UK Based Global Training Provider - Bespoke In-House Training in the UK, Europe & Worldwide

Established 1976 - Over 40 Years in Business

Tel: 01992 633882

A-Z Training Directory: S - Z

 

This list of modules gives you an overview of our key areas of specialism.

 

Each section may be run as an individual programme or one of a number of topics chosen to be linked together as a bespoke programme to meet your specific training objectives.

 

If you would like to discuss any of these modules in more detail or would like to be sent further information, please contact us on 01992 633882 or email us with details of your enquiry.

 
 

A - E | F - M | N - R | S - Z

Select a letter to move about the page:   S - T - U - V - W


S

Sales Call / Meeting Structure
A sales call or meeting should be an exercise in two-way communication. Sales people should not try to sell the benefits of their products until they have fully explored the needs of the prospective customer. This is the keystone of 'Partnership Selling' in which the salesperson and their customer focus on mutual needs and the salesperson is perceived as a problem solver. This is incorporated into many sales programmes or run as a refresher to those who follow their own structure with little success.

Sales For Non-Sales (NEW)
We are all sales people. Almost all of us have to persuade from time-to-time. So when, for example, we send a technical sales person out to meet a customer of course we want to maximise on the opportunities of customer contact. This one-day workshop helps non-sales people to understand the sales process and see how they can influence a sale. Naturally non-sales people will be reluctant to push a deal, so we consider how we can develop a sale organically by asking questions and developing needs, rather than by forcing a close.

Sales Management - see further details
In the B2B environment, the first line of sales management is the most important function, yet unfortunately it is probably the least understood. Modern Sales Management looks at the topics and issues of Motivation, Leadership, Team Building and Sales Strategy to develop a more effective sales organisation.

Sales Masterclass
Would your sales team benefit from more proactive sales activity? Do they lack formal 'trained' sales skills? If your answer to either of these questions is 'Yes', this master-class will equip your people with a sales methodology and win-win sales techniques at the same time as motivating them to add more to your bottom line. This programme focuses on sales planning, developing effective communication skills, differentiating your proposition, identifying the component elements of a compelling solution, selling the features, advantages and benefits of your product effectively, understanding buyer behaviour, dealing with resistance and gaining commitment.

Sales Performance - Lifting Your Team
Sometimes there isn't a 'one tool fixes the job' approach to improving performance across a team. Different people need different approaches and support. This workshop looks at the difference between coaching and mentoring, utilising linguistic techniques for supporting changes in behaviour and attitudes, the importance of having a flexible approach to a wide range of opportunities for improving performance and assessing the reasons for under performance.

Sales Planning & Territory Management
The amount you sell, in the medium to long term, is directly related to the number of customers, or potential customers that you contact. Sales techniques help us to become more proficient in sales; however, ratios exist that can help us predict how much sales activity (input) is required to achieve a certain level of sales (output). By utilizing these ratios for customer contact higher yields can be achieved. This module looks at effective planning and monitoring methodology and how to make it best work for you.

Sales Presentation Skills
A sales presentation or demonstration must prove that the product or service we are recommending fulfils the customer's needs better than any alternative solution. Ideally, all presentations should be designed around a summary of the wants, needs and concerns of the customer. They should highlight the advantages and minimise the perceived disadvantages. Presentations are usually competitive, and they deal with comparisons. This programme gives delegates 'on their feet' experience and practice to gain confidence and understanding of the effects of structure, body language, tone and content to make their presentations successful, whatever level and audience they are presenting to. Delegates will make presentations to the group, benefit from their comments and then receive tuition from an instructor, designed to develop the skills that suit his or her personality.

Sales Through Service
To win in today's market, organisations need to improve and/or maintain relationships with their key customers, deliver exceptional levels of customer service, rapidly grow sales, manage high-level sales calls and successfully negotiate and close deals. A critical need is to move the traditional focus from selling individual products and services to building relationships and offering solutions. This workshop has been designed to maximise the effectiveness of service and service personnel and managers to achieve the vision and sales strategy set by the business. It will offer the techniques, skills, processes and motivation to drive sales for the business.

