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SALES ACADEMY

If you would like to discuss any one of our programmes please call on +44 (0)118 949 7721 or email info@dooruk.com


SALES ACADEMY

If you would like to discuss any one of our programmes please call on +44 (0)118 949 7721 or email info@dooruk.com


SALES ACADEMY Contents Subject Customer Focus Moments of Truth Consultative Selling Channel Distribution Management Territory Management Key Account Management Advanced Selling Skills Negotiation Skills Sales Force Management Sales Planning & Forecasting Prospecting & Consultative Selling (B2B) Strategic Account Management

If you would like to discuss any one of our programmes please call on +44 (0)118 949 7721 or email info@dooruk.com


CUSTOMER FOCUS

SALES TRAINING ACADEMY PROGRAMME

How focused are you on your customers requirements? What is the value of one customer to you? How well are you doing in delivering service excellence? Target Group This programme is designed for any one involved in delivering excellence in customer service. Our approach is to balance a strong process with the mindset, skills and behaviours that produce results. Approach Everything we do is participative and interactive. There will be work in pairs, small group work, processes and exercises designed to stimulate, challenge and develop people's knowledge and skills. Topics Building Rapport Communicating For Success Identifying Customer Needs Matching – Pacing – Leading Concluding & Closing Training Objectives At the end of the programme you will be able to: 1.Understand and implement the Model of Service Excellence 2.Build rapport and overcome the barriers that prevent it 3.Develop your communication skills 4.Use clean language to elicit your customers requirements 5.Exercise your emotional intelligence to develop the relationship with your customer Duration One Day

If you would like to discuss any one of our programmes please call on +44 (0)118 949 7721 or email info@dooruk.com


CUSTOMER FOCUS

SALES TRAINING ACADEMY PROGRAMME

Programme Schedule One Day Introduction & Welcome Programme Objectives Personal Objectives Service Excellence Model Building Rapport Opening & Greeting Overcoming Barriers Minimising Difference Communicating For Success The Communication Model Four Pillars Filters Of Experience Identifying Customer Needs Asking Questions Clean Language Listening Matching – Pacing – Leading Emotional Intelligence Responses & Feedback Summarising

“Do what you do so well they’ll want to see it again, and bring their friends” - Walt Disney

Concluding & Closing Ecology Check Closing The Sale Or Deal The Ultimate Question Personal Action Planning

If you would like to discuss any one of our programmes please call on +44 (0)118 949 7721 or email info@dooruk.com


MOMENTS OF TRUTH SALES TRAINING ACADEMY PROGRAMME

Do you know exactly when the moments of truth exist for your customers? How well can you respond in the moments of truth? How do know how well you are doing? Target Group This programme is designed for anyone who is responsible of the effectiveness of service delivery in their team or organisation. We use the Cycle of Service Model to build a robust service cycle, and give participants the opportunity to exercise the planning and review tools on their areas of responsibility Approach Everything we do is participative and interactive. There will be work in pairs, small group work, processes and exercises designed to stimulate, challenge and develop knowledge and skills. Topics Define The Cycle Of Service Develop Solutions Test Solutions Problem – Opportunity Analysis Continuous Improvement Training Objectives At the end of this programme you will be able to: 1.Understand the Moments of Truth Model 2.Define your cycle of service 3.Analyse your stakeholders needs 4.Use creative techniques to develop innovative solutions 5.Use the TOTE Model – To evaluate your proposed solutions 6.Focus on continuously improving your service Duration One Day

If you would like to discuss any one of our programmes please call on +44 (0)118 949 7721 or email info@dooruk.com


MOMENTS OF TRUTH SALES TRAINING ACADEMY PROGRAMME

Programme Schedule One Day Introduction & Welcome Programme Objectives Personal Objectives Moments Of Truth Model Define The Cycle Of Service Stakeholder Needs Plan – Do – Check - Review Positive & Negative Moments Develop Solutions Creative Thinking Techniques Presenting Solutions Communicating Solutions Test Solutions Involving Stakeholders The T.O.T.E Model Cause & Effect

