Closing The Deal With Confidence | Sales Workshop | Future Females Cape Town
Fri Mar 1, 09:00 - Fri Mar 8, 17:00
Work In Progress
ABOUT
Is word-of-mouth sales not enough anymore to generate sustainable growth for your company? Is cold calling your least favourite aspect of your business, or the area you find the most difficult? Are you good at opening sales but always seem to struggle at the final hurdle - closing the deal?
If yes, then this workshop series is for you.
Solution selling and marketing expert, Tessa Plen, has 25 years of proven global experience; twice doubling profits in 2 years, growing sales 69% at Colgate Palmolive in South Africa and Israel markets. She is here to help elevate your business to the next level. Using her structured scripts, tools, and little known tips, you will be able to exponentially increase your closing rate and building of key accounts, by 50-100%.
Tessa’s 2-part workshop series (Friday 1st March & Friday 8th March) will provide you with skills for solution-selling, using a structured framework and proven system. Using the step-by-step templates, scripts and guides, you will have prospective customers saying “YES PLEASE! help us with your solution”.
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Tessa specialises in accelerating growth in companies by embedding capability in sales, marketing, innovation and personal brand development. She has held senior corporate positions as Commercial Marketing and Innovation Director positions (Colgate Palmolive; AAPT telecoms Australia (contract); Sales and Business Development and Classic Marketing (Unilever) –with lasting proven results. Tessa twice doubled Operating Profit in a two-year period, adding US$ 100million incremental. Her multinational experience includes living and working in Paris, Israel, London, Sydney and New York over the past 18 years before returning to S. Africa.
Tessa has lectured in marketing, business development and strategy across 7 years at the University of Sydney, University of Technology Sydney, and University of Cape Town.
She has been a swimwear entrepreneur; and, for the last 15 years, has been a strategic service and product brand growth trainer consultant, workshop facilitator, and strategic planner for major multinational firms like Hutchison Orange (for the launch of their 3G network; Seacom Telecom; Arnott’s; Absa/Barclays as well as entrepreneurial SME’s.
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CLOSING THE DEAL WITH CONFIDENCE
DAY 1: FRIDAY MARCH 1, 2019
1. Embed the Solution-Selling Framework System
Understand the 12 step-by-step Total Potential solution selling process framework and learn the difference in competencies and behaviours between a complex services sale and a simple direct sale.
This will help you identify what your customer needs to adapt or change (keep/add/or lose vs. current approach)
2. The Business Concept
Develop first draft point of difference and value proposition to use as an elevator pitch
Use this in any networking situation, or as a business concept to introduce your company on the phone, or during the first new client meeting, and establish what makes you better and unique.
3. The Reference Story
Build an compelling real reference story for specific client situation that convinces clients you can do the job
4. The Cold Call - Foolproof Script to Secure the meeting with confidence
Develop and practice your own structured Cold Call scripts that offer help and solutions, rather than beg for business. Including how to get the prospect to agree to a meeting, and how to develop a script that you can use immediately on all cold calls to obtain a meeting.
This will give you the confidence to make cold calls in a professional, structured way, knowing you can help solve your prospective customer's problems.
DAY 2: FRIDAY MARCH 8, 2019
5. The First Meeting
The structure of the first prospective new client meeting from intro to close; including scripts, wording structure, key words, role-play and practice.
6. Getting to Close: Coach the client from “Brief to Proposal”
How to co-develop briefs with clients (including buying criteria that only you can deliver), mapping the entire buying process, how to proceed from proposal to negotiating the close of the deal, and handling objections.
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AGENDA
Day 1
9.00-9.30 Introductions
9.30-11.00am Goal Setting and The Solution-Selling Framework
Break
11.30-1.00pm Develop Your Value Proposition/Concept
Lunch
1:45pm - 2:30pm Your Reference Story
Break
2.45-4.30/5pm The Cold Call Script
End of the day
Day 2:
9.00-9.30 Recap: The Cold Call practice & Feedback
9.30-11.00am The First Meeting and Open the meeting: structure & steps
Break
11.30-12.45pm Co-creating briefs with clients
Lunch
1:30pm – 3.00pm Finding Solutions
Break
3.15-4.30/5pm Closing the deal
End of the day
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FOLLOW UP PERSONAL COACHING
Tessa is offering a follow up session after the workshop series to help keep you accountable and make sure you're executing the skills you've learnt. The follow up session will be available as a 1 to 1, a month after the end of the workshop (R995), or as a group follow up session (R495)