INDEX SALES STRATEGY AND BUSINESS PLANNING... 6 MOTIVATION MASTERCLASS... 7 BECOME A TRUE SALES SUPERSTAR... 8 HOW TO MANAGE A WINNING SALES TEAM...

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1 SALES TRAINING WORKSHOPS 2016

2 INDEX INTRODUCING MORE, THE NORTH EAST S SALES PERFORMANCE SPECIALISTS 2 WHY CHOOSE MORE? 3 6 SIGNS OF A QUALITY TRAINING PROVIDER 4 IMPORTANT INFORMATION 5 SALES TRAINING WORKSHOPS SALES STRATEGY AND BUSINESS PLANNING 6 MOTIVATION MASTERCLASS 7 BECOME A TRUE SALES SUPERSTAR 8 HOW TO MANAGE A WINNING SALES TEAM 9 THE ART OF APPOINTMENT GENERATION 10 DESIGN AND DELIVER POWERFUL SALES PRESENTATIONS 11 ESSENTIAL SALES SKILLS 12 ADVANCED SALES SKILLS 13 BUSINESS DEVELOPMENT MASTERCLASS 14 SALES 20 MASTERCLASS 15 OTHER SERVICES 16 TESTIMONIALS 19 1

3 INTRODUCING MORE, THE NORTH EAST S SALES PERFORMANCE SPECIALISTS More are a leading sales performance improvement company that have helped many North East businesses to achieve genuine sustainable sales growth Our Sales Training comes very highly rated and is carefully designed in order to meet the specific needs of your business This brochure outlines the Sales Training Options available throughout 2016 that are designed to bring out the best in your salespeople and to maximise their potential Many clients tell us that we are the best sales training company they have ever had and we ve produced some fantastic results for a wide range of North East businesses since 2010, as reflected in our testimonials, examples of which are at the end of this brochure We very much look forward to making your project our next success Peter Rabbage FInstSMM Managing Director 2

4 WHY CHOOSE MORE? We have built our success upon the weaknesses of other Sales Training providers to ensure we really do give you More 3

5 6 SIGNS OF A QUALITY TRAINING PROVIDER 1 Keep it Short It is a well known fact that people have limited concentration spans Sales training companies who insist on training for long periods of time (ie a whole day) or fail to break up long sessions are in danger of losing the interest of delegates for at least part of the course 2 Make it Memorable The very best training companies make learning fun and specialise in delivering 'brain friendly learning' that will be remembered and therefore be far more likely to be utilised in the field 3 Make it 'Real World' There is no point whatsoever to attend a sales training workshop that fails to address the problems your salespeople face on a regular basis It is for this reason that choosing a training provider that provides bespoke training tailored to your market and needs really pays dividends and why many 'off the shelf' sales training workshops fall short 4 Help Embed the Learning After the workshop has finished the learning certainly hasn't It is in the field that salespeople often require the most assistance as they will quickly forget what they have learned if they struggle to implement it 5 Utilise Trainers That Have Been There Themselves Many sales training companies either utilise ex salespeople who are not experts in delivering training or expert trainers who lack the necessary sales background and experience in order to truly grasp the challenges faced by salespeople today The top 6 things that the best sales training providers deliver We work hard to ensure we fulfill these criteria and more 6 Achieve Real Results The best sales training achieves noticeable and quantifiable improvements to confidence, morale, ability and results The best companies are happy to share with you full details of past successes together with references Our Registered Office and Training Centre 4

6 IMPORTANT INFORMATION Essential things to bear in mind when reading this brochure As our sales training workshops are tailor made to fit your specific requirements and industry the workshop details on the following pages are examples of typical content only Please note that we run many different Sales Training Workshops in addition to the examples in this brochure and we are experienced at designing fresh new courses from scratch when necessary in order to get the very best out of your salespeople We also conduct one-to-one sales coaching and mentoring which include field accompaniments and Sales Skills Assessments which help to identify the missing pieces in your sales methodology Wherever possible we recommend splitting a full day of training into two separate half days in order to facilitate brain friendly learning and aid knowledge retention This has been proven to significantly improve results and we offer this at no extra cost Fees will depend on specific course content and duration which is determined by your precise business needs If you do not see in this brochure the training course you require, please ask as the chances are that we can help and have just what you're looking for! After all, the courses in this brochure are purely illustrative anyway 5