“Good service is good business” - Siebel

Problem – Opportunity Analysis Problem Analysis Proactively Deal With Potential Problems Contingency Planning Continuous Improvement Kaisen Best Practice Four Dimensions Personal Action Planning

If you would like to discuss any one of our programmes please call on +44 (0)118 949 7721 or email info@dooruk.com


CONSULTATIVE SELLING SALES TRAINING ACADEMY PROGRAMME

Have you thought consultative selling could work for you and your organisation? How might your customers respond to being really listened to? How could you make the difference? Target Group This programme has been designed for experienced sales people, who would like to explore the use of consultative sales in their business. Approach The training course consists of a continuous sequence of practical exercises, integrative discussions, and interactions. Tools and strategies will be applied in the activities and provided a participant handbook is provided to solidify the learning. Topics The Sales Pipeline Lead Generation Getting Appointments Key Principles Sales Process (DOOR Idea) Best Practice Session Training Objectives After this intensive training course, participants will be able to: •Develop a sales conversation in stages •Effectively adapt the approach to each customer or prospective customer •Work on their sales pipeline •Present the value proposition •Building trust with the client •Master the sales process Duration Two Days

If you would like to discuss any one of our programmes please call on +44 (0)118 949 7721 or email info@dooruk.com


CONSULTATIVE SELLING SALES TRAINING ACADEMY PROGRAMME

Programme Schedule Day One

Day Two

Welcome & Introductions Programme Objectives Personal Objectives The Sales Process

Welcome Back

The Sales Pipeline Your Proposition Your Audience & Message Customer Engagement Plan Lead Generation (Step 1 – Approaching The Customer) Value Proposition Multi-touch Selling Using Sales & Marketing Collateral

Sales Process (DOOR Idea) Identify the Need Decision Process Exact Solution (What Makes A Winning Proposal Or Contract?) After Sales (Follow-up & Business Development) Best Practice Session Personal Action Planning

Getting Appointments (Step 2 – Approaching The Customer) Call Plans Making Contact Setting Expectations Key Principles (Step 3 – Approaching The Customer) Building Trust We Both Want The Same Thing! Traffic Lights

If you would like to discuss any one of our programmes please call on +44 (0)118 949 7721 or email info@dooruk.com


CHANNEL DISTRIBUTION MANAGEMENT SALES TRAINING ACADEMY PROGRAMME

How do you approach channel sales development? How would you describe the relationships in your sales channels? Do you have the best channel account plan you could have? Target Group This training is for those responsible for the increasing sales in different and diverse sales channels. Approach Like all DOOR Sales Trainings, this training is highly participative with a focus on leveraging the participants experience in channel sales. The programme balances a strong theoretical base, with practical real-time experience of the challenges faced. Topics Channel Management Stakeholder Relationships Building Partnerships Setting Service Standards Account Planning Training Objectives At the end of this training you will be able to: 1. Understand the different channels, and identify key issues involved in channel development 2. Understand the psychology of the relationship between channel stakeholders 3. Identify the needs of channel partners & customers 4. Build a partnership in different channels 5. Set customer service standards. 6. Develop clear account plans for partners. 7. Evaluate channel performance Duration Two days

If you would like to discuss any one of our programmes please call on +44 (0)118 949 7721 or email info@dooruk.com


CHANNEL DISTRIBUTION MANAGEMENT SALES TRAINING ACADEMY PROGRAMME

Schedule Day One

Day Two

Welcome & Introduction Programme Objectives Personal Objectives Channel Distribution Management

Welcome Back & Review

Existing Channels to Market SWOT Analysis Build on Strengths Next Steps Identifying New & Difference Channels Channel Sales Innovation Decision Filters Determine Your Strategy Stakeholder Needs Analysis DOOR IDEA Model Needs Analysis Action Planning

How to Build Relationships Rapport Language & Behaviour Patterns Win-Win Agreements Setting Service Standards Setting Goals Prioritising SLA’s & KPI’s Account Planning Structure And Design Establishing An Account Plan Monitoring And Evaluating Action Planning & Commitments

