Grow your Practice
With Effective, Motivating and Results-Orientated Sales Training for Accountants
The Process
The total process involves two distinct stages;
- Pre-event briefing
- Training itself
Pre-Event Briefing
Before any sales training begins, a telephone briefing is conducted to get a good working knowledge of your practice, its products and its current strategy. If required each delegate can be given the chance to answer a briefing sheet which draws out concerns, typical objections and problems faced to date.
Your own course material is then written - it will be totally relevant and geared towards your business, giving each participant a thorough understanding of accountancy sales skills. The course will be designed to help you increase results in your competitive market place.
Exercises will be used discreetly to reinforce key sales principles, enabling each delegate to improve performance significantly. Two unique diagnostic tools are used, giving a framework for immediate improvement and long term development.
Training Itself - Core Skills
As stated, your course will be tailored to your business needs, however the ingredients will be jointly selected from the "Training Menu" outlined below. We would anticipate the following core skills being included:
- Sales Strategy - the three primary steps of the selling process
- Questions - the heart of successful selling - during this critical element a unique diagnostic model is utilised to uncover all the questions that are pertinent and powerful in each of your markets. This model is the definitive model for question development and is not offered by any other training organisation
- Plus one question that generates 50% of new business
- Referrals ten ways to generate them non-offensively and non-invasively
- Incoming calls - the first ten words that will always lose your company business
- Benefits - why Benefits don’t work in today’s marketplace - Learn the key to more sales, better sales and increased margins. How to define or create a much more powerful tool MDSA© and how to communicate it with honest conviction
- Personal Sales Skills - including effective time management
- Letter writing that sells - every delegate will be fully equipped to write a letter that sells. A proven template for success is part of the material
- The Maths of Selling - learn the precise formula tailored to your firms own markets (This formula has been successfully implemented in thousands of companies). From the pre-brief we prepare an activity plan for each delegate and provide you with an ongoing management measuring system - MMS©. This will be provided Free Of Charge.
- Getting results - a personal strategy for success
- Handling objections – we work on the principles and we also work together on your objections, the ones that your team face in their market.
- Handling Complaints - five steps to turn complaints into better business.
- Group exercises - to develop incisive penetrative questions, to create your MDSA© and to persuasively handle objections.
Why Will This Training Work For Your Practice?
As already stated you want your staff trained in a motivating way, and you also want the material tailored to cover the specific needs of your team. You want to see a guaranteed measurable improvement in performance and you would like to see each member of your team supercharged for the next twelve months!
This sales training course will do all this and more for you and your team. The course will be tailored to your needs and will be presented by speakers who are uniquely equipped in this kind of event. It will cover proven new material and a complete Free Sales Development Tool-kit is given to each delegate, enabling tailored exercises on the day itself. The same kit provides all your team with the necessary tools for lifelong development.
Over 100,000 delegates have been through a similar experience - the concepts are rooted in success and the experience of that success is brought to you on the day.
- Training is totally relevant
- Training is totally geared to your needs and your market
- Training is designed to help you get quantifiably more results
- Training is not theoretical, it is totally practical
- Training will teach your delegates -
- How to plan and implement the ideal sales approach for your market
- How to write effective sales letters
- What to say to prospects
- How to start and maintain new prospect contacts
- How to close – even when they say No
- How to stay motivated
- How to guarantee target achievement
This tailored event will give you all the ingredients that you need to get your staff selling confidently and with motivation. It provides a pre-determined follow-up programme and gives you confidence that your staff are being trained with totally relevant material, geared in its entirety to producing more results for your company.
Costs
This sales training will leave you and your staff highly motivated - Supercharged for the coming twelve months - and with the tools for lifelong self-development. The charge for this total package is just £2,500 + VAT. This includes a telephone briefing session, a one day presentation with unique diagnostic tools, and tailored exercises.
Insight will provide a comprehensive workbook master for you to duplicate on your own branded stationery. Your organisation will be required to provide a venue of your own choice and any appropriate refreshments. Business travel and accommodation is charged at cost.