7 FREE 50 page Sales and Marketing Plan Template SALES STRATEGY AND BUSINESS PLANNING Typical duration: 1-2 days Our intensive 1-2 day course focuses on the fundamentals of sales management and strategy with an emphasis on the key skills and qualities of the most effective business leaders Typical Workshop Contents Include: To develop effective sales and marketing strategies for both business development and account growth To develop strategies that help maximise performance To design highly effective incentive and recognition programmes that truly motivate To design and implement a range of effective sales management tools including effective coaching, reporting, succession planning and best recruitment practices To identify key areas of improvement that will enhance results To share optimal ways to run effective individual and group meetings To share knowledge and actionable ideas to ensure that 2016 is a strong year Who Will Benefit From The Course? Business Owners and CEO s Business Directors and Sales Directors Sales Managers Commercial Managers Find Out More To see how we can help you please call or training@moresalesperformancecouk for a quotation 6

8 MOTIVATION MASTERCLASS Typical Workshop Contents Include: Understanding personal motivators The importance of motivation and consequences of negativity Developing strategies that help maximise motivation Typical duration: 1 day This workshop allows delegates to develop a deeper understanding of personal drivers and develop a personal system for facilitating greater self-motivation whilst maintaining focus and drive NEW FOR 2016 Designing highly effective incentive and recognition programmes that truly motivate (managers only) Learning how to identify and implement highly effective kick starters to your day Prioritising your daily workload in a motivational way Learning how to keep highly motivated and optimistic in challenging circumstances Managing rejection Identifying and avoiding neg heads and mood hoovers Who Will Benefit From The Course? Sales Managers (when directly managing) Commercial Managers (when directly managing) Salespeople at all levels (to enhance daily performance) Find Out More To see how we can help you please call or training@moresalesperformancecouk for a quotation 7

9 BECOME A TRUE SALES SUPERSTAR Typical Workshop Contents Include: This course adopts a groundbreaking approach by showing delegates how to think rather than merely what to think Discover the top 10 secrets of top sales performers and learn how to adopt such practices for yourself Typical duration: 1 day Our innovative course focuses on far more than simply sales skills as it also highlights the attitude, approaches and methods used by top sales performers that differentiate them from their less successful peers Discover how to sell smarter not harder get better results in less time Learn what NOT to do mistakes the average salesperson make that those at the top of their profession never do Learn how to think like a top sales performer and to remove terms such as luck and fear from your vocabulary Understand the importance of utilising emotional intelligence in sales Who Will Benefit From The Course? Motivated Salespeople at all levels and stages of their career from any industry Find Out More To see how we can help you please call or training@moresalesperformancecouk for a quotation 8

10 HOW TO MANAGE A WINNING SALES TEAM Typical duration: 2-3 days This popular workshop focuses on the fundamentals of sales management with an emphasis on the key skills and qualities of the most effective sales managers and leaders Typical Workshop Contents Include: Understand the management myths we commonly fall for Learn methodologies for identifying key areas of improvement Learn effective coaching, counseling and developmental techniques Learn key interviewing tips, succession planning, and best practices for hiring and maintaining sales superstars Identify the most common mistakes that many managers make and what to do instead Learn effective techniques to deal with change, delegation and discipline Discover optimal ways to run effective individual and group meetings Learn how best to communicate effectively to your sales team Identify innovative ways to design incentive and recognition programs that truly motivate Learn Performance Management tips that gets the best from your team Discover what motivational style suits you and what motivates you and others Who Will Benefit From The Course? Whether you are a new or seasoned sales manager, business owner or CEO, this workshop is for you Find Out More To see how we can help you please call or training@moresalesperformancecouk for a quotation 9

11 THE ART OF APPOINTMENT GENERATION Typical duration: 1 day If you dislike reaching out to new prospects or want to improve your technique when calling for the first time then you'll love this highly effective and interactive workshop and the results it brings Typical Workshop Contents Include: Of all the sales activities, reaching out to new prospects is, perhaps, the most disliked and challenging Mostly because of the constant rejections, like "I'm not interested" "No thanks, we're happy with our present supplier" "We already have one, thanks" "Sorry, no money in the budget" "We can't afford your prices" "Send me a brochure" Confidently overcome the objections faced in your industry with ease in a natural friendly manner and turn them into appointments Who Will Benefit From The Course? Any internal or external salesperson who needs to generate appointments as part of their role Find Out More To see how we can help you please call or training@moresalesperformancecouk for a quotation 10

12 FREE Bespoke Sales Presenter built to your specification DESIGN AND DELIVER POWERFUL SALES PRESENTATIONS Typical duration: 1-2 days Typical Workshop Contents Include: Presentation and Design The best tools to use when making a presentation, the 4 critical stages of a 'Power Presentation, visual aids - essential design rules for maximising impact, the three customer concerns you must nail in the first minute Presenting Skills How best to facilitate engagement, what to show and what not to show, how to focus your presentation to reflect the prospect's exact needs, techniques and skills of a master presenter - the do's and don'ts, how to present with impact Learn how the world's top sales teams double the average sales conversion rate in this interactive and engaging workshop Who Will Benefit From The Course? Any salesperson who needs to present to prospects as part of their role Find Out More To see how we can help you please call or training@moresalesperformancecouk for a quotation 11