Action Planning & Commitments

Action Planning & Commitments

If you would like to discuss any one of our programmes please call on +44 (0)118 949 7721 or email info@dooruk.com


TERRITORY MANAGEMENT SALES TRAINING ACADEMY PROGRAMME

How much time do you spend in front of the decision maker? How much time are you planning to spend with clients in the next month? How could you be even more proactive with clients, and what would that mean to your bottom-line? Target Group This training is designed for all those who have sales responsibilities across a given territory, regardless of how wide or diverse. Approach Like all DOOR Trainings, this training is highly participative, with a blend of theory, practicality and best practice. We take this opportunity to share some of the best practice from organisations around the world. Topics Time Management Planning Skills Goal Setting Use of Tools to Improve Effectiveness Evaluation Training Objectives At the end of this training you will be able to: 1. Learn to spend more time face to face with customers 2. Plan effectively and organise client documentation 3. Gain a balance between professional goals and personal time 4. Use time management tools more effectively 5. Set goals, prioritise them to determine if activities are goal-directed 6. Use less time putting out fires each day 7. Implement effective resource management Duration One day

If you would like to discuss any one of our programmes please call on +44 (0)118 949 7721 or email info@dooruk.com


TERRITORY MANAGEMENT SALES TRAINING ACADEMY PROGRAMME

Schedule One Day Welcome & Introduction Programme Objectives Personal Objectives Territory Management Face-Time With Customers How Much Time Do We Spend With Customers? The Value Of Time Personal Productivity Goal Setting Identifying Key Changes Prioritising Next Steps‌ Putting It Into Practice Time Management Tools Selecting The Right Tools For You Building The Plan The Next 90 Days Maximise The Use Of Resources Your Resource Pool People, Technology & Systems Measuring Your Effectiveness Action Planning & Commitments

If you would like to discuss any one of our programmes please call on +44 (0)118 949 7721 or email info@dooruk.com


KEY ACCOUNT MANAGEMENT

SALES TRAINING ACADEMY PROGRAMME What is the nature of your relationship with your customers? How profitable are your relationships, short, medium and long term? How do you grow and protect your accounts at the same time? Target Group If you are responsible of key accounts in your organisation, then this course is for you! Approach Like all DOOR Trainings, we take a practical approach, balanced with theory and best best practice. This is an experiential programme, where we ask participants to bring their challenges and opportunities for live breakthrough's. Topics Business Relationships Profitability Decision Making Processes and practices Prioritising Account Planning Training Objectives At the end of this training you will be able to: 1. Understand the nature of business relationships 2. Develop techniques and strategies for developing effective and profitable business relationships 3. Understand the decision making process and the influences upon it 4. How to manage and priorities, their time and activity more effectively 5. Develop a proactive approach to growing and protecting account 6. Developing a range of tools to enable them to put together a robust account plan Duration One day

If you would like to discuss any one of our programmes please call on +44 (0)118 949 7721 or email info@dooruk.com


KEY ACCOUNT MANAGEMENT

SALES TRAINING ACADEMY PROGRAMME Schedule One Day Welcome & Introduction Programme Objectives Personal Objectives Key Account Management The Nature of Business Relationships Rapport Building Multiple Intelligences Measures of Success The Value of Relationships What are Your Clients Worth to You, & Your Organisation? What’ Gets In The Way? Evaluating Success Goal Setting What Matters Most Prioritising Evaluating Success Proactive Account Planning Structure, Systems & Processes GAP Analysis Next Steps… Action Planning & Commitments

If you would like to discuss any one of our programmes please call on +44 (0)118 949 7721 or email info@dooruk.com


