targets?

24. Exercise • Customer objections • Write down one objection you have received in the past when trying to sell • Discuss with the person next to you, how you could possibly overcome that objection in the future

25. Motivation • What does success look like? • Lines in the sand • Rewards

26. Target setting • Challenging but realistic • Group targets/Individual targets • How much is a lead worth?

27. Staff Incentives • What will work for your team? • Where incentives can fall down • Pros & Cons of incentivising staff

28. Jfhdkfhdkj Fsdfhdjkh Thanks for your time today. Please help us improve by filling out the feedback form. Many thanks, re:charge man