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Charles Serio ©2011 all rights reserved.
'Driving Sales Success'
'Improving your sales process to drive customer loyalty'
'Improving your sales process to drive customer loyalty'
DRIVING SALES SUCCESS
Sales Directors, Sales Support Managers, Project Directors/ Managers, Buyers,
Sales Representatives, Sales Performance Analysts, Sales Account Supervisors,
Business Development Managers.
.
Course leader: Charles Serio
Those who work in coordinating bid teams and sales presentations.
.
What is it about?
Course Overview
The following topics will be covered:
.
The Sales Presentation
.
.
How to deliver constructive and honest feedback on past sales experiences
.
The sales process from the customer’s perspective
.
An in-depth look at your sales model and processes
.
How to deconstruct your sales experiences to ‘look ahead’ in the process
.
Challenging your basic sales assumptions
.
Looking for the emotional drivers in the sales experience
.
Keeping the focus on your potential client’s ‘wants’ and not just their ‘needs’
.
Uncovering the meaning and value of Customer Insight and how to turn that
to market advantage
.
Dealing with referrals
.
Each area is explored and involves a short exercise and/or technique to improve
how they are addressed. Participants should expect a day in which they will be
speaking and ‘selling’ more than listening to ideas and concepts.
Who is it for?
Anyone involved in developing and delivering client/customer sales
.
Those interested in developing a toolbox for effective sales development and
successful delivery techniques.
.
This workshop will provide you with the tools to optimize your sales processes by
carefully planning and clearly understanding the objectives that need to be met.
Participants will be taken through their entire sales process from ‘Prospecting’ to
‘Developing the Account’ and focus squarely on the ‘Bottom Line’, helping to
identify any weak links in the chain.
The day is highly interactive with a discussion of the issues combined with practical exercises that participants build upon throughout the day. The onus is on putting ideas into practice rather than simply intellectualizing the issues.
The day is highly interactive with a discussion of the issues combined with practical exercises that participants build upon throughout the day. The onus is on putting ideas into practice rather than simply intellectualizing the issues.
Effective ways to differentiate your organisation from your competitors via your
sales process
.
How to challenge current sales assumption
How do you benefit?
The course provides delegates with an understanding of:
How a sales presentation is ‘heard’ by customers/clients
.
The clients’ wants, needs, and requirements (from their perspective)
.
How to develop your sales presentation techniques to connect with your audience
.
.
How to discover what your potential customer/client really ‘wants’
.
How to 'look ahead' in the sales process to avoid pitfalls
.
How to identify areas of strengths and weaknesses within your sales process
.
How to look ‘laterally’ at what you are currently doing in terms of sales
.
How does your company benefit?
The need to 'deconstruct' sales experiences to avoid repeating past mistakes .
This course helps your company to save both time and money in developing a
more cost effective ‘customer focused’ sales process by using a methodology
whereby past sales process difficulties can be addressed and be prevented from
being repeated.
About the Course Leader
Charles Serio is a Professional Actor by training and Drama Teacher with a
background in improvisation and devising work from improvisation. He works
internationally as a role player and facilitator for a wide range of organizations.
Over 20 years ago Charles began to take the work he had developed in the theatre to the corporate sector to much success. His approach is a unique one and focuses on practical learning by doing. Participants will do exercises that are unique to Charles and are of his own invention. They have been proven to be effective over many years.
His workshops on ‘Personal Impact and Delivery of Presentations’ have been highly successful. Tech UK hosts his ‘Personal Impact’ Presentation Sessions currently and testimonials are available for viewing on the Tech UK website. www.techuk.org
‘Driving Sales Success’ is a new offering from Charles in the UK following their successful delivery in the United States and on the Continent.
Over 20 years ago Charles began to take the work he had developed in the theatre to the corporate sector to much success. His approach is a unique one and focuses on practical learning by doing. Participants will do exercises that are unique to Charles and are of his own invention. They have been proven to be effective over many years.
His workshops on ‘Personal Impact and Delivery of Presentations’ have been highly successful. Tech UK hosts his ‘Personal Impact’ Presentation Sessions currently and testimonials are available for viewing on the Tech UK website. www.techuk.org
‘Driving Sales Success’ is a new offering from Charles in the UK following their successful delivery in the United States and on the Continent.
Testimonials
"Following a very successful "Personal Impact" training session we booked Charles
again for the "Driving Sales Success" workshop. The level of preparation Charles
put into ensuring this workshop was a success was outstanding. Charles took the
time to learn and understand our own sales methodology and fully incorporated
this into the session. I have never seen such close alignment between internal
process and an external course. The day simply flew by, everyone benefited and
got actively involved – especially in the short pitches and role plays."
Simon Lill, Sales Director, Open Text UK - March 2011
"I would say the speaker was very intuitive and the course "thought provoking". The Debrief exercise I think was very useful and I hope to use this with the rest of our team. In general I thought the course was useful and would hope to put into practice some of the tips and ideas.
"Neil Hughes, Business Development Manager, Gallagher Security (Europe) Ltd - November 2011
"This was a helpful course, allowing me to focus on thinking about how sales pitches are received, rather than given. It reinforced the critical message of researching the target and differentiating between their "needs" and "wants". Charles also highlighted some powerful techniques in how to present effectively and not to distract the recipient."
Andy Lawton Smith, Director, Mercato Solutions Ltd - November 2011
Simon Lill, Sales Director, Open Text UK - March 2011
"I would say the speaker was very intuitive and the course "thought provoking". The Debrief exercise I think was very useful and I hope to use this with the rest of our team. In general I thought the course was useful and would hope to put into practice some of the tips and ideas.
"Neil Hughes, Business Development Manager, Gallagher Security (Europe) Ltd - November 2011
"This was a helpful course, allowing me to focus on thinking about how sales pitches are received, rather than given. It reinforced the critical message of researching the target and differentiating between their "needs" and "wants". Charles also highlighted some powerful techniques in how to present effectively and not to distract the recipient."
Andy Lawton Smith, Director, Mercato Solutions Ltd - November 2011