Self-Management
'Self-Management' is a practical course designed to give delegates an understanding of how to attain the maximum benefit from the time available to them via effective analysis, planning and taking responsibility. The course looks at how delegates can analyse their current use of time, identify goals and objectives (both business and personal), plan and prioritise tasks to achieve those goals and objectives, schedule time effectively and ensure tasks are completed. It also looks at behaviours key to the successful implementation of their plans; specifically assertiveness. In the increasingly competitive environment that we work in, we are constantly being asked for higher levels of performance, which results in increased time pressures. By applying some simple, practical techniques, delegates will be able to identify and focus on the activities that will give them the greatest benefit within the limited time available.

Selling in Tough Times - see further details
This one-day programme covers the core sales skills process in the context of selling in tough times to prepare delegates with an edge and solid process from which to gain sales success.

Selling Techniques
The first aim of this programme is to show delegates how a structured approach to each sale can bring success more often. Each stage of the selling process is covered in a logical sequence. A key approach is to develop a sense of ownership. Each sales person should feel that their territory is their own company and that everything that goes on in that territory is their responsibility.

Selling Through Distributors
Key to successful Channel Management and Selling is an understanding of the different skills and processes required from direct selling. Content includes understanding the sales process, influencing channel partners, planning, setting and achieving short, medium and long term objectives, successful communication skills, handling objections, making successful presentations and managing the territory effectively.

Selling With NLP
The purpose of the programme is to give delegates a basic knowledge and understanding of NLP, some of the techniques and their applications in producing more profitable sales. Delegates will learn how people relate, make decisions and prefer to be influenced. This programme can be run at different levels for sales, sales managers and product managers.

Service Engineer as a Company Ambassador - Part 1 - see further details
This programme is designed to inspire service engineers to realise the importance of their contribution to the Company, give them a sense of purpose and encourage them to see themselves, directly or indirectly, as a business getter. The programme helps delegates identify how to contribute to their special role in providing the Company with a competitive edge above competitors and how a little extra effort during a service call can win their Company new opportunities that exist to help the sales effort. An intensive one-day workshop.

Service Engineer as a Company Ambassador - Part 2 - see further details
This one-day programme is designed to develop and build on the material covered on the 'Service Engineer as a Company Ambassador' workshop. It will be an ideal refresher for those who have attended the first Company Ambassador workshop, delegates will review the Action Plans which they have set for themselves, share personal successes and introduce fresh material to enhance personal motivation time management and contribute to success.

Setting & Managing The Sales Direction For Success
When did you last assess your sales operation and strategy? In fast changing and challenging markets it is essential that the sales operation is right for the conditions. Too many organisations fail to recognise this and adapt their sales team, structure and strategy. Customers have more choice when looking to buy! Traditional boundaries are no longer what they were because of competitor activity and the growth of technology. It's no longer good enough to only focus on driving your sales force to make more calls and get more sales. The way forward is to combine working smarter with working harder!

This two-day programme looks at the factors to consider and what actions to take to enable you to create the right sales operation and direction to achieve your business objectives. Your sales operation needs to be dynamic and able to adapt to market forces and needs. This workshop explores the link between sales and marketing, the overall sales strategy and the benefits of identifying the sales processes that work, and will question the sales channels to use and the sales structure to support all of this. When these have been assessed, it is essential to have the appropriate planning and control system, explore some of the options available for this and decide the most appropriate approach. Throughout the workshop delegates will be working on applying the principles and using the tools for their own businesses to enable them to implement many of the key learning points from the workshop immediately.

Solution Selling Through Structured Questioning
Clients now want a more solution based proposal designed to meet their specific business needs. This is a more tactical led selling methodology developed to sell intangible and conceptual products, especially those in service led industries. This programme includes sales structure, communication skills, negotiation and closing.

Strategic Leadership - see further details
A two day programme covering the core skills of management and leadership including; communication skills, dealing with pressurised situations, responsibility and accountability, team building, motivation, managing individuals, strategic and change management and creative problem solving.

