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Ideal for business owners or senior leaders, anyone in a sales, account management or customer relationship role or managers with team members requiring training for core sales skills, this course covers the fundamental skills and sales processes needed to become better at selling.
Really making pain-point selling work for you
People buy because they have a need, a pain – you have to always start here. This is the secret to empathy and persuasion. We start by focusing on the simple steps of identifying common pain-points and then building a whole sales approach around them.
Account Development Planning – A structured approach
The actions you proactively take will directly influence the outcomes of your account management planning and financial results – but you need a practical and structured method for achieving this. We will create a bespoke account management process that is fit for purpose for each setting, then embed rhythm and rigour around actually ‘doing it’ every day.
Managing your ‘sales meetings’ effectively
Understanding the principle of ‘the golden hour’ and knowing when it is ‘your moment’ is key to ensuring you control and run your conversations to get maximum returns. We will run through several meeting scenarios and establish a ‘muscle memory’ best practice approach to ensure that you recognise key signals and get the best results every time.
Real-life pipeline management
People often have a tendency to make this too complicated and/or do not embed discipline that drives sales results. We will introduce a method of ‘zonal’ pipeline management, and help you to understand how to use it in order to manage prospects through your pipeline effectively and drive sales conversions.
Building a perfect sales toolkit
Rarely do sales people have all the tools they need to do their job effectively, but in reality what you really need is quite simple. We will help you build an ’emergency’ sales tool kit and a ‘go forward’ sales toolkit, clearly explaining and helping you to understand the difference between actually selling and getting ready to sell – a trap that many sales people often fall into.
Each Firestarter Academy course runs over a 6 week period, with 5 modules, group sessions with 6-10 people in each cohort and two 1:1 sessions for each delegate (1 hour for each session). We provide all course materials and you will have direct and ongoing access to your course tutor throughout the programme to support with exercises and questions.
The courses are specifically designed with small cohorts so that we can focus on practical and implementable learning, with NDAs established with all parties at the outset to encourage open conversation and sharing of real and relevant examples, not just theoretical and forgettable classroom content.
Each module consists of a structured 90 minute online session, with core content delivered to set an ethos and best practice for each subject. With a 50:50 ratio of lecture and practical activity, we encourage break outs in each module, with small group sessions to drive learning, experimentation and confidence.
All modules are designed to focus on ‘real life’ scenarios, with exercises that delegates can take away to implement in their day to day business lives. We also ensure that the module content is connected to individual 1:1 requirements, and provide in-module mentoring to assist with personal development.
The next Better Business Development course will be starting in week-commencing 15th June 2020, with a number of cohorts beginning with Module 1 on different days throughout the week.
We will add further courses to the schedule over the coming weeks, so if you are interested but are not able to attend the next available course, please get in touch with us and we will send you details as soon as they are available.
Our standard pricing structure for this course (including all 5 modules and 1:1 sessions) is £950 (+VAT) per person.
However, we are pleased to be able to offer a number of discounting options on the above pricing:
If there are 2 or more delegates who wish to attend from the same organisation, we will discount the above price by 20% for each subsequent delegate after the first one.
We are keen to support the training and development of younger people in your organisation, so will offer a 40% discount for any delegate who is 26 or under*
To enable us to plan each course effectively, we would like to ensure that delegates confirm their places early so we are providing an added early bird incentive of 25% on top of any other applicable discounts to encourage early bookings. Specific dates for early bird bookings are highlighted for each course.