Impactful Training for Sales and Non-Sales People
Testimonials “They made me open my mind to different ways to communicate with my customers. I would recommend this training to anyone! I have worked in sales for over 10 years and I can undoubtedly say that the durhamlane training is the best training I have ever been on! Brilliant!”
“I always enjoy how I feel after a durhamlane workshop – empowered and motivated to attack my sales objectives.”
“I found the magic 35 a useful tool and feel that this will be a useful way of qualifying leads more efficiently”
“The programme has been well received by all of our teams and their methodology and approach has got everyone thinking carefully about how they can create better relationships and develop more value for their customers and Partners.”
“This was the best training course I have ever attended ... it was informative, insightful, real and upto-date for selling in 2016 and beyond.”
durhamlane can help you implement effective changes into your business. All of our masterclass workshops can be tailored and adapted to your business requirements. Our preference is to build programmes that consist of multiple short, sharp, engaging and fun sessions. Using our Learn > Do > Review methodology we create learning that not only makes a positive difference but sticks for long term success.
Courses at durhamlane HQ
Location: THIRTEEN, High-Growth Business Hub, Windsor Terrace, Newcastle Upon Tyne NE2 4HE Masterclass Selling at a Higher Level
Prospecting for new Business
Question-based Selling Telephone Sales Techniques
Closing with Confidence
Dates 2017
Times
April 4th June 6th August 17th October 12th December 7th April 20th June 22nd August 10th November 9th
09:30 - 12:30 13:30 - 16:30 13:30 - 16:30 09:30 - 12:30 09:30 - 12:30 13:30 - 16:30 13:30 - 16:30 09:30 - 12:30 13:30 - 16:30
May 11th July 10th October 12th April 13th June 15th September 14th November 23rd May 18th June 8th August 24th October 19th
09:30 - 12:30 13:30 - 16:30 13:30 - 16:30 09:30 - 12:30 09:30 - 12:30 09:30 - 12:30 09:30 - 12:30 09:30 - 12:30 09:30 - 12:30 13:30 - 16:30 09:30 - 12:30
Masterclass Win-Win Negotiation
Key Account Management
Presentation Skills Successful Sales Planning Selling with Social Media
Personality Dynamics
Dates 2017 June 16th September 7th November 30th May 4th July 13th October 5th December 21st May 25th August 3rd November 2nd May 31st July 27th October 26th April 21st June 29th September 21st December 14th April 12th July 6th September 28th December 19th
Times 09:30 - 12:30 09:30 - 12:30 09:30 - 12:30 09:30 - 12:30 09:30 - 12:30 13:30 - 16:30 13:30 - 16:30 13:30 - 16:30 09:30 - 12:30 09:30 - 12:30 09:30 - 12:30 09:30 - 12:30 09:30 - 12:30 09:30 - 12:30 09:30 - 12:30 13:30 - 16:30 09:30 - 12:30 09:30 - 12:30 09:30 - 12:30 09:30 - 12:30 13:30 - 16:30
To book a course, visit http://durhamlane.com/sales/training/sales-masterclasses-and-training/ or give us a call 0191 481 3800
Selling at a Higher Level
A N I N T R O D U C T I O N TO D U R H A M L A N E ’ S P R OV E N S A L E S M E T H O D O LO GY A N D A P P ROAC H TO SA L E S
DESCRIPTION Sales is the life-blood of every company. As such, no matter whether your job title has sales in it or not, you have a role to play in the future success of your business. We all need to take responsibility for thinking commercially. SYNOPSIS During this engaging workshop we will inspire and motivate attendees as they begin to understand the world of successful selling and the responsibilities of being a sales professional – the durhamlane way. Sharing a range of sales best practices, methods, techniques and blueprints we will prove that sales is an art, a science and a skill that can be learnt. REWARD Ideal for people who are new to sales or for more experienced business professionals looking for a new way of working, our Fundamentals of Selling workshop will provide insight into the world of the sales profession and will give you the ideas you need to increase your commercial success. You will commit to working in a better, more productive way with a focus on business fit, business value & the development of long-term relationships. Using durhamlane’s Sales Mantra series as your guide, your journey will begin here.