Strategic & Key Account Management Skills For Sales Success
Make the most of those big accounts!
Within business to business sales the cost of the sales force is significant. This means that to maximise the ROI on the sales people companies need to ensure that their sales teams are operating as effectively as possible. It might be an ideal thought to want to treat each customer the same way. However, it is impractical. Some of customers are not going to grow, indeed some may shrink! The smarter sales organisations recognise that they need to identify their potential major accounts, whatever criteria work for them, and handle them appropriately. This will often require a different approach and some further skills to the sales fundamentals. This two-day workshop is a very practical approach to keep participants involved throughout. After some exploration of the key principles behind any form of account management we will cover a range of tools for analysing and assessing accounts and market situations. Tools and methods for developing plans for accounts are introduced and how to apply them. Delegates work on their own situations and accounts throughout the workshop rather than dealing in theoretical scenarios. At the end of the workshop, individuals will leave with at least one, and possibly two, account plans for their own customers which they can begin to implement immediately.

Strategic Account Management (Advanced)
A follow-up to Strategic Account Management, this two-day programme shares the challenges and issues faced in handling accounts and applies core planning tools to individual accounts whilst considering industry, market and customer drivers which can lead to opportunities, process mapping of buying and decision making process, stakeholder analysis, developing multi-level contacts, using the Value Curve to put together a business case and aligning approach with the account's objectives and customer's strategies.

Strategic Management & Planning For Business Success
This workshop is aimed at providing an understanding of the importance of strategic planning and what is involved in the process and then implementing it. We will provide the knowledge and skills required to handle the challenges of strategic leadership in changing markets and times. This workshop explores the link between establishing the strategic plan and the leadership skills to engage your people in the plan and motivation to achieve it. Delegates will see the benefits of doing the thorough situation analysis before creating the plan and will recognise the benefits of having a long-term strategy for the organisation, supported by rolling medium-term plans. Individuals will know how to apply a range of strategic management tools as part of their assessment and have practiced them. They will also understand how to manage the execution of the plan to ensure the performance needed. Also, they will be able to establish a process so that the planning activity can be cascaded to the main functions of the organisation, where appropriate.

Stress Management (also see Performing Under Pressure & Stress) - see further details
Stress results in the loss of 40 million working days each year and can be seen from two angles - what causes stress and how an individual responds to it. The resulting effects of undue stress in the workplace are a fall in productivity and an increase in the amount of time lost to sickness. Relationships between managers, staff and teams will suffer, as people become irritable and inefficient. Relationships with customers also suffer. The standard of work may deteriorate and mistakes and accidents increase. This in-depth one-day workshop is designed to help delegates understand and cope with stress for themselves and their team members.

Successful Appointments First Time
Occasionally we all come off the phone and think 'That didn't go quite to plan!' Sometimes our words just don't flow like they usually do and that sometimes, the person on the end of the phone didn't seem to take an instant liking to us like most of our clients do! This workshop, takes your communication and interpersonal skills to the next level, introducing behavioural analysis, calling with confidence, dealing with objections and learning how to win more qualified appointments each time.

Supervising Inbound Sales Teams
This programme will enable managers and supervisors to learn about the modern approach to telephone sales management. The programme will help managers to identify potential areas of team improvement from customer and cross-departmental feedback and coach staff to maximise on this information.

Supervision Skills
The programme comprises a number of logical stepping stones, which if adopted by delegates will give them an ideal foundation upon which to build. Highly practical and very interactive, this programme has been built for the junior or first time manager from any department within a company and gives them the structure and skills to enable successful supervision.

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T

Team Building - see further details
This workshop explores the skills and qualities of effective internal communication and traces the stages in the evolution of effective team development. It also addresses the need to balance the priorities between team, tasks and individual needs. A highly interactive workshop which gives ideas and experience to those wishing to build a successful team.

Team Building & Team Leadership
Good managers 'Do the right things right' while good leaders add another dimension to their relationships with their teams. Leadership is the art and skill of 'Winning the Hearts and Minds of One's People'. This workshop explores the skills and qualities of effective leadership and traces the stages in the evolution of effective team development. It also addresses the need to balance the priorities between team, tasks and individual needs.

