145 Courses in Birmingham

Maximising the team's sales capability is the key aim for any sales manager. When sales people struggle to hit their targets, it falls to the sales manager to provide support and help colleagues to find their way again. One of the most effective techniques for sales managers to improve and maintain sales performance is by providing live sales coaching. Sales coaching encourages sales people to find their own solutions and take responsibility for their own development. This course will help participants: Develop people to fulfil their sales potential Provide motivational feedback Identify strengths and weaknesses of their team members Understand personal learning styles Identify and adapt for different personality styles Prepare and conduct on-the-job observations Motivate sales people to greater performance 1 How is sales coaching different from sales training? What is coaching? Discover how coaching empowers sales people Learn the best time to use sales coaching Decide which people should be coached first Creating a development plan 2 Understanding learning, behavioural and communication styles Use practical tools to help you assess individual styles Tap into the essence and energy of the person you are developing Understand your own learning, behavioural and communication preferences Develop a strategy to adopt for each member of your team Discover what motivates you and your salespeople to perform Appreciate how this knowledge will improve your sales conversion 3 Using the GROW coaching model Learn the secrets of a successful coaching session Discover the importance of SMART objectives and instructions Understand and capture what coachees are currently doing right Develop their problem-solving and decision-making skills Help your colleagues crystalise their plans and actions Provide follow-up opportunities to embed the learning 4 Giving motivational feedback Understand why effective feedback is so powerful in sales Learn key models for motivational feedback Discover how to manage and structure more difficult conversations Understand the power of positive reinforcement Encourage sales people to coach and support colleagues 5 Putting it into practice Use realistic scenarios to provide opportunities for practice Discover what it feels like to be coached Receive immediate feedback on your coaching style Share common performance issues with fellow sales managers Create a personal development plan 6 Preparing on-the-job observations and joint visits Build a strategy for coaching and team development Prepare an observation template for effective coaching Learn the key elements of preparation for your next coaching session Agree common areas to focus on with coachees 7 Action planning Personal action plans

In today's fast-moving competitive environment, sales are often made or lost on the strength of a telephone conversation or a brief email. This means that not only is customer service everyone's responsibility - so is sales. Customer service staff are failing the customer if they don't think about sales. And sales staff are failing customers if they don't think about service. And anyone failing a customer is failing both themselves and their employer. Too often, customer service staff feel neither capable nor empowered to recognise or capitalise upon a sales opportunity. Too often, sales people pursue the short-term opportunity at the expense of the bigger picture. The good news is - it doesn't have to be this way! Sales and customer service skills can be acquired, developed and polished just like any other skill. This tried-and-tested programme shows you how to do it. As a result of this course, participants will be able to: Take control of a customer conversation, with confidence Refresh and polish their customer service and sales performance Recognise and develop a sales opportunity Engage the customer and build rapport Identify a customer's needs Match the customer's needs to the organisation's products or services Handle objections confidently Ask for the order At the end of the workshop each participant will have developed their own action plan for developing and using their skills in the workplace. 1 Introduction Course overview, objectives and introductions 2 Serving or selling? Feelings and attitudes - How we can affect the outcome by our feelings and behaviour What is selling? - Selling is helping people to buy, identifying the opportunities that exist within the conversation to develop the customer's interest in our products or services 3 Developing the right skills Communication- The impact of body language, voice tone and words- How to make the best impression on the customer and create a 'buying environment' Rapport-building- What makes a good working relationship?- What do customers look for when they call us?- How can we match their expectations in terms of our own interpersonal skills? Relating to different types of people by identifying and matching their communication style on the telephone 4 Making it easy for the customer Starting it right- Opening the conversation positively- Building rapport- How to develop interest in our products or services Gaining and clarifying information- Questioning skills and questioning style- What do we need to know from the customer?- How can we use that information in the conversation? Active listening- The most under-rated skill of all- Picking up on the 'Golden Moments' when a customer shows they may be interested Presenting information confidently- Knowing the benefits of our products or services- How to tell the customer what they need to know in order to enable them to buy Closing on a positive note- When and how to ask for commitment Dealing with the customer's objections and concerns in a positive manner 5 Course summary and action plans Review of main learning points Presentation of personal action plans

