Who should attend this course?
This course is for anybody who plays an active role in the sales process: agency leaders who manage their own pipeline; junior to mid-level business development managers looking to up their game; and account managers who may have a misunderstanding or fear of ‘selling’ and want to understand what a modern, non-'salesy’ approach looks like.
It would also suit in-demand freelancers who want to confidently decide which opportunities to pursue and which to discard.
Too often, the sales process is treated as transactional. It’s rushed. Not enough conversations take place. Templated proposals are whipped together and fired over by email.
Is it any wonder that conversion rates hover around 25% (which, bizarrely, is considered good).
Let us help with that.
This course looks at every stage of the ‘modern’ sales process, from first call through to on-boarding. It will help you to efficiently qualify leads, spotting the serious prospects amongst the time wasters. You’ll learn how to lead a collaborative pitch process, run engaging and insightful discovery meetings, ask the right questions at the right time, and to present your ideas with gusto.
The sales process is rarely talked about as an agency’s competitive advantage. But it absolutely can be, allowing you to provide a superior experience for everyone involved, outperform the competition and lay the foundations for a long and successful client relationship.
Course content
Session 1 – Principles + process = power
- Course introduction – exploring your specific challenges, goals and course outcome
- Defining qualifying, its key principles and the importance of having a process
- The questions to ask early to determine fit and the prospect’s intentions
Session 2 – Stop, ask a question + listen
- Preparing, managing and following up exploratory new business meetings
- How to demonstrate your expertise with questions and insights
- Uncovering a prospect’s objectives, issues and desired outcomes
Session 3 – Collaboration = conversion
- The critical steps most agencies bypass (and the questions to ask at each step)
- How to deliver winning proposals and pitches
- You've won! Now to make sure the first few weeks exceed expectations
- Course reflection – key takeaways, questions and open discussion
Want us to deliver this for your team?
Just email [email protected] and we can create a bespoke session for you.