Comfort Zone Selling

Learn how to sell effectively, ethically and comfortably. Don't be an archetypical salesman. Operate in an atmosphere of co-operative problem solving and grow your business

Work smarter, not harder

"I'm/ we're fine/ okay once I'm/ we're in front of someone, it's getting in front of enough prospects that's the problem"
"I/ we spend 70 - 80% of my/ our time with existing customers - I/ we could and should spend more going after new business"
"We're not good enough at getting new business meetings"
"We've tried telemarketing and it doesn't work for us"
"We're in a very competitive market and seem to always be negotiating on price"

Do any of these apply to your company? They are the top five we hear over and over again (apart from "I hate cold calling" but we only get that one from the really honest individuals).

Let's look at the underlying reasons why many small companies don't get the best results from their sales and marketing activities and decide which apply to your situation.

Delve a bit deeper and you find there are four main culprits:

The activities are haphazard and reactive rather than planned - "The pipeline's looking dangerously empty, we'd better do something about it" - Organisation and a scaleable routine is fundamental and can start sorting this one out quicker than you'd believe possible
There is no real understanding of what works and what doesn't - Quantify and qualify everything you do - Carry out your own analysis on each campaign or ongoing activity, develop your own winning processes and adhere to them whilst testing out new ways alongside
They are lacking some essential skills - poor use of the telephone is often a prime one - On the occasions they do pluck up the nerve to make a few telephone calls they try to get them over with as quickly as possible and just get an appointment with anybody who will agree to see them
They haven't distinguished their offering from that of the competition sufficiently well so when they do get through to someone, even if they had the requisite skills to engage the prospect, their offering is seen as a commodity and any buying is based on price
Because they're "okay" or "fine" once they're in front of a prospect they see no reason to investigate potential improvement of their face-to-face sales and communication skills

Now a bit of radical thinking. Would you dream of offering a core product, service or solution that:

Performed haphazardly?
You didn't know what bits would work and what wouldn't?
You knew lacked essential content?
You couldn't distinguish its value from that of the competion?
Was okay or fine, rather than the best it could be?

Of course you wouldn't - You'd be out of business in two minutes flat if you did. So why put up with such sloppiness in your sales and marketing activities?

Many small companies reach a certain stage purely because they're good at their core business. To grow beyond that requires the ability to steadily attract and keep new, profitable custom.

This course doesn't just tell you what to do, it shows you how to do it. You decide your objectives right at the outset and prioritise your learning to reach those objectives. And, when you submit your completed worksheets, you have access to feedback by email and telephone to help you.

Overview - contents

Course Introduction

How to find your way round this course and some suggestions as to how to get the best out of the email and telephone guidance provided

Affirm Your Company Strategy

Check that the foundations of your business are solid and ensure that you have a plan to get where you want to be

Introduction To Serious Prospecting

Examine your approach to the activity and recognise the potential power of the telephone

Source The Best Sales And Marketing Data

Analyse your existing customer base first and use your findings to help you source your best prospects or follow up the most promising ones

Recognise Yourself And Others

Learn about yourself and others and find out how to put that learning to very effective use

Organise Your Prospecting Time

Test your commitment to growing your business: Focus your efforts on targeted prospecting activity to get the most productive results as quickly as possible

Get The Most From Each Call

An introduction to the basic skills that are fundamental to all types of selling: Face-to-face, telephone, writing – anything - first discussed here in relation to the telephone

Open The Gate

The only way to get over a problem with getting past Gatekeepers is practice: You get SIX ways here to help you

Open The Sale

Understand the importance of selecting the most appropriate Opening for each situation. Get it wrong and it's curtains. Get it right and you're in with a chance

Create And Maintain Interest

Learn to ask relevant, sensible, intelligent questions that make your prospects want to know more. You will positively separate yourself from 95% of people who try to sell

Buying Signals And Committal

Recognise Buying Signals when they arise and know how to gain committal to them

Secure A New Business Meeting

Apply the techniques that you are honing and get in front of better-qualified prospects

Present Your Offer

Having asked intelligent business-related questions and really listened to the answers, you are now in a great position to initially present your offer

Present Yourself In The Best Light

Love or hate giving presentations, preparation and practice makes perfect

Close The Deal

Eight proper Closes plus a further eight ‘helpers’ for you to ring the changes and test which work best for you

Sort Out Objections Once And For All

Once you fully understand the underlying resistances that objections stem from you find it much easier to handle and overcome them

Learn The Art Of Negotiation

Six rules, ten check points and six tips on attitude will help to ensure that you get the best results possible in any negotiation situation

Write To Sell

You should know by now whom you need to approach and what is important to your target audience and be able to write the basis of a successful sales piece

Manage Your Data

Are your company's needs being adequately met by the systems that underpin your sales and marketing activities and do they allow for future growth

Selling Skills Culmination

What you’ve learnt and how to continuously apply it as your business grows

Price: £1,447 + VAT - includes 2 months' email and telephone guidance and support

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