ADVANCED SELLING SKILLS SALES TRAINING ACADEMY PROGRAMME

How well do you plan your sales activity, could it be better? Are you able to unearth objections or dissatisfaction with your questions? Do you know how your actions & behaviour impact others, and effect sales? Target Group If you are responsible for sales, or sales improvement in your organisation, then this programme has been designed for you. Approach Like all DOOR Trainings, this programme is packed with insights and practical tools to assist you in improving your sales performance. The programme has a balance of strong theory and practice, and shares best practice from around the world. Topics The Relationship Between Sales, Marketing & Key Account Management Planning Approaches Precision Questions Handling Objections Diversity In Sales Training Objectives At the end of this training you will be able to: 1. Understand how sales, marketing and key account management fit together 2. Recognise that planning your approach is essential 3. Unearth dissatisfaction by using advanced questioning techniques 4. Recognise how service is becoming the differentiator 5. Handle objections and reluctance to commit 6. Sell to different types of customer using interpersonal skills and body language to your advantage 7. Use powerful closing and commitment techniques Duration Two Days

If you would like to discuss any one of our programmes please call on +44 (0)118 949 7721 or email info@dooruk.com


ADVANCED SELLING SKILLS SALES TRAINING ACADEMY PROGRAMME

Schedule Day One

Day Two

Welcome & Introduction Programme Objectives Personal Objectives Advanced Selling Skills

Welcome Back & Review

Your Role Sales, Marketing & Key Accounts Key Competencies Skills Gaps Sales Planning Your Strategies Your Tactics Your Plans Precision Questioning & Listening DOOR Questioning Model Listening Skills Knowledge Harvesting Action Planning & Commitments

Words That Change Minds Meta Programmes Work Traits Motivational Language Interpersonal Skills Physiology of Effective Sales People Building Rapport Valuing Differences Handling Objections We Both Want The Same Thing DOOR Handling Objections Model Your Choices Closing the Sale Convergent Thinking & Behaviour Sales Ecology Agreement & Sign-Off Action Planning & Commitments

Action Planning & Commitments

If you would like to discuss any one of our programmes please call on +44 (0)118 949 7721 or email info@dooruk.com


NEGOTIATION SKILLS SALES TRAINING ACADEMY PROGRAMME

Need to negotiate regularly? Always wanted to improve your negotiated results? Do you know what difference good negotiation skills will make to you? Target Group This programme is designed to assist you in becoming a better negotiator. There is an art to negotiating effectively, and this is a balance between process and skill. It takes you through the processes and focuses on the key skills required to negotiate effectively. Approach This course is highly interactive, practical and supportive. It uses many different forms of learning to explore the issues raised when negotiating, enabling you to work more effectively. Topics Preparing To Negotiate Plan Your Negotiation Execute Your Negotiation Managing the Outcomes Personal Action Planning Training Objectives At the end of this training you will be able to: 1.Understand what it takes to negotiate effectively 2.Prepare well for your negotiations 3.Create an effective strategy and agenda for your negotiations 4.Execute your negotiations to achieve your highest priorities 5.Deal with the outcomes and consequences of your negotiation effectively Duration One Day

If you would like to discuss any one of our programmes please call on +44 (0)118 949 7721 or email info@dooruk.com


NEGOTIATION SKILLS SALES TRAINING ACADEMY PROGRAMME

Programme Schedule One Day Introduction & Welcome Programme Objectives Personal Objectives The Art of Negotiation Preparing To Negotiate Situational Analysis Taking Responsibility Know What You Want – Know What They Want Plan Your Negotiation The Ecology of Your Negotiation Create Your Negotiation Strategy & Agenda Organising & Rehearsal Execute Your Negotiation Communicate Effectively Propose and Respond to Proposals Packages and Concessions Managing the Outcomes Closing the Negotiation Implementation of Outcomes Follow-up Personal Action Planning

“Start out with an ideal and end up with a deal” – Karl Albrecht

If you would like to discuss any one of our programmes please call on +44 (0)118 949 7721 or email info@dooruk.com


