Focused Interventions

Download Outline

DURATION:
2 Days

INSTRUCTORS:

Get and Keep more profitable clients

SPARK 2-day Focused Boot Camp

 

Our delegates close more deals.

 

What makes this Boot Camp different and effective?

  • Interactive and skills-based
  • We address three core areas: Structure, Professional-confidence and Quality Selling
  • Assessment of Individual Skills – Before, During & After our Intervention (Video, audio, Apps, worksheets, etc.)
  • We provide the SPARK mobile App assessment tool for indefinite use thereafter

Who Should Attend

  • Business Owners, Marketing and Sales Managers, Marketing practitioners, Sales teams
  • Anyone in business who interacts with external parties

Customisation for Teams or Companies

All Business Recipes’ Marketing Skills interventions can be consolidated, customised and aligned, in terms of content and delivery, to best meet clients’ objectives.

Day 1: Module 1. Activating Clients: Business Presentation Skills
Module Outline
  • Personal pre-assessment, guidance, supervision, self-implementation and post-evaluation
  • Personal aspects (How to overcome barriers and fears by building confidence)
    • Style and Confidence
    • Approach, stance, dress, voice, etc.
    • Guidelines and Practical Exercises
  • Offerings and Solutions (Using personal tactics)
    • Content and Knowledge
    • Experience, risk, etc.
    • Guidelines and Practical Exercises
  • Presentation Process and Structure (Preparing to successfully engage)
    • Preparation (Objectives, format, research, structure, etc.)
    • Drafting (Flow, layout, font, images, etc.)
    • Delivery (Tactics, communication barriers, difficult questions, etc.)
    • Presentation versus networking
    • Call to Action
    • Guidelines and Practical Exercises
  • Challenges and Guidelines (Explanation and usage of customised tools and templates)

 

Day 1: Module 2. Receiving Clients: Business Selling and Negotiation Skills
Module Outline
  • Personal pre-assessment, guidance, supervision, self-implementation and post-evaluation
  • Best Practice (How do your processes and practises measure up?)
    • Sales formula, realities, gap analysis and sales plans
    • Sales systems and processes (sales pipeline and CRM)
    • Selling versus Negotiation
    • Guidelines and Practical Exercises
  • Sourcing and Access: (Do you have a constant flow of quality leads?)
    • Ideal client, Targeting, Prospect (Source)
    • Research, ID need, Solution (Features, Benefits, PEP)
    • Guidelines and Practical Exercises
  • Interaction Modes (What are the best ways of tailoring your access to prospects?)
    • Personal, Electronic, Telephonic
    • Proactive, Reactive
    • Guidelines and Practical Exercises
  • Engaging and Closing (Cold Call, Hard Sell versus Warm Call, Soft Buy?)
    • Contact (Interact), Handling Objections
    • Close, Follow-up, etc.
    • Guidelines and Practical Exercises
  • Challenges and Guidelines (Explanation and usage of customised tools and templates)

 

Day 2: Module 3. Keep Clients: Client and Profit Retention Skills
Module Outline
  • Personal pre-assessment, guidance, supervision, self-implementation and post-evaluation
  • Positioning and Brand (What differentiates you from your competitors?)
    • Value proposition (From story to messaging)
    • Differentiation
    • Guidelines and Practical Exercises
  • Expectations (What do your clients actually expect?)
    • Establishing expectations
    • Setting limits
    • Guidelines and Practical Exercises
  • Interaction (How do you communicate with your clients?)
    • Focussed Communication and Client Satisfaction
    • Service quality
    • Guidelines and Practical Exercises
  • Motivation (Do your clients have a reason to be loyal?)
    • Retention motivation
    • Calculating Client Retention
    • Following-up and Control
    • Guidelines and Practical Exercises
  • Challenges and Guidelines (Explanation, usage of tools and templates)

 

Day 2: Module 4. Practical and Assessments
Module Outline
  • Personal post-assessment, guidance, supervision, self-implementation and post-evaluation

 

Boot Camp Delivery

Full-day interactive, participation-based seminar room-type skilling Boot Camp, led by Business Skills Guru, Michael Wood. Boot Camps are held at in Johannesburg and Midrand, or at client-specific venues. Stationery and refreshments are provided.

 

Satisfaction Guaranteed

Our Boot Camp is guaranteed to the complete satisfaction of the client. If the client is not completely satisfied with our services, we will, at the client’s option, either waive the fees, or accept a portion of those fees that reflects the client’s level of satisfaction.

We don’t grow business, we grow people!

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