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WORKSHOP
OBJECTIVES:
By the end of the workshop participants’ will be able to:
 Understand
where the best prospecting opportunities are and how to maximise their
potential
Build
credibility and confidence with clients through the use of good
interpersonal & communication skills
Plan,
prepare and structure a successful cold call in order to secure a
meeting
Effectively
plan & prepare for a successful face to face sales meeting
Understand
different types of questions and when to use them to effectively manage
client meetings
Use a sales
model which recognises the importance of identifying client needs and
buying criteria and match the products/services of the firm to the
requirements of the client
Effectively
present tailored solutions to meet clients needs in order to develop
differentiation
Identify
different client types and modify their approach accordingly
Overcome
client resistance/objections to solutions and firm
Gain client
commitment to next step/solution
Recognise
cross selling/marketing opportunities and react accordingly
Workshop Methodology:
The workshop has been designed to maximise participant involvement. A
number of proven methodologies would be employed including:
Consultant
led input
Group/individual
based exercises
Recording of
two-way telephone conversations & role-plays
Feedback and
Coaching
Workshop Content
DAY ONE
Introduction
Workshop
aims & objectives
Personal
objectives
New Business Development
Analysing
what we have to offer the clients?
What are our
USP’s?
Which client
segments will be most interested in our offering?
Where to
find prospects
Maximising
effectiveness, time & resources
Contacting the Prospects – Telephone Cold Calling
How to
contact the clients, methods of communication
Developing a
strategy
Cold calling
- Telephone
Content
choice – clarity and effect
Planning,
structure, setting objectives
Developing
& communicating ideas
What’s in it
for the client? – Features and benefits
Handling
client resistance
Directing
the call model
Closing
skills – Securing the meeting
Cold call telephone role-plays using tape recorders to capture calls
for feedback and coaching sessions
Developing Client Relationships
Interpersonal
skills
Verbal &
non-verbal communication
Johari
window – Model of Interpersonal relations
Managing the Introductory Meeting
Research,
planning & preparing for the meeting
Questioning
techniques, focus & balance
Structuring
the meeting
Building
positive rapport
Opening the
meeting
Identifying
& developing client needs
Identifying
cross selling
Client Meeting Role-Plays
Participants will conduct introductory client meetings using client
case studies
Review and debrief – coaching for improved performance
Summary & close
DAY TWO
Understanding Clients Motivational Buying Behaviours
Identifying
personal motivational drivers
Syndicate
exercise
Developing
strategies for different client types
Exercise
Presenting Solutions to Clients Needs
Matching
solutions to clients needs
Features,
advantages & benefits
Creating
differentiation
Marketing
the firm
Syndicate
exercise using typical Products & Services
Managing Client Resistance & Overcoming Objections
Attitude and
emotions
Process for
managing resistance
Syndicate
exercise
Strategies
to over come typical client objections
Gaining Client Commitment
Attitude
Timing
Levels of
commitment
Adopting
right approach for client
Final Client Meeting Role-Plays
Participants will conduct client meetings and practice all of the
skills they have learned during the workshop
Review and debrief – coaching for improved performance
Summary & Close
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