13 ESSENTIAL SALES SKILLS Typical duration: 2 days In this workshop you will learn the basics of modern day selling This workshop will enable delegates to become a more effective sales person by receiving a thorough grounding in all of the main essential skills of selling Closely tailored to your business environment, this course helps kickstart performance Typical Workshop Contents Include: To understand the evolution of the sales process and how modern sales processes differ from traditional methods of selling To fully understand the psychological thought process of buyers and shape selling activity accordingly To develop a highly effective, step by step sales technique that works and that customers love Learn to provide an effective business consultation and build better rapport and relationships with customers Learn what goes on the minds of today s buyers and understand buying motives Learn the beliefs, skills and behaviours that create a top sales performer Learn how to overcome objections you face with confidence and ease Who Will Benefit From The Course? Sales people (B2B or B2C) who have had no formal training on the subject before Sales people from any industry who need a refresher and need to get back to basics and refocus their time and effort Newly appointed sales people Find Out More To see how we can help you please call or training@moresalesperformancecouk for a quotation 12

14 ADVANCED SALES SKILLS Typical duration: 2-3 days This is the follow-on course from our Essential Selling Skills course It assumes you have a fundamental knowledge about the sales process and are looking to progress your sales skills to the next level Closely tailored to your specific business needs, this workshop really helps your salespeople rise above the competition Typical Workshop Contents Include: Learn how to facilitate the use of advanced questioning technique Learn how to get the prospect to agree with you without even noticing Learn how to utilise sales 20 methodologies effectively Learn the importance of emotional intelligence in selling today Learn how to utilise advanced negotiation and listening skills Learn how to design and implement personal sales plans Learn how to better manage prime selling time Learn how to prevent objections before they occur and how best to handle them should they occur Learn how to improve conversion rates and to reduce the sales cycle Who Will Benefit From The Course? Sales people who have already attended our Essential Selling Skills workshop Field sales people (B2B or B2C) Client Relationship Managers Account Managers Business Development Managers Experienced sales people who need a different perspective Find Out More To see how we can help you please call or training@moresalesperformancecouk for a quotation 13

15 BUSINESS DEVELOPMENT MASTERCLASS Typical duration: 3 days Business development (BD) comprises a number of tasks generally aiming at developing and implementing growth opportunities Our bespoke training workshops focus upon developing the specific needs of your Business Development Managers and ensuring they work to their full potential Typical Workshop Contents Include: Strategy The first stage of successful business development is to formulate a winning strategy that gets results Learn how to develop an innovative SMART business development plan that gets results Choosing the most effective BDM tools, systems and processes to help facilitate business development New Channels / Reaching Out The second stage of successful business development involves reaching out to make valuable new connections Learn how to utilise sales 20 methodologies such as social media and internet forums to make valuable new connections and win business Identify how to enter new markets and open fresh new business development channels Sales Skills The third stage of successful business development is winning new business once new connections are made Our workshops help BDMs to develop a wide range of skills including: Advanced negotiation skills, pipeline management, effective time management to maximise prime selling time, advanced listening skills and first-class consulting skills etc Who Will Benefit From The Course? Business Development Managers, Business Development Directors and all staff with the responsibility of securing new business If you lead, manage, or direct new customer acquisition, this course will dramatically develop the tools, methods and practices you can use to to secure new business 14

16 SALES 20 MASTERCLASS Typical Workshop Contents Include: Learn the importance of sales 20 and how to integrate it into your existing sales and marketing strategy Learn best practice when it comes to generating both brand awareness and sales online using Sales 20 tools, examples of which include: Typical duration: 1-3 days Twitter Facebook Blogs Google + Buying behaviour and preferences have changed so should your sales methods! Whether your business changes to reflect such changes will determine your long term success Sales 20 is the next step in the evolution of sales Sales 20 is a newer, better way to identify and communicate with today s customers LinkedIn Podcasts Forums Pinterest YouTube and Online Video CRM Identify when to use sales 20 and when to use more traditional selling methodology and how to combine the two how to connect the dots Who Will Benefit From The Course? B2B and B2C sales people of all experience levels and from any industry Sales Leaders and Managers Business Owners, CEO and Directors Find Out More To see how we can help you please call or training@moresalesperformancecouk for a quotation 15

