WORKSHOP
OBJECTIVES:
By the end of the workshop participants’
will be able to:
 Identify and use the key skills and behaviour
required for successful sales
Be able plan & execute sales activities in
order to develop client relationships
Understand the key principles for effective communication
and interpersonal skills
Plan and structure a successful two-way telephone
sales call
Plan and structure a successful 40 second voicemail
call so that the listener can clearly identify what is in it for them
Construct a clear and concise E-mail message
that maximises the chances of getting a positive response
Plan for a successful face to face sales meeting
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
Manage client resistance and gain commitment
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
Practical client role-play simulations
Feedback and Coaching
Workshop Content
DAY ONE
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Introductions
Workshop aims & objectives
Personal objectives
Introduction to Relationship Selling
Definition of successful selling
Skills & behaviour required for successful sales
Role of the Equity salesperson
Client expectations of salesperson, why the client buys
How we interact with our clients
What differentiates The Firm from its competitors
Successful Telephone Sales – Interpersonal
& Communication Skills
Components for successful telephone sales
Developing positive interpersonal skills
Communication principles – verbal & non-verbal
Vocal impact – tone, pace, inflection, diction
Client telephone role-play using tape recorders
to capture calls for feedback and coaching sessions
Successful Telephone Sales – Sales
Skills
Questioning techniques
Listening skills
Maintaining control and momentum
Directing the sales call
Closing the call
Question and listening exercise
Successful Telephone Sales – Planning,
Contents & Structure
Planning, setting objectives
Content choice – clarity and effect
Structuring the call
Practical application – specific ideas
Client telephone role-play using tape recorders
to capture calls for feedback and coaching sessions
DAY TWO
Selling To Voicemail - Delivery Techniques
Differences between two-way telephone calls &
voicemail
Components for effective voicemail messages
Flexibility exercise
Practical exercises using tape recorders to record voicemail messages
- Review, feedback & coaching
Selling To Voicemail - Contents &
Structure
Best practices, voice-mail guidelines
Structure, planning and setting objectives
Packaging a short, punchy message for maximum impact
Practical exercises using tape recorders to record
voice-mail messages - Review, feedback & coaching
Making An Impact Through E-mail
Email best practices
Structure a message that creates an immediate impact
Structure your messages in a way that influences the reader
Headline and layout of message
Practical exercises
Review, feedback & coaching
Face To Face Client Interactions - Developing
Client Relationships
Positive relationship building skills
Model of interpersonal skills
Rapport building skills
Understanding Different Client Types
Client buying motivations
McClelland motivational
influences
Presenting to
different client types exercise
DAY THREE
Pro-active Activities for Developing Client Relationships
Client relationship
process
Researching, planning
& preparing for the meeting
Structuring the
meeting
Opening the call
Identifying client
needs
Developing business
opportunities
Presenting Client Solutions
Tailoring solutions to clients needs
Features, advantages & benefits
Syndicate exercise
1st Client meeting role-plays
Participants will conduct client meetings using
real client case studies
Review and debrief – coaching for improved
performance
Managing Client Resistance
Handling typical objections
Attitude and emotions
Process for managing resistance
Syndicate exercise
Gaining Client commitment
Attitude
Levels of commitment
Adopting right approach for client
Closing techniques
2nd 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
Personal Action Plans
Summary & close
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