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Essential telesales tips to improveoutbound callsOverview In today's tough market the pressure on findingnew customers is relentless. Outbound calling isnow a significant part of the sales plan. Asvoicemail is adopted by many, it becomesincreasingly difficult to get through to the rightdecision maker. This practical course helps youto overcome the obstacles and provides you withthe essential techniques for successful telephoneselling and appointment making.Benefits to you and your company You will learn how to prepare for every call,achieve better results and exceed your targets.We give you the keys to effective outbound callingand show you how to maximise your results. Youwill increase your confidence and reduce therejection factor with simple yet effectivetechniques which you can tailor to any situation.Trained staff will build confidence andenthusiasm for handling telephonecommunications. Through good preparation andcontrol of each call, organisations will benefitfrom optimised results from telephone contactsthat will ultimately deliver improved results.Who this course is forThe course is designed for those who arerequired to increase sales through the telephoneto existing and/or new customers. Thisprogramme can be attended by both those withexperience and those new to the role as theprinciples covered are equally applicable.What you will learn ßTen steps to success and the telesalesattitude.ßHow to reduce the rejection factor.ßHow to establish goals.ßThe call structure.ßThe qualified appointment.ßHandling the gatekeeper and gaining interest.ßThe first 15 seconds of the call.ßThe voicemail pitch.ßEffective questioning techniques. ßHandling telesales objections. ßClosing the appointment.Learning approachA totally interactive experience designed to elicitopinions and contributions from all attending.The course format includes:ßA case study exercise.ßTraining video.ßGroup exercises.ßGroup discussions.Fundamentals of Outbound CallingBook 103Sales7 CPD hoursCoursecode0810Level FoundationDuration1 dayVenues and datesLondon201130November201208February19June05SeptemberPrice£550+ VATCIM Member price£495+ VATWhat's includedTuition, course materials,lunch and refreshmentsRelated coursesßProspecting and NewCustomer Acquisition(p103)ßAdvanced SellingTechniques (p106) Focus on 'find them, meet them andmake them customers'7 CPD hoursCoursecode1216Level FoundationDuration1 dayVenues and datesLondon201125October201217January13June04DecemberPrice£550+ VATCIM Member price£495+ VATWhat's includedTuition, course materials,lunch and"I wish I hadtaken this coursesooner -I havelearnt so muchmore than I couldhave anticipated."Letshani NdlovuOfficer, Global ReportingInitiativeOverview A formal and efficient structure is needed for theprocess of finding and acquiring new customers.Without this, time and resources are often wastedand those responsible are left demotivated. Thisworkshop will make it easier to reach newcustomers by planning the approach carefullyand having control mechanisms to judgeperformance and improve success rates inconverting prospects into customers. Benefits to you and your company You will gain a structured process to make theprospecting and identification of new customerseasier. You will recognise the different mindsetbetween selling to existing customers andgenerating new business. Gaining techniquesthat can be used immediately will result in youbeing more successful in this part of your role.Organisations spend a lot of money trying to attractnew customers as well as retain existing ones. Thisworkshop will allow you to achieve successfuloutcomes to prospecting and cold calling, addingto your organisation's bottom line and reducing thecost of new customer acquisition.Who this course is forThe course will suit any person who is taskedwith finding and converting new customers. It willcover each step of the process and give somepractical ideas for success. It is particularlysuitable for those with a face-to-face role.What you will learn ßMake more telephone appointments with newprospects.ßChoose target segments; identify, select andqualify prospects.ßPrepare more adequately for initial contact andsubsequent meetings.ßRecognise decision makers and identifyextended decision chains.ßUse questioning skills to obtain information,close on orders or gain commitment.ßUnderstand the varied buying motives ofdifferent types of people.ßMatch needs and wants with benefits. ßMake better pitches, using proposals as asales tool.ßUnderstand when to use and develop morepositive closing techniques.Learning approachThe workshop is participative in style withsyndicate, interactive forum and other exercises.It will equip delegates with practical skills toacquire and develop new customers.Prospecting and New Customer Acquisition

