2013 / 2014 · 13/03/2014 13 telephone sales techniques 12/12/2013 13/02/2014 we are passionate...

2013 / 2014Brochure

Introducing the How To Series

Whether you are looking for a refresher, need to learn new skills or wanting renewed confidence, durhamlane’s Masterclass Series is for you. Each sales course in our Masterclass series has been carefully designed to stimulate your sales senses and to help ensure you are Selling at a Higher Level™

Our ‘How To’ series of sales training workshops are designed to be selected individually or undertaken as a wider development programme. We offer a range of options to suit all needs and budgets.

Improve your sales performance by attending any of our engaging, motivating and impactful ‘How To’ workshops on a one-off basis for just £125 per person.

Passport packages (non-transferrable)We offer significant savings for people wishing to attend multiple times via our passport packages:

Pre-pay for 3 ‘How To’ sessions at £320 (save £50)

Pre-pay for 6 ‘How To’ sessions at £600 (save £150)

Unlimited attendance across our ‘How To’ series of workshops for £750 (significant savings!)

We are passionate about sales training, sales coaching and raising the bar of the sales profession. We believe everyone has a part to

play in their company's success, which is why we help people have better business conversations; conversations with purpose.

- something we call Selling at a Higher Level

durhamlane How To Series Brochure | 2

13 Windsor Terrace,Newcastle Upon Tyne,NE2 4HEdurhamlane.co.uk+ 44 (0) 191 481 3800

To book call durhamlane on 0191 481 3800Email us at [email protected]

“Cost effective and very good value for money, the trainer has

a strong product knowledge.”

“Relaxed atmosphere with a receptive trainer who clearly

knew his stuff.”

“I always enjoy how I feel after workshops here – empowered and motivated to attack my

sales objectives.”

https://amxprd0410.outlook.com/owa/redir.aspx?C=jZw5o4j9NkKQ09maSHKOCJw4yx-fPs8IbslBCLro5wEUfk7igxxFAy9CuW9rbkZcOYr9g43Enbo.&URL=http%3a%2f%2fwww.sellingatahigherlevel.com%2f

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https://durhamlane.co.uk/services/training


mailto:[email protected]


‘How To’ Series Schedule

Page Number Masterclass Title Date

4 Selling at a Higher Level

26/09/2013


24/10/2013

4 Selling at a Higher Level21/11/2013

4 Selling at a Higher Level 09/01/20144 Selling at a Higher Level23/01/2014


20/02/2014


20/03/2014

5 Prospecting for new Business17/10/2013

5 Prospecting for new Business30/01/2014

6 Solution Selling Techniques16/01/2014

6 Solution Selling Techniques06/03/2014

7 Win-Win Negotiation05/12/2013

7 Win-Win Negotiation27/02/2014

8 Closing the Sale03/10/2013

8 Closing the Sale14/11/2013

9 Pitch & Present07/11/2013

9 Pitch & Present06/02/2014

10 Sales Planning for Success 10/10/201311 Key Account Management 28/11/2013

12 Selling with Social Media31/10/2013

12 Selling with Social Media13/03/2014

13 Telephone Sales Techniques12/12/2013

13 Telephone Sales Techniques13/02/2014











Selling at a Higher LevelHow To: Increase your Sales SuccessDescriptionSales 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.

SynopsisDuring 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 both an art, a science and a skill that can be learnt.

Key DeliverablesIdeal 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.







Course DetailCourse DetailTime Half Day: 13:00 - 16:00

Venue 13 Windsor Terrace, Newcastle Upon Tyne, NE2 4HE





Prospecting for New BusinessHow To: Generate New Sales OpportunitiesDescriptionWhilst 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.

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. You will:

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

Key DeliverablesYou 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 fine-tuned 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.













Solution Selling TechniquesHow To: Build Value Based Relationships, the Magic 35 Toolkit DescriptionWe all know by now that the best sales people are expert listeners. Why is it then so many sales people talk too much about their products and services, their company and themselves? A blueprint that ensures you ask focused and impactful questions makes sure you stay on the right track.

Don’t be a sales bore. Become a sales hero.