Overview Account Management is an important role within any organisation. Account Managers are responsible for nurturing customer relationships and increasing sales with their organisation’s key customers. The Account Manager will usually act as a first point of contact for clients; responding to complaints, purchases, project requests and any general queries. Their approach should help maintain client relationships in order to ensure that they continue to use the company for business. This one day course can help them learn the key skills they need. Description Build a strong account management team that are able to effectively manage customer relationships and drive sales The role of account manager is both important and demanding. The account manager acts as the ‘face’ of the business and should professionally represent the business by creating a strategy for success and delivering a high level of customer service. Account managers need to be effective communicators, needing to both engage with the client and also develop internal relationships to ensure promises are delivered upon. Another key responsibility of the account manager is to identify business opportunities and help drive business results for their company. Account Management can be a very challenging role depending on the number of clients, the range of industries the clients represent, and the nature and attitude of the client. The main focus of the role is to provide continual client service to clients, this may include quarterly or annual business reviews, additions to the account in terms of extra services supplied plus face-to-face and online meetings, on a regular basis. The Account Manager will also be responsible for delivering high levels of client service to ensure that clients do not leave and will need to create a strategy around this. This strategy will depend on the type of client in terms of size of the business commitment, Key Performance Indicators plus contractual agreements which may dictate the framework for the relationship. Building a personal relationship as well as a business one is key to becoming an effective Account Manager. After all, “It is easier to fire a business associate or employee than it is to fire a friend”. Why should people attend this training course? Well, just imagine if your employees were better able to: Build effective business relationships with clients and help drive sales performance. Add value to clients and help ensure their requirements are met or exceeded. Measure the performance of their key accounts and adapt their approach accordingly. Understand the key attributes required for success and work on developing them. Set a strategy for sales success and create action plans for pre-defined goals. Monitor and measure their own performance and set their own targets. Ultimately, this training course will help employees to focus on what is required to succeed in the role of account manager, building a strategy with clear actions and helping the organisation to business success. Who is this course for? This Account Management training course is for anyone that works in an account management role or relevant sales function and will assist the participants in improving their working practices, developing customer relationships and in turn increasing business performance and sales success. Requirements for Attendance Prior sales experience is recommended, but an awareness of the sales process as a minimum will suffice.

Effective customer service plays a vital role in attracting and retaining customers. Businesses can use good customer service to boost sales and loyalty. Empathy, good communication, and problem-solving are core skills in providing excellent customer service. This course provides the knowledge and skills to help you hone your customer service skills.

Overview Internet is the main source of marketing today and Digital Marketing along with Social Media Marketing helps the business to stay alive in the digital world. Earlier companies use to spend a lot of money on traditional ways of marketing and still, they were not able to reach global clients. With the existence of Digital marketing, they are able to break the barriers to reaching global clients. With the use of Social Media Marketing and Digital Marketing organisations are able to reach every corner of the world and also it is very cost-effective. Digital Marketing encompasses various channels like Search Engine Optimisation, Social Media Marketing like usage of Facebook, Facebook marketing, Ad Words, and Email Campaigns and is list is longer. All these tools are used to cover global marketing. No matter where you are located in the world, your product can reach clients anywhere in the world. This course will help develop innovative social media strategies, and to boost brand awareness with rich content. With the effective analysis of campaign results, you'll be on track to exceed sales targets and advance your career with the latest social media marketing techniques.

The ability to identify and respond to changing trends is a hallmark of a successful business. Whether those trends are related to customers and sales, or to regulatory and industry standards, businesses are wise to keep track of the variables that can affect the bottom line. In today's business landscape, data comes from numerous sources and in diverse forms.