17 OTHER SERVICES Unlike many other companies in our field that simply offer either sales consultancy, sales training, marketing advice, design or website evaluation and development in isolation, we offer the complete solution under one roof This is one reason that we chose the name More, as we really do offer more As far as we are aware, no other sales and marketing consultancy can provide this level of in-house expertise We offer the following services: Sales Consultancy and Audits More is a different breed of consultancy which evaluates and helps to achieve lasting improvements to your entire sales and marketing operation We have helped many North East businesses to achieve genuine, sustainable sales growth We offer a comprehensive sales 'health check' (our Sales Audit) that examines in detail all of the critical elements within your sales and marketing operation that when addressed are most likely to have a positive impact upon sales results Our powerful Sales Audits really are unique and far more effective than sales training in isolation as they often reveal critical issues which would otherwise remain unaddressed 16

18 Sales Skills Assessments Sales assessments are an absolutely essential tool in highlighting the strengths and identifying the development areas in your salesforce We deliver a range of innovative assessment and analysis tools which enable our clients to accurately identify, recruit, develop, manage, motivate and retain the top performing sales talent and to help match the right people to the right roles Website Evaluation and Audits An effective website needs to be found easily online, be well laid out and easy to navigate, compare favourably in the marketplace, be cross browser-compatible and up to date We are specialists in helping our clients to dramatically improve their online presence by providing comprehensive website audits We help you gain a deeper understanding of factors such as: why aren t more people visiting my website? what factors are causing visitors to leave without acting? what are my website and online priorities? how can I increase website conversions? Website Design and Development We are specialists in working to improve the effectiveness of our customer's existing websites, as well as designing and developing fresh new websites that achieve results This is where More are a little bit different As well as producing stunning, award-winning websites, we also utilise the copy writing skills of a sales specialist who uses powerful elements of customer psychology to help convert more prospects into customers - after all, it s easy to get a good looking website, but harder to create a site that converts visitors into customers 17

19 Design More are dedicated to delivering strategic and creative solutions that stand out from the crowd We are specialists at producing striking and impactful promotional marketing solutions, including: Corporate brochures and flyers; Exhibition stands and banners; Stationery and business cards; Sales letters and s; Information packs / ebooks etc Online Marketing An essential consideration of any business in the modern age is the way it communicates its message and the way its brand is perceived online Our online marketing solutions include: We specialise in a range of creative marketing solutions including: Copy writing; Database development and management; Design and print; Direct marketing / mailshots; Marketing planning; Exhibition services The diagram below highlights the many varied areas of your business that we can work on to in order to improve sales performance Our indepth sales audit helps to identify the priority areas CRM consultancy and tuition; Blogs / content marketing; marketing / HTML design; Newsletter production; and web analytics; Social media management and training; Search engine submission Offline Marketing Marketing is the process of communicating the value of a product or service to customers It therefore makes total sense not to consider sales and marketing as separate entities but as a closely aligned set of functions that mutually support and complement each other 18

20 TESTIMONIALS The sales training from More has shown me a more consultative and professional approach to selling I've found the training very helpful and as a result I've more than doubled my sales so far The sales figures don't lie! Sales Training Delegate I would like to sincerely thank you for the effort you have put in to resolving the issues associated with the sales office I know that it was not an easy task, but the results have been positive, steady and substantial I speak on behalf of all the staff you worked with in saying how much your input and personality motivated us all Leading Leisure Operator I found the training very helpful and have more than doubled my sales so far Sales Training Delegate We enlisted the expertise of Peter and Rachel at More in order to help us to grow sales The training was of very high quality and the course structure was just right for us The website really has helped us enormously to generate many new enquiries and clients Many people have commented how professional it now looks I cannot thank More enough for their help and would recommend them to any company looking for a sales boost They have certainly helped to boost our sales! Director, Surveying Company I would like to thank Peter for the training I found it informative as well as entertaining! I have never enjoyed a training course as much I feel my knowledge and confidence in my role has grown greatly and would definitely recommend his courses Sales Training Delegate We hired Peter to conduct Tele Sales/Sales training with two young, new to sales staff Peter developed a programme to introduce them to the sales process, handling objections] etc The results have been excellent Both staff members are now confident at the sales process, are able to plan and prepare daily campaigns and follow ups They have both brought in new clients/ which easily cover the cost I would highly recommend Peter Director, Engineering Company A brilliant course, very detailed and informative without being long and arduous I would definitely recommend Peter's courses He was very enthusiastic and genuinely seemed to care about our company which is an infectious quality to possess I feel happy, confident and excited about the future Sales Training Delegate 19

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