SALES FORCE MANAGEMENT

SALES TRAINING ACADEMY PROGRAMME What is the difference between management & leadership? Do you recognise the unique challenge of managing sales people? How do you evaluate your own performance, and that of your team? Target Group If you lead a sales team, then this programme has been designed especially for you. Managing sales people presents its own unique challenges, and this programme explores what those challenges are, and how to deal with them. Approach Like all DOOR Trainings, this training is experiential, practical and addresses the real-time issues the participants are facing when leading a sales team. Topics Management & Leadership of a Sales Team How Sales People Are Motivated Change In Thinking A Tool-kit for Sales Managers Performance Evaluation Training Objectives At the end of this training you will be able to: 1. Understand the techniques required to successfully manage a sales team 2. Gain the ability to inspire and motivate your team to outstanding results 3. Have toolkit of practical ideas to improve your personal effectiveness as a sales manager 4. Have the confidence to tackle the hardest managerial positions 5. Evaluate your performance, and that of your team Duration Two Days

If you would like to discuss any one of our programmes please call on +44 (0)118 949 7721 or email info@dooruk.com


SALES FORCE MANAGEMENT

SALES TRAINING ACADEMY PROGRAMME Schedule Day One

Day Two

Welcome & Introduction Programme Objectives Personal Objectives Sales Management Role

Welcome Back & Review

Sales Management Accountability Principles, Practices & Processes Efficiency in the System Sales Leadership People, Motivation & Culture Levels of Motivation Identifying & Managing Resistance Clarifying Expectations Sales Team/Stakeholder Needs Analysis Analysis of Expectations Expectations Grid

Aligning the Team Systems, Structures & Processes Handling Misalignment Line of Sight Executing the Sales Plan Identifying Great Execution Behaviours & Actions Barriers to Success Evaluating the Performance Key Measures Monitoring & Evaluation Communication Planning Action Planning & Commitments

Action Planning & Commitments

If you would like to discuss any one of our programmes please call on +44 (0)118 949 7721 or email info@dooruk.com


SALES PLANNING & FORECASTING

SALES TRAINING ACADEMY PROGRAMME How do you build your sales plans? How do you engage everyone in the sales planning process? What tools do you use to help you build a robust sales plan? Target Group If you are involves in sales planning and forecasting, then this programme is designed for you to reflect on your existing sales planning process, learn from the best practice of global and local organisations and practically implement improvements. Approach Like all DOOR Trainings, this programme is interactive, highly participative and engaging for people who have a passion for improving their sales planning and forecasting. We challenge participants to share what works well, and Topics Multiple Training Objectives At the end of this training you will be able to: 1. Sales Forecasting Process and Systems 2. Collaborative Planning & Forecasting 3. Sales & Operations Planning Process 4. Data Analysis & Data Treatment 5. Forecasting Metrics & How to Calculate Them 6. How to Communicate and Sell Forecasts to End-Users 7. Benchmark Surveys and How to Use Them Duration One day

If you would like to discuss any one of our programmes please call on +44 (0)118 949 7721 or email info@dooruk.com


SALES PLANNING & FORECASTING

SALES TRAINING ACADEMY PROGRAMME Schedule One Day Welcome & Introduction Programme Objectives Personal Objectives Rationale for Sales Planning & Forecasting Collaborative Sales Planning Sales & Operational Planning Planning with Other Functions Cause & Effect Data Analysis Sales Data Generation Lead, Lag & In-Time Indicators Supporting Data Forecasting Metrics Useful Metrics Your Organisational Requirements Communication & Scoreboards Using Surveys & Benchmarking Communication Planning Action Planning & Commitments

Action Planning & Commitments

If you would like to discuss any one of our programmes please call on +44 (0)118 949 7721 or email info@dooruk.com


PROSPECTING & CONSULTATIVE SELLING (B2B) SALES TRAINING ACADEMY PROGRAMME How do you develop your B2B Sales Pipeline? Are their hidden opportunities with your clients for business development? How do you approach lead generation with your B2B Clients? Target Group If you are responsible for B2B Sales in your organisation, then this programme is designed for you. We offer, during this programme, the opportunity to action, demonstrate, reflect and make decisions about actions you can take in the real world of sales development. Approach The training course consists of a continuous sequence of practical exercises, integrative discussions, and interactions. Tools and strategies will be applied in the activities and provided a participant handbook is provided to solidify the learning. Topics Work On Their Sales Pipeline Present Their Value Proposition Building Trust With The Client Master The Sales Process Training Objectives At the end of this training you will be able to: 1. Understand business from your customer’s viewpoint 2. Get more from every sales meeting 3. Create a rapport with your customers 4. Uncover hidden opportunities 5. Present a powerful solution based on real needs 6. Handle difficult situations, awkward questions and objections 7. Negotiate for win-win outcomes 8. Gain commitment 9. Increase customer share Duration Two Days