Overview In this competitive era no matter how much hard work and solid efforts are contributed still, too many projects end up creating unneeded and unsellable products. There is a significant risk that the outcome of the project may not be relevant to the client/user requirements or become outdated when needs change. Here is where Design Thinking and Agile Management play their role. The combination of Agile and Design Thinking should be used in order to achieve impactful outcomes. Agile and design thinking together works well and gives an effective approach to product development, one that results in efficient resolutions to significant problems. In this course, you'll learn how to define and determine what's important to a user primary in the process, to frontload value, by directing your team on testable narratives about the user and generating an effectively shared perspective. For more dates and Venue, Please email sales@gbacorporate.co.uk

Overview Overview The purpose of this course is to enable participants to understand and apply the principles of emergency response planning and crisis management. It considers the need for emergency and crisis response planning and an integrated approach to emergency management. Training typically covers: Crisis management structure and staffing an emergency response team Incident reporting and notification Operational processes Guidance of facility response policies and procedures Annual testing and evaluation of the crisis management plan Upcoming Events Online (USD 1950) Online Streaming Live (Flexible Dates) At Venue (USD 4500) Dubai 13 March - 17 March Istanbul 20 March - 24 March London 20 March - 24 March For more dates and Venue, Please email sales@gbacorporate.co.uk

Some people naturally possess an ability to sell and others over time develop their own style. We have created a highly practical course to give you the confidence and ability to sell over the phone or face to face. We focus the exercises, theory and discussion on your own job role and experiences to ensure you can return to the workplace to deliver tangible results. This 2-day course is designed for individuals who are new to selling, those in a sales role but have not received any formal training, or professionals who would like to brush up and enhance their current selling skills and learn some new techniques. Course Syllabus The syllabus of the Essential Selling Skills course is comprised of seven modules, covering the following: Module One Understanding the Customer The importance of good customer care Selling vs. selling attitude The reasons people buy Adopting a positive approach Module Two Self-Awareness Understanding your selling style Adapting your selling style to your customer Understanding your customers buying style Module Three Effective Communication and Rapport Building Why does communication need to be effective? Actively listening to your customers' needs Right question at the right time The impact of positive and emotive language Module Four Taking a Consultative Approach Different styles of selling Taking a consultative approach to selling Preparation techniques Buyer behaviour and motivation A selling approach to match the buyers mind Module Five Presenting the Solution Selling the benefits Sales tool kit Unique sales points Advanced questioning techniques Module Six Gaining Commitment Recognising and acting upon buying signals Dealing with customers concerns No means no? How to cope in stressful situations Module Seven Confirming the Sale Confirming or closing? Effective confirming techniques Going the extra mile Benefits For you as an individual This course will increase your confidence and ability to sell, having provided you with tools and techniques to achieve maximum results. Delegates always leave with fresh ideas, energy and motivation to succeed. For an employer The attitude of the delegates and the results they deliver will speak for themselves. All techniques are easy to apply back into the workplace for an immediate impact. What will I learn? By the end of the course, participants will be able to: Appreciate the need for preparation before a sales appointment Effectively identify and meet needs with advanced questioning techniques Identify verbal and non-verbal buying signals Construct professional answers to questions and possible objections Present your products and/or services with the buyer in mind Identify and use a selling style appropriate to capture the buyer's attention Recognise and overcome major objection types How to apply effective confirmation techniques with the buyer in mind Real Play Option We offer an innovative solution to engage the learners and bring real negotiation and closing scenarios to life. We use actors who improvise scenarios which have been specified by the group. The group is split the group into 2 sub-groups, one with the actor, the other with the trainer. Each group has a brief and has to instruct their trainer/actor on how to approach the scenario supplied. The actor and trainer perform the role play(s) as instructed by their respective teams; however during the action they can be paused for further recommendations or direction. The outcome is the responsibility of the team(s) - not the performers. Scheduled Courses This course is not one that is currently scheduled as an open course, and is only available on an in-house basis. For more information please contact us.

