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Sales and Marketing Remote Delivery

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Although marketing and sales differ greatly, they have the same goal; for participants to identify the needs and requirements of consumers and then persuade them that their products or services provide the benefits that they are looking for.

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A Sign of the Times (R)

Time:
In total we estimate this exercise will take 55 minutes.

Aims:
• To encourage participants to think about how they communicate, and what unintentional messages they might be conveying to customers, colleagues and others.
• To demonstrate how words are just the tip of the communication iceberg, and how what lies beneath the service can have a serious, and lasting impact on how others perceive us, and the organisations we work for.
• To demonstrate how brand is affected by every piece of communication leaving the organisation.

About

Time:
The exercise in this module can be completed in about 25 minutes. In total, allowing for discussion, we recommend allowing about 55 minutes for this module.

Aims:
• To encourage participants to think about how they communicate, and what unintentional messages they might be conveying to customers, colleagues and others.
• To demonstrate how words are just the tip of the communication iceberg, and how what lies beneath the service can have a serious, and lasting impact on how others perceive us, and the organisations we work for.
• To demonstrate how brand is affected by every piece of communication leaving the organisation.

Group Size:
This module can be used with groups of up to 12 participants. It’s not suitable for 1-1 training.

Useful For:
Staff at all levels.

You'll Need:
• The Activity Link in Trainers’ Library.
• Your Activity Link PIN from the My Account section of the member homepage.

Notes:
This is a powerful exercise that really gets participants to think about the way organisations communicate. It’s a useful addition to any customer service training, but particularly useful with groups that are responsible for brand and the way the organisation portrays itself to the outside world. This could be managers within the marketing department, branch managers, recruitment managers, etc.

It’s suitable for all types of organisation, including public and charitable bodies.

Remote/Virtual Delivery:
Remote Delivery requires a system that as an absolute minimum provides the following functionality:
• Face-to-face discussion.
• Share screen.
• Chat.
• Share files.

In addition, we strongly recommend using a system that provides for:
• Breakout Rooms (required).

Downloads


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Trainer Notes (Word)

Counts as 1 download.

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An Alien Challenge - Getting the Questions Right (R)

Time:
In total we estimate this exercise will take 45 minutes.

Aims:
• To demonstrate the importance of asking a mix of open and closed questions to gain a clear and accurate understanding of a situation.

About

Time:
The exercise in this module can be completed in about 35 minutes. In total, allowing for discussion, we recommend allowing about 45 minutes for this module.

Aims:
• To demonstrate the importance of asking a mix of open and closed questions to gain a clear and accurate understanding of a situation.

Group Size:
This module can be used with groups of up to 12 participants. It’s not suitable for 1-1 training.

Useful For:
Staff at all levels.

You'll Need:
• All three of the Activity Links in Trainers’ Library and your Activity Link PIN from the My Account section of the member homepage.
• To decide how participants will send their questions to you. (Normally this will be by email or text.)

Notes:
This can be a very useful exercise for salespeople, or anyone who needs to select and ask great questions in order to effectively gather information.

Remote/Virtual Delivery:
Remote Delivery requires a system that as an absolute minimum provides the following functionality:
• Face-to-face discussion.
• Share screen.
• Chat.
• Share files.

In addition, we strongly recommend using a system that provides for:
• Breakout Rooms (required).

Downloads


+ more for Pro
Trainer Notes (Word)

Counts as 1 download.

Login or Register to Download.

Label

Communicating Without Body Language (R)

Time:
In total we estimate this exercise will take 35 minutes.

Aims:
• To demonstrate the significance of body language in communication.
• To encourage participants to think about the difficulties the lack of body language creates when communicating by telephone.

About

Time:
The exercise in this module can be completed in about 20 minutes. In total, allowing for discussion, we recommend allowing about 35 minutes for this module.

Aims:
• To demonstrate the significance of body language in communication.
• To encourage participants to think about the difficulties the lack of body language creates when communicating by telephone.

Group Size:
This module can be used with groups of up to 12 participants. It’s not suitable for 1-1 training.

Useful For:
Staff at all levels.

You'll Need:
• Nothing other than the materials provided.

Notes:
The subjects used in the exercise are deliberately controversial so it is advisable that you do not pair people together who you believe may struggle to get along together.

Remote/Virtual Delivery:
Remote Delivery requires a system that as an absolute minimum provides the following functionality:
• Face-to-face discussion.
• Share screen.
• Chat.
• Share files.

In addition, we strongly recommend using a system that provides for:
• Polls/Quizzes (not required).
• Breakout Rooms (not required).

Downloads


+ more for Pro
Trainer Notes (Word)

Counts as 1 download.

Login or Register to Download.

Label

Discounts and Desire - Using Discounts Wisely (R)

Time:
In total we estimate this exercise will take 75 minutes.

Aims:
• To help participants understand the importance of only using discounts at the appropriate point in the sales process and the risks of using them too soon.
• To help participants understand how buyers attach value and the relationship between value, desire and discounts.

About

Time:
The exercise in this module can be completed in about 30 minutes. In total, allowing for discussion, we recommend allowing about 75 minutes for this module.

Aims:
• To help participants understand the importance of only using discounts at the appropriate point in the sales process and the risks of using them too soon.
• To help participants understand how buyers attach value and the relationship between value, desire and discounts.

Group Size:
This module can be used with groups of up to 12 participants. It’s not suitable for 1-1 training.

Useful For:
Anyone involved in sales.

You'll Need:
• To pre-prepare a poll based on the Trainer’s Handout.
• The Activity Link in Trainers’ Library.
• Your Activity Link PIN from the My Account section of the member homepage.

