“Optima Consultancy provide more than sales development training - they opened new markets through the creative and exciting introduction to new products and services, with ROI selling techniques".   David Stansfield www.vanguardplc.com   “The sales training course and presentation skills learned have made such a difference...”   Clare Pritchard www.halfords.com   “This is enabling us to maximise our customer account development”   Patrick Veasey www.cwa.co.uk

Training and Development From the essential basics to the strategic solution; we will enable your sales team to think big and to create opportunity where others so often fail. Highly motivational, focused on your business needs and fun! Optima Workshops Sales team performance improvement is the desired goal. This will only be achieved where individuals understand their strengths and weaknesses, firmly commit to a personal development programme and own explicit accountability for identified improvements.   This will usually involve the sales directors and managers, as accountability is an essential ingredient in successful ongoing development.   Whether modular or bespoke training following a sales operation ‘fast-audit’ or B2B Mystery Shopper assessment, Optima will deliver fast results for your business.   Optima’s training programmes can literally put the Spotlight on Results. Using digital photography, candidates are developed and make explicit commitments to improve their selling skills, keeping a record of those commitments. Coaching can then ensure that candidate improvement is long term - the desired goal of any successful training course.     Key areas: Sales Strategy, Processes, Systems, Objectives and Management Overview What is Professional Consultative B2B selling? Communication skills World class aspirations Research and Prospecting (profiling) Sales pipeline management (Timing/Value/Probability) Sources of opportunity E.G. Existing customers, referrals etc Sources of information: Internet, trade press, directories, other departments etc. Objective criteria to prioritise prospects: the prospect matrix (80:20) The Approach Positioning Buyer Types Methods of approach Needs Analysis / Identify Benefits OWNSPIN High-value questions Benefits selling ROI selling Proposal Writing Generic proposal template Proposal types: From summary to multi-page/appendix proposals Proposal delivery: Email vs. Post vs. By hand Presentation The ‘3 Vs’ of communication Presenting to groups / committees / individuals ‘Control’ and handling of Q&A Negotiation Structured negotiation Identifying and valuing variables Trading variables to achieve ‘Win-Win’ Closing Managing the timing of decisions (matching the buying process) The ‘compelling event’ Closing types and techniques Account Development and CRM Account development strategy Non-technology account development High-technology account development