As a training series, we can gain fast wins and continue that growth over time in a measurable and quantifiable way.
Start the New Year with a Full Diary
Turn Your Best Customer Relationships into New Business Opportunities
The beginning of a new year can mean starting again with an empty pipeline — or returning with conversations and appointments already waiting.
Start the New Year with a Full Diary is a practical referral-generation course designed to help people create new business from the customers who already know, trust and value what they do.
Rather than simply asking, “Do you know anyone who might be interested?”, participants learn a structured, comfortable process for identifying the right customers to approach and helping those customers think of specific people who could benefit.
Participants learn how to:
Identify the customers they feel comfortable approaching for recommendations
Set up a referral conversation without making it awkward
Use a personalised thank-you to strengthen the relationship
Gain permission before beginning the recommendation conversation
Use framing questions to help customers identify potential introductions
Keep names flowing rather than interrupting the customer's thought process
Find out how they could add genuine value to each recommended person
Use the recommender's name appropriately when making contact
Follow a practical three-contact approach for turning a recommendation into an appointment
Handle questions without turning the initial call into a sales presentation
The result is a repeatable, relationship-focused referral process that helps people generate warmer opportunities, approach them with greater confidence and begin the year with a diary already filling with quality conversations.
Getting Our Head in the Game
When you hear this too much “It is so hard out there!”
In hard times, the team become worn down and can often buy into their own fears, all too often reinforced by those around them.
We work through a process that allows participants to re-examine these feelings and discover a way to move forward. They will leave with the first simple to action ideas and the confidence to try them and you will see results.
Finding New Opportunities
For when your team say ”…if I could just get in front of more people…”
In tough times we need to work harder AND smarter. We cannot wait for online marketing to work. Instead, we must explore pro-active options. New ideas around maximising opportunities among existing customers to using “Zero Dollar Marketing” to leverage your existing marketing, business connections, associations and many other areas. Revisiting established ideas with a new approach including recommendations and business relationships. These ideas are the most effective way to generate new business opportunity today
Sales Approaches for Tough Times
Supporting the Board's Decision Proces
Advanced Strategies for Influencing Decisions When You’re Not in the Room
Winning a major opportunity is rarely just about convincing the person sitting across the table.
Large commercial decisions often involve senior managers, finance, operations and ultimately a board or executive team. Even when your solution is strong, opportunities can stall because the people making the final decision don't yet have the information or confidence they need to say yes.
Supporting the Board’s Decision Process teaches salespeople how to move beyond the traditional sales presentation and become part of the customer's internal decision-making process.
The fundamental principle is simple: never seek access because you want to sell. Seek access because you can improve the quality of the customer's decision.
Participants learn how to:
Identify the people who will really influence the final decision
Understand different director priorities and decision styles
Map supporters, challengers, concerns and potential barriers
Work effectively with an internal champion without undermining them
Anticipate the questions a board is likely to ask
Create a concise Board Insight Questionnaire
Use an Eight-Minute Board Brief to educate rather than sell
Prepare and rehearse their champion for difficult board questions
Tailor the business case to financial, operational, strategic and sustainability perspectives
Create a clear executive summary focused on the decision, investment, return, risk and recommendation
The result is a more sophisticated approach to complex selling — helping customers reduce uncertainty, build internal confidence and move important decisions forward, even when you are not in the room.
Every team needs a boost or a new perspective as they go about the sales journey. We bring a new and fresh perspective on all aspects of sales.
