The Sales Accelerator programme is a fresh approach to improving business
development productivity. It focuses on identifying and using a series of
business productivity metrics in order to build a clear action plan for
improving sales results - typically within 90 days. The metrics are grouped
under three headings:
The basic principle is that a small improvement in each area can lead to a
significant increase in sales results and productivity. And the object of the
programme is to show how best to achieve that.
The programme therefore looks at each of these three areas in turn, spending a
day on each.
Suitable for any and all businesses and all levels of experience and expertise,
this is a remarkably practical and hands-on programme. During the workshop,
participants discuss, review and apply many proven sales and marketing
techniques and personal selling ideas. The goal is to generate and commit to
changes and actions that can lead to a 10-30% increase in the next three to six
months.
There's also a consultancy option, rather than the workshop-based programme. See
below for details.
DAY ONE - ACTIVITY
Key objective
This first module introduces the Sales Accelerator model. The goal here is to
show participants how to increase their pro-active activity levels by around
10%. It covers all aspects of creating new business opportunities, from existing
customers and non-customers alike, and is linked to personal activity
improvement goals.
Main elements
* Improve the productivity, accuracy and effectiveness of your business
approach by using new and unique models and techniques.
* Different methods of creating and generating new business opportunities in
the short, medium and long term. This includes sourcing new business,
up-selling, cross-selling, warm calling and gaining referrals.
* Using organised persistence to track and build new customer revenue.
* Managing your sales time effectively.
Key learning points
* Sales productivity - understand the dynamics of increasing the combination of
activity levels, deal value and conversion rate of proposals/quotations to
orders and implement an improvement plan.
* Sales goal setting: setting business development objectives for quantity and
quality - plus tips and tricks of top performers.
* Maintain a peak activity level, on a consistent basis using 'organised
persistence' and structured business development tracking methodology.
* How to prioritise opportunities and manage your time when sourcing new
business.
* Identify potential new customers - and particularly the decision-makers and
influencers - with greater accuracy.
* Make outbound business or appointment calls with improved confidence, control
and results.
DAY TWO - VALUE
Key objective
To be able to better anticipate, identify, create, and develop business
opportunities using a customer / client-focused communication-based business
model and consultative skills.
Main elements
* How to develop sales more effectively from new and existing customers; and
managing the first appointment with a new customer.
* Use structured and assertive drawing-out skills to identify, develop and
formalise business opportunities and to gain commitment.
* How to better position your company and your products and services against
your main competitors.
* Create and deliver persuasive business messages based on specific need areas,
criteria and value.
Key learning points
* Advanced consultative selling - use a variety of structured and advanced
questioning techniques to confidently and efficiently uncover opportunities,
need areas and business criteria - confidently and efficiently.
* Involve the customer/client at all times, and to a far greater degree, and
keep better control of business development process.
* Value message - differentiate your solutions clearly and accurately with
customer/client-matched value statements.
* Presenting the right USPs, features and benefits and making them relevant and
real to the customer.
Qualification and reading buying signals.
DAY THREE (HELD AROUND FOUR WEEKS AFTER THE FIRST MODULE) - CONVERSION
Key objective
This module looks at how to improve the final qualification, progression and
conversion of opportunities in your sales pipeline. Also includes price
negotiation, overcoming objections and obstacles to gaining agreement. The
module begins with a learning review, sharing participants' experiences over the
last four weeks in applying the new techniques and skills acquired during the
first two modules. This is an opportunity to revisit particularly challenging
areas as well as to share and celebrate successes.
Main elements
* Structuring and preparing for negotiating a deal and knowing when and how to
move into the 'end-game' mode.
* Anticipate and answer customer objections and questions more confidently.
* Build more credibility and proof into your business process to reduce
'buyer's remorse' and speed-up decision-making.
* Being more assertive and developing better instincts and strategic thinking
in progressing quotations and proposals.
Key learning points
* Smart ways to position price, emphasise value and be a strong player without
being the cheapest.
* Becoming more assertive in closing deals, and the importance of organised
follow-up on the telephone.
* Qualify pipeline opportunities with more accuracy, using a proven check-list.
* Use an 'option generator' to simplify complex proposals, increase business
value and close business faster.
* Writing more effective sales proposal documents and quotations.
* How best to draw-out, understand, isolate and answer customer objections,
negotiate points and concerns.
* Practical methods of asking for agreement and closing a sale