Workshop titles and samples

Presented by Christine Guy-Clarke
1
Business Development Training
www.winmorecustomers.com
©Christine Guy-Clarke 2015

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
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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
©Christine Guy-Clarke 2015 3

Training....!
Training....!
Training....!
Training....!
Training....!
Training....!
Training....!
Successful sales people keep training andSuccessful sales people keep training and
keep learning!keep learning!

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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
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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

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

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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...

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
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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.
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How to Grow Your Business
Step by Step
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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
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 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?
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Question: Which area needs help first?....
This is the most common and most misunderstood
factor by most business owners........
let’s take a look.....

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

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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.
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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

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….

 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……

Contact me directly for current
workshop dates and bespoke training.
Christine@winmorecustomers.com
or Menta website www.menta.org.uk

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