Improve your Sales Growth
We all want to improve our conversion rates and in this more challenging economic environment it is even more critical to the long term success of your business that we engage in all activities that will achieve this.
Decipher Group has developed a strategic sales training programme that will take you through the steps required to put you and your company in the best possible position to convert those opportunities into sales. The focus of the course will be on taking an opportunity, whether it is initiated by you the supplier or it is a RFP (Request for Proposal) process, from the initial contact through to presentation stage and closing the deal.
• Why do one week you win a deal and the next you don’t?
• Why do your competitors continue to close sales that you thought were a sure thing?
• How important is your presentation component compared to your written documentation?
• How should your approach differ between opportunities to ensure you are in the best position?
Many of you have had considerable experience in sales and some of you are new to this. We can assure you that no matter what camp you sit in, you and your company stand to reap significant rewards from attending this course.
This is an interactive training programme focused on developing the tools and understanding to successfully secure business with complex, large corporate clients. The philosophy and theory of the programme can be adapted to all sales opportunities and will get your team to think more effectively about the potential sales opportunities, how to leverage off your strengths and mitigate your weaknesses or risks, then complete the deal.
The programme will specifically address one or two prospects of your Company (time and questions depending) and begin to develop a strategy to commence selling to those prospects. The programme applies to both self initiated selling to large and/or complex prospects or where a Request for Proposal (RFP) is taken to the market for your response.
- Introduction by Decipher Group to the team including five elements of the Strategic Sales Process
- Introduction by your Company of your products, business model and existing sales strategy
- Discussion of your Unique Selling Points
- Discussion of your competitors and your/the market’s perception of these competitors
- Discussion to identify Company’s Name ideal customer profile
- Your sales stories – what approach has and has not worked in the past
- Work through the strategic sales process with a prospect
- (Time permitting) Work through the strategic sales process with an existing client that you would like to secure further work with.
- RFP and/or the written proposal – fundamentals
- The presentation and/or pitch
- Follow-up – why and what’s important
- The negotiation
- Quick Step Guide – a summary of key points
- Wrap up and additional questions
Within four weeks of attending the course a follow-up review meeting will be held with all the participants to review steps taken and the progress achieved. It will provide an opportunity to ask further questions about the strategic selling model and act as a forum to challenge the strategies that were set in place to leverage your strengths and mitigate your weaknesses.
Details of the course:
When:
We can work out a suitable time for your needs.
Where:
They will either be held at your premises or we can arrange an alternative venue.
Time:
Morning course starts at 9.00am until 1.30pm
Afternoon course starts at 12.30 until 5.00pm
Investment required:
The course will cost $3,000 plus G.S.T per session per organisation plus any catering costs and travel expenses as required. This includes the follow up review meetings. 50% of the total fee will be invoiced and become payable at the time of booking.
Numbers:
A maximum of 5 people can attend each course from your organisation. This is an interactive course therefore numbers need to be kept low to ensure all participants gain maximum benefit from the course.
We would love the opportunity to work with you and your team on this programme and getting a more comprehensive understanding of your business and ensure you and your company have an even more successful sales year by increasing your conversion rates through using the Decipher Group Quick Step guide
For more information, please contact Sarcha Feary, Director:
M: 021 245 2225
E: sarcha@deciphergroup.co.nz