To book a place on this course, discuss alternative dates or for group bookings,
email info@durhamlane.com or call 0191 481 3800
Prospecting for New Business
H O W TO : G E N E R AT E N E W S A L E S O P P O R T U N I T I E S
DESCRIPTION “Some will, some won’t, so what. Next!” - anon Whilst it is generally more cost effective to sell again to an existing customer than win a new one, we understand the huge importance and value winning brand new customers presents. No matter what sales position you occupy in your organisation, the ability to network and build new relationships is one that needs to be nurtured. “Most sales people would rather be doing anything other than cold calling” SYNOPSIS “Cold calling” – not the friendliest of terms. That’s why on our Prospecting for New Business workshop you will gain access to a range of tools and techniques that are proven to open up conversations with a new prospect; turning Cold into Warm using a repeatable blueprint. • Learn a technique for engaging at a senior executive level • Develop your elevator pitch to maximise your impact • Work through a confidence building networking strategy • Create a great first impression • Consider the power of referrals, cross-selling and up-selling REWARD You will leave this workshop with a prospecting technique that is proven to make a rapid impact on your new business development activity. You will feel more confident in your approach to networking and will have finetuned your pitch so that when that chance-of-a-lifetime opportunity arises you will deliver to the best of your abilities.New business prospecting needn’t be so cold. Make it a habit. Make it warmer. To book a place on this course, discuss alternative dates or for group bookings,
email info@durhamlane.com or call 0191 481 3800
Question-Based Selling
H O W TO : B U I L D VA L U E - B A S E D R E L AT I O N S H I P S
DESCRIPTION The world of sales has changed. It is no longer acceptable or productive to pitch product to anyone willing to meet with you in the hope that something might stick. We have to be more tuned in to the needs, challenges and desires of our customers. We have to uncover value and present solutions that will make a difference whilst showing a positive return on investment. SYNOPSIS Our Question Based workshop will take you through the Selling at a Higher Level sales methodology paying particular focus to Phase Two: Define & Understand. We will identify what information to uncover, before building value through the use of impactful questions. We will think through whom we need to engage with, when and how. REWARD This workshop is ideal for anyone who wants to get ahead in sales. By rethinking how you sell today, understanding how your customers buy and adapting your approach accordingly, you will be brilliantly placed to make a positive difference from the moment you step back into the workplace. “Spend more time where you can be most successful�.
To book a place on this course, discuss alternative dates or for group bookings, email info@durhamlane.com or call 0191 481 3800
Telephone Sales Techniques
H O W TO : TA K E O U T T H E CO L D O F CO L D C A L L I N G
DESCRIPTION Are you or your team looking to increase confidence and success when selling over the telephone? If so, then this high impact workshop is for you. Don’t hide behind your emails rather pick up the phone. SYNOPSIS During our telephone sales workshop, you will: • Learn how to increase your confidence and create the right environment around you for maximum Success • Explore a technique that ensures you are prepared and ready before picking up the phone • Debate the value of voicemail and develop a calling strategy • Understand the power of questions • Identify who to call, and when, based on your objectives REWARD You will leave this workshop with confidence and a desire to pick up the phone to create sales success. As a key tool in your sales kit bag, the telephone will become a high impact resource for you and a pivotal way for you to identify, nurture and develop new customers.
To book a place on this course, discuss alternative dates or for group bookings, email info@durhamlane.com or call 0191 481 3800
Closing with Confidence
H O W TO : R E M OV E T H E M YS T E RY O F C LO S I N G
DESCRIPTION There is plenty of information and advice out there about this age-old sales topic. The truth is closing techniques shouldn’t be shrouded in mystery. Whilst we appreciate successful closing is an absolutely vital part of the sales cycle (without closing the business it’s all been rather futile after all), we believe it should be a “natural conclusion” to all of the good work you have put in to that point. SYNOPSIS In our Closing with Confidence workshop you will learn how to build towards, then identify, the perfect moment to ask for the business. You will understand how to make sure you are positioned correctly and what to do if further questions are asked (objection handling). REWARD You will leave this workshop having practiced a selection of closing questions designed to suit your personal style and your own unique approach. You will feel confident in asking for your customer’s business in the future, safe in the knowledge that you are seeking to form an appropriate partnership based on value and trust.