Tele-Marketing Strategies
This module provides a practical and relevant approach to this increasingly important business activity. Effective telemarketing requires its own skills and expertise, and these are fully explored on this comprehensive and interactive module, which will provide delegates with proven techniques and strategies in both telephone and face to face situations, which will inspire those who are looking for new ways of achieving positive results.

Telephone Account Prospecting
Conducted skilfully, a telephone account-prospecting programme is a highly efficient and cost effective means by which to open new business relationships. Delegates learn the structure, skills and techniques for planning and approaching new accounts from scratch, with skill, control and confidence. Essential performance measures for maintaining quality and consistency in approach styles across a team of account prospecting professionals are also covered. Recorded role plays are included to increase confidence and continuously improve approach and style.

Telephone Selling Skills - see further details
A practical and relevant approach to this increasingly important business activity. Telephone selling demands its own skills and expertise and these are fully explored on this comprehensive and interactive programme. The programme focuses on providing delegates with techniques and strategies that are proven, and will inspire those who are looking for new ways of achieving success. Content includes structure, questioning and listening skills, communication, building profitable relationships, dealing with resistance, closing and negotiation.

Telephone Techniques
It is a well known fact that behaviour breeds behaviour and that the way in which we deal with our customers on the telephone will affect their behaviour towards us and whether they would like to buy our services or not. It only takes 15 seconds to make a first impression. This course highlights the importance of excellent customer service, improving telephone communication skills through examining various questioning and listening techniques that teach us how to create the right impression each and every time and how to structure and control the call. It looks at consistent professional introductions, the verbal handshake, creating rapport with different customer types, objection handling, taking messages and leaving the perfect voicemail. An interactive session with an opportunity to listen and feedback on recorded calls.

Territory Management
The amount you sell, in the medium to long term, is directly related to the number of customers, or potential customers that you contact. Sales techniques help us to become more proficient in sales; however, ratios exist that can help us predict how much sales activity (input) is required to achieve a certain level of sales (output). By utilising these ratios for customer contact higher yields can be achieved. This module looks at effective planning and monitoring methodology and how to make it best work for you.

Time Management - see further details
Continual pressure to achieve short term objectives leads inevitably to 'crisis management'. We become dominated by problems of the moment and our long term goals are neglected. In the long run, the pressure will become even more intense, as we are forced to tackle symptoms rather than the causes. Delegates begin by identifying the barriers to good time management and how to overcome them. By the end of the programme, they will then be able to use methods of assigning priorities to each activity and allocating the maximum time to the most important to enable a balanced approach to the prioritisation, delegation and completion of tasks.

Total Proposition
The total proposition consists of every aspect of your product or service and includes all the added value elements you provide. Does your sales organisation sell the value of your total proposition or does it give most of it away? The notion of Value is very important here, as the sales organisation must be skilled at communicating the value of your total proposition in ways that your customers can understand. Selling value is the most important skill your salespeople should have.

Toughness / Resilience Training
Targeted at individuals in pressurised, high performance, results driven environments and roles where pressure and stress are a factor, and where being resilient and able to sustain positive states such as motivation and confidence are key to success. This workshop helps attendees to understand how emotions affect their performance, the impact of states such as stress and anxiety, and provides practical strategies that will enable them to manage their emotions more effectively, increase their stress capacity and resilience and strengthen their confidence and performance potential.

Train the Trainer
A range of 1 to 4 day programmes designed for delegates responsible for training a wide range of staff including colleagues, clients, and installers on a wide range of topics from soft skills, new product ranges and specifications to software systems. The programme is designed to cover specific areas of the training process including identification of training needs, programme development, preparation and evaluation of training.

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U

Understanding & Influencing Corporate Decision Making
Do we always understand why we didn't win a piece of business when we had received such positive feedback throughout the sales cycle? This workshop approaches corporate decision making from the customers' perspective of what success means to them. It takes into account the factors key decision makers across the business consider from a strategic review and financial performance measures basis to environmental implications and operational efficiency.