SynopsisThis workshop will ‘open the shutters and let in the light’ as you engage and learn how to leverage our Magic 35 Qualification toolkit – designed to help you listen more and talk less. Already adopted by many successful companies, the Magic 35 Qualification toolkit will bring structure and stability to your sales efforts.

Focus on the right people, at the right time and talk to them about the right things. As important as your ability to question is your ability to qualify. The two go hand in hand.

Ask great questions to accurately qualify; accurately qualify to ask great questions

Key DeliverablesThis workshop is designed to help you put durhamlane’s Magic 35 Qualification toolkit into practice. Qualification is vital if you are going to spend your time focused on deals that close rather than deals that don’t. You will not only learn and practice how to use our Magic 35 Qualification tool but will be authorised to take it away so that it can help you generate more effective business conversations.

Gain more sales; waste less time. Selling at a Higher Level™.













Win-Win NegotiationHow To: Secure Value Based Contracts“You can’t always get what you want, but if you try sometimes you might get what you need” The Rolling Stones

DescriptionCan 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.

SynopsisThis 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.

Key DeliverablesYou 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.













Closing the Sale How To: Remove the Mystery of ClosingDescription“A, B, C – Always Be Closing”

“100+ Essential Closing Techniques”

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.

SynopsisIn 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).

Key DeliverablesYou 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.













Pitch & PresentHow To: Present with ConfidenceDescriptionThere 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.

SynopsisDuring 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.

Key DeliverablesYou 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.













Sales Planning for SuccessHow To: Improve Sales by Focusing & Taking Action

“In preparing for battle I’ve always found plans useless but planning indispensable” – D. Eisenhower

DescriptionPlanning 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.

SynopsisAttend 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”.

Key DeliverablesYou 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.













Key Account ManagementHow To: Identify Your Ideal CustomerDescriptionDo 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.

SynopsisDuring 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 long-term 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.

Key DeliverablesThis 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.













Selling with Social MediaHow To: Embrace Technology to Improve Lead Generation DescriptionThe 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.

SynopsisDuring 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.

Key DeliverablesThis 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.













Telephone SalesHow To: Win More Business over the Telephone

OverviewBT’s commercial tagline “It’s good to talk” became a hit phrase and we believe it still rings true. In these days of intense email communication coupled with a lack of time for meeting face-to-face, the telephone provides us with a great opportunity to identify new customers and build rapport with clients. Why is it then that so many business people are fearful of the telephone?

What we will coverThis Masterclass will increase your confidence and provide you with a formula for successful prospecting using the telephone. During the session you will:

Develop a confidence-building telephone strategy

Use an elevator pitch to maximise impact

Learn how to create a great first impression

Develop a framework for maximum telephone prospecting success

OutcomeYou will leave this workshop with a telephone prospecting technique that will make an immediate impact on your business development activities. You will feel more confident in your approach to using the telephone and will develop a framework of success that works for you.













About durhamlane360º Sales Performance Companydurhamlane helps organisations increase their revenues, profits and customers through sales performance solutions. We review and improve sales processes; develop sales skills through targeted training and in-role coaching and deliver outsourced business development services.

We provide sales audit services where we take time to understand you and your business - where you are today, your goals and your aspirations – and provide recommendations designed to improve sales performance.

We create tailored sales training courses and programmes and deliver intensive “in role” sales coaching, developing your sta! whilst simultaneously improving results. Training can be in the form of workshops, online or both, ‘blended’.

We roll our sleeves up and create business opportunities for you – from initial market research, to generating appointments and leads through to strategic business development and key client acquisition programmes.

We embed sales best practices, and improve on-going sales performance using Dealmaker so"ware, available via our Certified Partnership with The TAS Group. We provide SME CRM solutions through our a!iliation with Capsule CRM.

Our hybrow sales graduate service matches bright young recruits with high potential to your business. We fast track their progress via a carefully developed sales performance induction training and coaching programme.

We understand the importance of reinforcing learning and our programmes are designed accordingly.











2013 / 2014 · 13/03/2014 13 telephone sales techniques 12/12/2013 13/02/2014 we are passionate...

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