To book a place on this course, discuss alternative dates or for group bookings,
email info@durhamlane.com or call 0191 481 3800
Win-Win Negotiation
H O W TO : S E C U R E VA L U E - B A S E D C O N TA C T S
You can’t always get what you want, but if you try sometimes you might get what you need” - The Rolling Stones DESCRIPTION Can everything be negotiated? We like to take a more positive approach to negotiation than Mick and Keith’s lyric from back in the 1960’s. Then again, Win-Win Negotiation did not come into its own until the 1980’s so let’s give them a break. The key to building successful, long-lasting business relationships is a focus on win win outcomes. SYNOPSIS This short, sharp and intensive course will not only help you prepare for your next negotiation but will help you understand that negotiation is an on-going activity that starts from the first meeting where a sales opportunity is identified. During this workshop we will explain the power of research, help you analyse where the power lies, estimate and validate what’s really important – not just to you but to your customers too – and build solutions focused on win-win outcomes that lead to successful long-term partnerships. REWARD You will leave this workshop with a completed, working copy of our Value-Based Negotiation worksheet that will help you secure future contracts at levels you didn’t previously believe possible.
To book a place on this course, discuss alternative dates or for group bookings, email info@durhamlane.com or call 0191 481 3800
Key Account Manager
H O W TO : I D E N T I F Y YO U R I D E A L C U S TO M E R
DESCRIPTION Do you know who your Key Accounts are? What would happen if one of them disappeared from your sales order book tomorrow? Your answer to the first question will impact your answer to the second. As customers become more complicated, and their buying teams more sophisticated, it is essential you and your business have a suitable strategy designed to identify, win, maintain and grow the customers that make the biggest difference to the long-term success of your business. SYNOPSIS During this workshop we delve into the theory and background to Key Account Management – where it originated and how it is used. Importantly, you will take these recognised models and apply them to your business to create a unique set of actionable deliverables. You will leave with increased knowledge, and also ideas and actions that can be implemented with your team to help you increase your success and deliver longterm value to your organisation. We will explore which types of customer you have today and which you want tomorrow; building plans to service them appropriately and effectively. REWARD This workshop is ideal for all sales professionals, sales managers and business owners who want to get ahead. Understanding and identifying your ideal customer and factoring what resources should be provided is a core skill necessary for long-term success.
To book a place on this course, discuss alternative dates or for group bookings, email info@durhamlane.com or call 0191 481 3800
Presentation Skills
H OW TO : P R E S E N T W I T H CO N F I D E N C E
DESCRIPTION There is an on-going debate surrounding whether Sales is an Art or a Science. At durhamlane we believe it is both and a lot more scientific than people accounted for. However, there is definitely skill required to draw in your audience, to create and deliver a presentation that moves someone to take positive action, to persuade others that your solution is the right fit. SYNOPSIS During our Pitch & Present workshop you will: • Learn the importance of creating a great first impression • Develop your elevator pitch in order to maximise your impact • Develop a fail-proof Networking strategy • Understand the importance of referrals, cross-selling and the power of warm introductions In addition, we will spend time looking at how to develop the perfect Business Fit Presentation. We will uncover what research needs to be done, and what information is required to make maximum impact – to make sure you stand out from your competition. REWARD You will leave this workshop with a robust presentation template and a clear understanding of how to deliver the best pitch possible. You will feel more confident in your approach to networking and will have fine-tuned your pitch so that when that chance-of-a-lifetime opportunity arises you will deliver to the best of your abilities.
To book a place on this course, discuss alternative dates or for group bookings, email info@durhamlane.com or call 0191 481 3800
Successful Sales Planning
H O W TO : P L A N A S U CC E S S F U L S A L E S C A M PA I G N
DESCRIPTION Planning and preparation. Two words all too often missing from some sales people’s vocabulary. The importance of planning and preparation cannot be underestimated. If you want to be one of the 20% making 80% of the sales, then it is imperative you get focused on planning. Plan and prepare for success. Don’t worry, at durhamlane we are not interested in twenty page account plans that get reviewed once a year and spend the rest of the time at the bottom of a drawer, or on a shelf. We help our clients create Opportunity Plans that are living, working and practical documents. SYNOPSIS Attend our Planning for Success workshop and you will learn how a plan can make the difference between success and mediocrity. You will uncover the power of the mind – your mind. You will be challenged to visualise success – to put it into words and pictures that inspire you to go the extra mile. And you will start to practice the art of being “Ambitious but Realistic”. REWARD You will leave this workshop with an understanding of how to use durhamlane’s 1-page Opportunity Planner template to make a difference to your sales success. You will have visualised success and built a comprehensive plan of action for one of your live sales opportunities. At the end of this workshop you will be in a position to take positive action that will have an immediate impact on your year ahead.