Unlocking Your Potential
A one-day programme to help your staff to be more self-motivated and perform to their potential more consistently. This dynamic programme helps delegate to reflect on their performance in terms of the way in which they think, feel and act. It helps them to explore their potential and teaches them specific strategies to be able to set and achieve goals, create positive feelings of motivation and confidence more often and become more resilient and deal with set backs more effectively. This programme draws on extensive research in to peak performance, human potential and techniques used in sports and performance psychology and NLP.

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V

Value Added Selling
Value Added Selling is a way of presenting a company, brand or product which distinguishes it from the competition. Once considered the province of the marketing department, it is now a key process for sales representatives and account managers who wish to gain advantages over the competition by deciding position for individual customers and also giving strength to negotiation. This module can be incorporated into most sales programmes.

Value Based Selling
Do we always think about the 'Value' of the service or product we provide from the customer's perspective? This workshop looks at understanding what we and our customers perceive as 'Value', the difference between what clients want and what we can offer, consideration and understanding of the buying cycle and how as sellers we can manage the pipeline more effectively and utilise key triggers to gain greater sales success.

Value Proposition
The total proposition consists of every aspect of your product or service and includes all the added value elements you provide. Does your sales organisation sell the value of your total proposition or does it give most of it away? The notion of Value is very important here, as the sales organisation must be skilled at communicating the value of your total proposition in ways that your customers can understand. Selling value is the most important skill your salespeople should have.

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W

Working in a Changing Environment (NEW)
All organisations are continually experiencing significant change at all different levels. This includes changes in products, production processes, processes and systems, structure, legal changes etc. It's no longer feasible to think of change as a "one off" or temporary condition. Organisations that remain resistant to change or change too slowly will not be able to meet the massive challenges of the future. Change at work can be stressful, worrying and disruptive but also exciting and vital for both the company and its employees to grow and succeed. It involves adapting to new working practices/procedures, environments and personal circumstances, all which require understanding and development. This practical one-day course provides advice, tools and techniques on how to plan for change, be involved in some of the decision making and how to work with your Manager to successfully implement the change. The course will help you see change as natural, something to be welcomed and as an opportunity to enhance your skills and knowledge in this important aspect of the 21st century workplace. (See also our Change Management course.)

Writing For Results
Do you find it frustrating trying to create a proposal or tender document from scratch, which you feel will encourage your reader to read and act on quickly? This programme develops your skills to write convincing, persuasive and powerful documents that achieve their objectives. Adopting a structured approach which will save valuable time, it enables you to develop a writing style to avoid word inflation, use varied presentation techniques, anticipate and address objections positively, maintain interest, make it visually appealing and avoid time consuming re-writes.

Writing Letters
Value Added Selling is a way of presenting a company, brand or product which distinguishes it from the competition. Once considered the province of the marketing department, it is now a key process for sales representatives and account managers who wish to gain advantages over the competition by deciding position for individual customers and also giving strength to negotiation. This module can be incorporated into most sales programmes.

Writing Proposals
The written word continues to make an impression upon the reader long after face to face contact at a meeting. Your letters and proposals remain a permanent advertisement for you and your company. A one-day programme to enable you to write what you mean effectively and succinctly enabling you to win more business.

Writing Reports
A one day programme designed to develop effective report writing, this programme incorporates; developing strategies for report writing, setting objectives, research, content, structure, style, presentation and evaluation.

Writing Communication Skills
Written communications play a significant part in the reputation that precedes your company, so it is paramount that we make the right impression with them. If you are new to written business communications, have never worked in an office environment or just want to polish up on the art of writing letters and emails professionally, then this is the course for you. It covers professional standards with regards to the layout, structure, content and style of letters and emails, signing off and signatures, font and colour of text, punctuation and grammar.

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A - E | F - M | N - R | S - Z

Select a letter to move about the page:   S - T - U - V - W

If you would like to discuss any of these modules in more detail or would like to be sent further information, please contact us on 01992 633882 or email us with details of your enquiry.

 
   

Training Courses

Tel: +44 (0) 1992 633882
Email: sales@marcusbohn.co.uk

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