Remote/Virtual Delivery:
Remote Delivery requires a system that as an absolute minimum provides the following functionality:
• Face-to-face discussion.
• Share screen.
• Chat.
• Share files.

In addition, we strongly recommend using a system that provides for:
• Polls/Quizzes (required, but not essential).
• Breakout Rooms (required).

Downloads

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Trainer Handout (Word)

+ more for Pro
Trainer Notes (Word)

Counts as 1 download.

Login or Register to Download.

Label

Influence and Persuasion - Understanding and Using Benefits (R)

Time:
In total we estimate this exercise will take 60 minutes.

Aims:
• To help participants recognise the difference between features and benefits.
• To demonstrate the importance of identifying customer needs and selling to these.
• To give participants the opportunity of explaining the benefits of their solution.

About

Time:
The exercise in this module can be completed in about 30 minutes. In total, allowing for discussion, we recommend allowing about 60 minutes for this module.

Aims:
• To help participants recognise the difference between features and benefits.
• To demonstrate the importance of identifying customer needs and selling to these.
• To give participants the opportunity of explaining the benefits of their solution.

Group Size:
This module can be used with groups of up to 12 participants. It’s not suitable for 1-1 training.

Useful For:
Staff at all levels but particularly those in sales, or roles where they are required to influence.

You'll Need:
• The Activity Link in Trainers’ Library.
• Your Activity Link PIN from the My Account section of the member homepage.

Remote/Virtual Delivery:
Remote Delivery requires a system that as an absolute minimum provides the following functionality:
• Face-to-face discussion.
• Share screen.
• Chat.
• Share files.

In addition, we strongly recommend using a system that provides for:
• Breakout Rooms (required).

Downloads


+ more for Pro
Trainer Notes (Word)

Counts as 1 download.

Login or Register to Download.

Label

Sweet Talking - Sales and Influence (R)

Time:
In total we estimate this exercise will take 15 minutes.

Aims:
• To help participants understand the importance of understanding what’s important to their customers when trying to influence them or sell to them.

About

Time:
The exercise in this module can be completed in about 8 minutes. In total, allowing for discussion, we recommend allowing about 15 minutes for this module.

Aims:
• To help participants understand the importance of understanding what’s important to their customers when trying to influence them or sell to them.

Group Size:
This module can be used with groups of up to 12 participants. It’s not suitable for 1-1 training.

Useful For:
Staff at all levels.

You'll Need:
• A bag or box of chocolates (or sweets), or some other prize, which you’ll need to send the winner. (Alternatively, you can use the PowerPoint ‘virtual’ prize.)
• A timer or stopwatch.

Remote/Virtual Delivery:
Remote Delivery requires a system that as an absolute minimum provides the following functionality:
• Face-to-face discussion.
• Share screen.
• Chat.
• Share files.

In addition, we strongly recommend using a system that provides for:
• Polls/Quizzes (not required).
• Breakout Rooms (not required).

Downloads
Available to Basic
Trainer Notes
PowerPoint


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Trainer Notes (Word)

Counts as 1 download.

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Label

Telephone Sales - Don’t Be Annoying!

Time:
In total we estimate this exercise will take 60 minutes.

Aims:
• To identify why potential customers don’t like receiving sales calls.
• To consider the skills that sales consultants will need to use to get their message heard by potential buyers.

About

Time:
The exercise in this module can be completed in about 30 minutes. In total, allowing for discussion, we recommend allowing about 60 minutes for this module.

Aims:
• To identify why potential customers don’t like receiving sales calls.
• To consider the skills that sales consultants will need to use to get their message heard by potential buyers.

Group Size:
This module can be used with groups of up to 12 participants. It’s not suitable for 1-1 training.

Useful For:
Telesales and sales staff.

You'll Need:
• Nothing other than the materials provided.

Notes:
This module can be used as an effective introduction to telesales training. As the training progresses, you may discover that, having identified the skills they should be using, participants fail to actually apply these in practical ‘role-play’ or simulation type exercises, and instead slip into bad habits. We recommend encouraging participants to use the lists of ‘good’ behaviours they generate to plan and then review their performance in later role-play/simulation tasks.

Remote/Virtual Delivery:
Remote Delivery requires a system that as an absolute minimum provides the following functionality:
• Face-to-face discussion.
• Share screen.
• Chat.
• Share files.

In addition, we strongly recommend using a system that provides for:
• Breakout Rooms (required).

Downloads
Available to Basic
Trainer Notes
Handout
Handout (Word)


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Trainer Notes (Word)

Counts as 1 download.

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Label

What Builds Desire? - Understanding Practical and Emotional Drivers

Time:
In total we estimate this exercise will take 75 minutes.

Aims:
• To help participants understand the practical and emotional reasons for making a purchase.
• To give participants an awareness of what motivates their customers to buy.

About

Time:
The exercise in this module can be completed in about 30 minutes. In total, allowing for discussion, we recommend allowing about 75 minutes for this module.

Aims:
• To help participants understand the practical and emotional reasons for making a purchase.
• To give participants an awareness of what motivates their customers to buy.

Group Size:
This module can be used with groups of up to 12 participants. It’s not suitable for 1-1 training.

Useful For:
Anyone involved in sales.

You'll Need:
• Nothing other than the materials provided.

Remote/Virtual Delivery:
Remote Delivery requires a system that as an absolute minimum provides the following functionality:
• Face-to-face discussion.
• Share screen.
• Chat.
• Share files.

In addition, we strongly recommend using a system that provides for:
• Breakout Rooms (required).

Downloads


+ more for Pro
Trainer Notes (Word)

Counts as 1 download.

Login or Register to Download.

Label

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