If you would like to discuss any one of our programmes please call on +44 (0)118 949 7721 or email info@dooruk.com


PROSPECTING & CONSULTATIVE SELLING (B2B) SALES TRAINING ACADEMY PROGRAMME Schedule Day One

Day Two

Welcome & Introduction Programme Objectives Personal Objectives B2B Selling

Welcome Back & Review

The Sales Pipeline Your Proposition Your Audience & Message Customer Engagement Plan

Identify Get All the Issues Out Opportunity Worksheet Cause & Effect

B2B - Lead Generation Value Proposition Multi-touch Selling Using Sales & Marketing Collateral

Decision What Do You Want? The Four Questions? Decision Matrix

GETTING APPOINTMENTS Call Plans Making Contact Setting Expectations

Exact Solution People Buy People First Sales Presentations Enabling the Decision

B2B Selling – Key Principles Building Trust We Both Want The Same Thing! No Guessing

After Sales Incl. Follow-up & Business Development

Action Planning & Commitments

B2b Selling Sales Process (DOOR IDEA)

The Above Would Include Exercises, Role Plays & CRM – Sales Process Templates & Guidelines Best Practice Session Action Planning & Commitments

If you would like to discuss any one of our programmes please call on +44 (0)118 949 7721 or email info@dooruk.com


STRATEGIC ACCOUNT MANAGEMENT SALES TRAINING ACADEMY PROGRAMME

What is your strategy with your key clients? What difference would it make to have a clear & concise strategy for every client? How would you measure the value of each client, and what's’ your target for improvement? Target Group If you are responsible for the strategic development of your key clients, then this programme has been designed for you. We focus on measurably improving the performance of your accounts. Approach Like all DOOR Trainings, this training is participative, with ample opportunity for sharing best practice, reflecting on case studies and determining your own best course of action. Topics Strategic & Tactical Planning Personal & Organisational Alignment Strategies to secure and develop your position Relationship Management Managing Expectations Training Objectives At the end of this training you will be able to: 1. How to develop a strategic and tactical plan for each sales opportunity 2. How to strategically align yourself with your clients 3. How to protect your clients from competitors 4. How to identify the key players and influencers in the buying decision process 5. How to improve the strategic relationship and account management skills of your sales force Duration One day

If you would like to discuss any one of our programmes please call on +44 (0)118 949 7721 or email info@dooruk.com


STRATEGIC ACCOUNT MANAGEMENT SALES TRAINING ACADEMY PROGRAMME

Schedule Day One

Day Two

Welcome & Introduction Programme Objectives Personal Objectives Strategic Account Management

Welcome Back & Review

Developing Your Strategic Plans Strategy & Planning Strategy Maps The Strategy Canvas Developing Your Tactical Plans Relationships & Affinity Tactical Planning Tactics into Action Action Planning & Commitments

Stakeholder Needs Analysis Eliciting Expectations Stakeholder Management Mapping Outcomes Managing Expectations Communication Planning Precision Questions Listening Influencing with Integrity Four Pillars Sensory Acuity Feedback Coaching the Sales Team Personal Development Planning Observational Excellence Goal Setting Action Planning & Commitments

If you would like to discuss any one of our programmes please call on +44 (0)118 949 7721 or email info@dooruk.com


DOOR Consulting Limited 200 Brook Drive Green Park Reading RG2 6UB United Kingdom Tel: +44 (0)118 949 7721 Email: info@dooruk.com Web: www.dooruk.com


DOOR Sales Academy