Essential strategies for winning,defending and growing keyaccount business7 CPD hoursCoursecode0826Level FoundationDuration1 dayVenues and datesLondon201106October201215February11June10OctoberPrice£550+ VATCIM Member price£495+ VATWhat's includedTuition, course materials,lunch and refreshmentsRelated coursesßKey Account Management (p108)ßBusiness NegotiationSkills (p106) This workshop covers the essential knowledgeneeded to select the right key accounts in whichto invest your resources. It identifies the optimalstrategies through which key business can bewon, protected and grown, and enablesdevelopment of a strategic plan of action for implementation by all who interface with the keyaccount.Benefits to you and your company You will form a clear understanding of the stepsneeded to protect and grow your key business.You will also learn how to successfully target andwin new key customers. You will clearlyunderstand your strengths and weaknesses inservicing the account and be able to planeffective internal and external strategies, andsales action plans.Your organisation will have a better-directed salesresource that can develop and protectrelationships with key accounts and, as aconsequence, increase key account profitability. Who this course is for New and experienced account managers whowant to evolve a proactive structured approach tomaximising business from their major customers.Also sales managers and directors who wish toevolve their team's approach for effective keyaccount development. What you will learn ßDescribe the precise nature of relationshipdesired with your key accounts.ßDefine the position which will differentiate yourproposition from your competition and protectlong-term business.ßChoose and develop the strategy relevant toachieving the desired relationship.ßAnalyse the business of the key account toidentify further selling opportunities.ßSelect true key accounts and analyse realaccount potential.ßCreate strategically linked benefits.ßCreate a deliverable internal and externalstrategy.ßBuild the KAM delivery team.ßProvide value-based solutions.ßDevelop a plan with defined actions andresponsibilities.Learning approachThe training course is designed around the keyaccount management strategies and the keyaccount planning system. Delegates will begiven opportunity to apply the planning systemon one of their key accounts to create an actionplan to move the account forward, and review acase study as a group exercise.How to Develop Your Key AccountsSelecting and developing the right distribution channels formaximum impact7 CPD hoursCoursecode0750Level FoundationDuration1 dayVenues and datesLondon201126October 201206March 11SeptemberPrice£550+ VATCIM Member price£495+ VATWhat's includedTuition, course materials,lunch and refreshmentsRelated coursesßChannel Management(p109)ßSales Management Skills(p108) The selection and motivation of appropriatedistribution channels are key factors to thesuccess and profitability of the partnershipbetween principal and distributor. They need towork together within a complex environment, gainmutual understanding and learn how to avoidconflict. This course provides delegates with anopportunity to explore ways of improving themanagement of distributors by establishing andmaintaining a successful partnership.Benefits to you and your company Delegates will benefit from gaining a fullunderstanding of how the effective selection,management and motivation of their channelpartners will improve their personal and businessperformance. They will also begin to take a moreconfident and structured approach to their roleand be able to promote and gain widerrecognition of their function internally. With a better managed, more motivated andappropriate distributor channel, organisations will become more profitable through improvedbusiness performance. Senior management can feel confident that those with responsibilityfor distributors will have a rigorous selectionprocess in place and will be proactivelymanaging them with resultant improvements in margins and performance.Who this course is forAnyone in a sales or marketing function who is responsible for selecting and managingdistributor relationships who needs to developtheir role and methods.What you will learn ßImprove distributor selection criteria.ßUse a formal process to select and appointdistributors.ßEvaluate distributor performance.ßMotivate distributors to promote and focus onyour products or services.ßUse information to understand the problems ofdistributors and find effective solutions toimprove the working relationship.ßManage and motivate distributors to improveperformance.ßPlan joint marketing and promotionalprogrammes.ßRun training sessions for distributor staff.Learning approachA very participative course, including a mixture ofsyndicate sessions and other interactivemethods. Delegates will have the opportunity tounderstand how their existing distributor salescompare to 'best practice'.Introduction to Selling through DistributorsSales104Training bookings and advice +44 (0)1628 427200