Public training courses on Zoom
2024
(Prices below are per person)
9 Steps to
Successful Selling
3rd Dec
Full Day
£270 + VAT
- Essential skills for sales success TODAY
- Understanding the Buyer Mindset
- 9 Step Sales Structure (and why it matters)
- Qualifying and closing deals
Account Management
Master Class
Next Date TBC
Half Day
£180 + VAT
- 2024 Account Management Excellence
- Account Planning
- Maintaining Client Knowledge
- Upselling for account growth
Advanced
Sales Skills
Next Date TBC
Full Day
£270 + VAT
- Selling 2024: Reality Check
- 5 seller profiles
- Delivering client value
- Advanced social selling on LinkedIn
- Effective meetings: ‘one-go’ selling
- Protecting your pricing
- Powerful proposals
Closing
& Creating Urgency
9th October
Half Day
£180 + VAT
- What is ‘closing’ and what are the barriers?
- Active vs passive closers
- When to close and closing techniques
- Using questions to establish deadlines and create urgency
- Email & closing: how to avoid ‘ghosting’
Developing & Delivering Effective Presentations
NEXT DATE TBC
Half Day
£180 + VAT
- What’s your ‘endgame’ –what do you want your presentation to achieve?
- Message, Medium and Audience: tailoring your presentation for different personalities.
- How to create urgency and drive action
- Qualities of excellent presenters
- A structure for every presentation
Effective Emails &
Sales Proposals
11th December
Half Day
£180 + VAT
- 2024 Sales Proposals: Reality Check
- What do you know about your reader?
- Essential Elements to include
- Applying the AIDA structure to your emails and proposals
Introduction to
Media Sales
NEXT DATE TBC
Full Day
£270 + VAT
- Why do brands advertise?
- Agencies, clients and media owners: understanding the landscape
- Essential skills to succeed in media sales
- How to sell in a competitive market
Negotiation Skills
for (Buyers & Sellers)
NEXT DATE TBC
Half Day
£180 + VAT
- What IS Negotiation and what’s your natural approach?
- Qualities of excellence
- 4 possible outcomes
- Identifying your variables (and how to use them)
- Preparation & bargaining
Objection
Handling
14th November
Half Day
£180 + VAT
- Review of Buyer Tactics
- Brainstorm of most typical objections
- Identifying objection types
- 3 tried and tested ways to respond
- Your 6 core objections & responses
- Quick-fire role play exercises
People Management
Master Class
16th January 2025
Full Day
£355 + VAT
- Defining Management: your duty of care
- Management Styles – what’s right for you?
- Managing remote and hybrid teams
- Maintaining motivation
- Performance Management 2024:accountability & effectiveness
- Top tips for attracting, recruiting and onboarding new starters
Selling Digital
Advertising Solutions
19th November
Full Day
£270 + VAT
- What IS a ‘digital ad solution’?
- Why digital? 10+ benefits digital can deliver
- Trends & Jargon Busting
- Measuring and reporting a digital campaign
- How to prepare and deliver your digital pitch
Selling a Portfolio Package
Next date tbc
Half Day
£180 + VAT
- Challenges and opportunities when selling a multi-channel solution
- Selling your audience before product
- Clarifying complementary platform benefits
- How to present your multi-channel solution to make it easy to buy
Selling Sponsorship
next date TBC
Half Day
£180 + VAT
- Sponsorship vs advertising: what are the main differences?
- Benefits and risks of sponsorship to your client
- WHO to target? Determining your sponsorship sales strategy
- Measuring & reporting a sponsorship package
- Mirroring brand values: preparing to pitch
- WHAT does the client need to see in your proposal
Social Selling with LinkedIn
11th December
2 Hours
£135 + VAT
- Why bother? How social selling differs from traditional selling
- Your Personal Brand
- Top Tips for your LinkedIn Profile
- How to find leads, connect successfully & build your network and net value
Strategic Selling
NEXT DATE TBC
2 Hours
£150 + VAT
- How to prioritise your sales time
- Identifying high potential accounts
- Client retention strategies
- Sales planning
Time Management: Organising yourself
for Selling
NEXT DATE TBC
2 Hours
£135 + VAT
- Managing yourself: building your ONE time management system
- Planning your ideal day/week/month
- Prioritising & procrastinating
- Urgent & important tasks & eliminating time wasters
Top Tips for
Developing
New Business
next date TBC
Half Day
£180 + VAT
- Building your pipeline
- Organising yourself for selling
- Developing your new business sales sequence
- How to make your first contact multi-channel,distinct and compelling
Understanding Marketing:
Selling to
direct clients
2nd october
Half Day
£180 + VAT
- Differences between selling to clients and agencies
- What IS Marketing and where does advertising fit?
- ‘Above/below the line’ marketing spend
- Understanding buying priorities in 2024/5
- How to pitch effectively to a direct client
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