To book a place on this course, discuss alternative dates or for group bookings, email info@durhamlane.com or call 0191 481 3800
Selling with Social Media
H O W TO : E M B R AC E T EC H N O LO GY TO I M P R OV E L E A D G E N E R AT I O N
DESCRIPTION The selling landscape has changed forever. Buying decisions now start on the Web and gain momentum through Social Networks. Buyers don’t answer cold calls or call in sales people anymore; instead they browse for information, hoover up facts, and listen to previous customer experiences – good and bad. If you or your company are not yet engaged in Social Media then now is time to get started. Don’t worry though; our Selling with Social Media workshop will guide you through the online world and provide you with a clear action plan on how to get started. SYNOPSIS During this engaging, practical and hands-on workshop we will cover topics such as: • Linking up with LinkedIn – how to successfully use this de facto business-networking tool • Twitter, Facebook and how to connect, listen and engage successfully online • Using online marketing techniques to communicate and engage with your customers REWARD This workshop is ideal for sales people, executives and business owners who want to understand how they can engage and capitalise on the online conversations already taking place around them. Each workshop will take into account the skills of attendees so that we can blend a programme suited to your objectives. You will leave our Selling with Social Media workshop with a clear understanding of the online world and an action plan designed to get you started. To book a place on this course, discuss alternative dates or for group bookings, email info@durhamlane.com or call 0191 481 3800
Interpersonal Psychology in Sales
H OW TO : M A X I M I S E P E R SO N A L I T Y DY N A M I C S I N S E L L I N G
DESCRIPTION Every single interaction with a customer is a significant moment of truth, where a complex set of psychological factors combine to make or break a deal. Understanding your own and others’ personality type can significantly increase your success rate when developing new business. In this workshop you will gain an understanding of the fundamentals of interpersonal dynamics so that you can successfully flex your communication strategy with a range of different customer personality types. SYNOPSIS In this workshops you will: 1. Deepen understanding of your own personality drivers and communication preferences. 2. Analyse how personality preferences can positively, and negatively, influence outcomes with your key customer contacts. 3. Learn how to assess personality dynamics and how to adapt your approach to maximise influence with key customer contacts. 4. Apply personality insights to improve your approach to the management of specific key contacts. REWARD This workshop will equip you with deeper personal insight and the confidence to adapt your style when communicating with people who have very different personality factors to you. Deepening your personal insight is one of the most powerful sales competencies you can develop, and you will have a toolkit that can immediately improve the quality of every customer interaction you have.
To book a place on this course, discuss alternative dates or for group bookings, email info@durhamlane.com or call 0191 481 3800
Making Learning Stick
We pride ourselves on designing and delivering skill improvement programmes that make a measurable difference. We apply the 70-20-10 Model, which has been proven to help people achieve better results, fast through an optimal mix of sources and resources: STRUCTURED COACHING AND LEARNING A P P L I C AT I O N S U P P O R T E D BY Q U A L I F I E D M E N TO R S
20%
70%
FORMAL STRUCTURED LEARNING INTERVENTIONS
I N F O R M A L O N -T H E - J O B L E A R N I N G , L E A R N I N G R E I N F O R C E M E N T & P E E R -T O - P E E R L E A R N I N G
10%
ABOUT DURHAMLANE durhamlane helps people and organisations increase their skills, performance and profits in a sustainable manner. We are experts at optimising processes, developing customer interaction, improving internal engagement and extending business transformation. We research markets and sectors, create qualified leads and develop meaningful conversations. We build high-performing teams and help others to achieve the success they desire and deserve:
We create tailored training courses and programmes and deliver intensive “in role” coaching, developing your staff whilst simultaneously improving results. Training can be in the form of workshops, online or both, ‘blended’. From sales or non-sales people to leaders; business partnering and customer services. Our consulting services enable us to understand you and your business - where you are today, your goals and aspirations. We provide recommendations designed to improve business performance – from sales to leadership and transformation.
We roll our sleeves up and create business opportunities for our customers – from initial market research, to generating appointments and leads through to strategic business development and Key Account acquisition programmes. We keep the wheel of business development turning so that you can spend your time where you can be most successful. We embed sales best practices, and improve on-going sales performance using Dealmaker software, available via our Certified Partnership with Altify (formerly The TAS Group). We provide SME CRM solutions through our affiliation with Capsule CRM.
Our Sales Graduate Programme matches bright young recruits with high potential to your business. We fast track their progress via a carefully developed sales performance training and coaching programme. We also help build successful teams through the search and selection of midlevel and senior sales appointments.
CO M PA N I E S W E WO R K W I T H
© 2017 - The durhamlane logos, the ‘glasses’ device, related brand patterns and iconography are property of durhamlane Ltd. Topics, location and dates may be subject to change.