workshop titles and samples

Presented by Christine Guy-Clarke

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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 matter7. The sales process: and process of a sale8. Negotiations, Handling Objections and Rejections 9. Closing the sale10. Professionalism, after sales, & customer retention

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Business Development Training

www.winmorecustomers.com ©Christine Guy-

Clarke 2015

Remember Every business needs to sell something

Sales at its best involves: Sales at its best involves: Presenting a product in the best possible light Presenting a product in the best possible light clearly describing a product clearly 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



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Training....!Training....!Training....!Training....!Training....!Training....!Training....!

Successful sales people keep training andSuccessful sales people keep training andkeep learning! keep learning!



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1. Smart prospecting 2. Know your customers 3. Approaching different personality types4. Lead conversion5. How to make deals more attractive to different types of

buyers6. Preparing and presenting winning proposals7. How to get your customers to come back more often8. Customer retention methods9. Sales closing techniques of all successful salespeople

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Clarke 2015

Question : What is the number 1 most effectiveprocess 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



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Building instant rapport….byRecognising 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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Clarke 2015

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...



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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 BusinessStep 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.....



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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 plan Re 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 contacts Build a strong network of contacts

Celebrate every win – no matter how small Celebrate every win – no matter how small



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1. Why networking is a must for business2. How to comfortably make that first approach3. The etiquette of true networking4. Some easy ways to be remembered5. Your own networking strategy for your business6. 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?DiscussionQ: What’s the ultimate you can achieve?DiscussionWhat’s your biggest fear/challenge?Discussion



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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 perfectintroduction every time….



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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……



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Contact me directly for currentworkshop dates and bespoke [email protected]

or Menta website www.menta.org.uk



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workshop titles and samples

Documents

christine guyclarke

business needs

development point

sales process

effective process

sales closing techniques

different personality

different types of buyers