Generating new leads and new business can be both time-consuming and frustrating. It's not easy - it takes skill, careful preparation and the creation of effective models and methods, even perhaps using formal approaches and scripts. Once generated, a new lead or enquiry must also be carefully managed to maximise the potential revenue it can generate. But it's crucial to get it right. If your company can afford not to worry about getting new business - congratulations! If your company is completely confident that it is performing at peak potential in generating new leads - again, congratulations! But if your company is working in the real world, couldn't your team do with some help, to become even just that little bit more effective, to make the process just that little less painful? This highly practical, intensive workshop gives sales teams the proven strategies and tactics they need to build a sustainable new business pipeline. This course will help participants: Develop a clear and consistent process for new business development and lead-generation Master the secret of effective new business development and lead-generation - 'only sell the appointment or next stage of the sales process, not your product or service' Set and achieve the right level of new business development and lead-generation activity to achieve your personal and organisational sales goals Apply the key principles of effective prospecting and pipeline management using a proven toolkit and approach Overcome the most common 'put-offs' when conducting telephone or face-to-face business-development and lead-generation activities Develop an engaging telephone voice and manner - and a 'networking personality' Qualify potential opportunities with more accuracy on a consistent basis Prioritise opportunities and manage their time when sourcing new business Discover online sources of leads, contacts and referrals Overcome psychological blocks to cold or warm calling - theirs and the client's Identify potential prospects - and decision-makers and influencers within target prospects - with greater accuracy Make outbound sales or appointment calls with improved confidence, control and results Improve the conversion of calls to appointments by using more effective questions and sales messages Get past gatekeepers and assistants more effectively Make the most of your CRM software and systems 1 Online marketing - what works! Workshop overview and learning objectives Choosing your social media channels LinkedIn for sales and marketing Designing and implementing an effective new business email campaign online Creating a lead-generation strategy online - with case studies Avoiding common mistakes in social media marketing Case study: 'Best practice in social media sales and marketing' Using blogs and video-based marketing (eg, YouTube) New trends and how to keep your finger on the 'social media' pulse Twenty essential websites and online marketing tools 2 Making appointments by telephone Planning the call, telephone techniques, integrating with email and online marketing Developing a clear and consistent process to appointment-making Setting and achieving the right level of telephone activity to achieve your appointment goals Applying the key principles of effective prospecting and pipeline management generation, using a proven toolkit and approach Overcoming the most common 'put-offs' to seeing or engaging with you Overcoming psychological blocks to cold or warm calling - yours and the client's Identifying potential prospects - and decision-makers and influencers within target prospects - with greater accuracy Making outbound sales or appointment calls with improved confidence, control and results Improving conversion of calls to appointments by using more effective questions and sales messages The five keys to developing an engaging telephone voice and approaching manner 3 Power networking Strategies for networking and B2B referral-based marketing The importance, and different types, of networking How to work a room - preparation and strategy Communication dynamics in networking - the power of the listening networker Assumptions when networking Business networking etiquette Making connections, asking for cards, contact details and referrals, gaining follow-up commitments Building relationships - follow-up and follow-through 4 Developing new leads Strategies for first-time sales calls Gaining rapport and opening first-time and new business sales calls effectively Advanced consultative selling - questioning techniques to quickly and efficiently uncover opportunities, need areas and preferences Presenting your solution to a new or first-time customer - creating an enthusiastic and compelling personalised and persuasive summary of your proposal Value message - differentiate your solutions clearly and accurately, with tailored value statements Presenting the right initial USPs, features and benefits and making them relevant and real to the customer Smart ways to position price, emphasise value and be a strong player without being the cheapest or leading on price Learn and use advanced techniques to determine customer needs, value and decision-making criteria in depth on a first-time call 5 Organised persistence - CRM and prospect-tracking Organised persistence - sales tracking, following up on 'sleeping' customers, gaining referrals, time and territory management Maintaining a good database for maximising new business ROI Developing a contact strategy with different types and levels of contact Analysing your contact base using state-of-the-art software and tools Making the most of your CRM systems and solutions Understanding that your attitude makes a difference when sourcing new business Setting SMART objectives for new business development and lead-generation Practical exercise - setting personal development and business goals Time management tips to improve daily productivity New business pipeline management strategies for peak sales performance 6 Workshop summary and close Practical exercise - developing your new business action plan Review and feedback