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<p><font face="Verdana"><img src="http://www.sales-solutions.co.uk/Mailers/Mailer%20Pics/Sales%20Solutions%20&%20Training%20Header.gif" width="700" height="80" usemap="#Map" border="0"></font></p>
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<td height="118" width="45%"><font face="Verdana"><img src="http://www.sales-solutions.co.uk/Pics%20-%20Titles%20and%20Sub%20Headings/course%20duration%20one%20day.jpg" width="137" height="45"></font><font color="#FFFFCC" size="3" face="Verdana"><font color="#000066"><font size="2"><font color="#990000" size="2"><br>
<b>WHAT YOU WILL GET FROM THIS COURSE</b></font><b><font color="#000066" size="2"><br>
Everything a recruitment consultant needs to know to make successful calls,
deal with objections and win new business</font></b></font></font></font>
<div align="left"><font color="#FFFFCC" size="3" face="Verdana"><font color="#000066"><font size="2"></font></font></font></div>
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<td height="118" width="26%" valign="top"><b><font face="Verdana" size="2"><font
color=#000066>Part 1</font>...Call Planning<br>
<font
color=#000066>Part 2</font>...Call Structure<br>
<font
color=#000066>Part 3</font>...The Receptionist<br>
<font
color=#000066>Part 4</font>...The Secretary<br>
<font
color=#000066>Part 5</font>...The Decision Maker </font><br>
<br>
<font face="Verdana" color="#000066" size="2">8:45</font><font face="Verdana" size="2">...<font
color=#990000>Tea/Coffee</font><br>
</font><font face="Verdana" color="#000066" size="2">9:00</font><font face="Verdana" size="2">...<font color=#990000>Morning
start</font> </font></b></td>
<td height="118" width="29%" valign="top"><b><font face="Verdana" size="2"><font
color=#000066>Part 6</font>....Questioning Skills<br>
<font
color=#000066>Part 7</font>....Objections<br>
<font
color=#000066>Part 8</font>....Closing the Sale<br>
<font color="#000066">Part 9</font>.... Winning Preferred Supplier Status<br>
<br>
<font
color=#000066>12:45</font>..<font color="#990000"> Lunch in
restaurant<br>
</font><font color=#000066>1:30</font>....<font
color=#990000>Afternoon start</font> <br>
<font
color=#000066>4:30</font>....<font
color=#990000>Finish</font> </font></b></td>
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<p align="center"><font face="Verdana" size="3" color="#990000"><b>Cost
- <font color="#000000">£245 </font>- Book before Monday 3 March
and pay only <font color="#000000">£215</font></b></font></p>
<p align="center"><b><font face="Verdana" size="3" color="#000000">Website:
<a href="http://www.sales-solutions.co.uk">www.sales-solutions.co.uk</a>
Telephone: 023 8084 0376 </font></b></p>
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<td width="19%" align="center" height="16" valign="top" bgcolor="#990000"><font face="Verdana" size="2" color="#FFFFFF">Part
1 </font></td>
<td width="40%" height="16" valign="top" align="center" bgcolor="#990000"><font face="Verdana" size="2" color="#FFFFFF">Issue</font></td>
<td width="41%" height="16" valign="top" align="center" bgcolor="#990000"><font face="Verdana" size="2" color="#FFFFFF">Solution</font></td>
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<p align="center"><font face="Verdana" size="2"><font color="#990000"><b><font size="3">Call
Planning</font><font face="Verdana" size="2"><font color="#990000"><br>
</font></font></b></font></font></p>
<p align="center"><font face="Verdana" size="2"><font color="#990000"><img src="http://www.sales-solutions.co.uk/Pics%20-%20Corbiz/Man%20on%20phone.jpg" width="111" height="76"><br>
</font></font></p>
<p align="center"> </p>
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<p><font face="Verdana" size="2" color="#000000">Time management plans rarely
last for more than a few weeks because they are too rigid and cause problems
when the unexpected crops up (which it does most days).<br>
A good CALL MANAGEMENT PLAN is different and can have a serious effect
on success without tying you down.</font></p>
<p><font face="Verdana" size="2" color="#000000">Mixing new business calls
with follow up calls can be VERY counterproductive and is a great way
of losing new business. A good call management plan will prevent this
from happening.</font></p>
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<p><font face="Verdana" size="2" color="#000000">We show you how to design
an effective call management plan that will keep you on target and free
up time for other activities. It is also good for morale.</font></p>
<p><font face="Verdana" size="2" color="#000000">We explain why it is important
not to mix new calls with follow up calls and we look at how to keep yourself
motivated whilst prospecting for new business.</font></p>
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<td width="19%" align="center" height="16" valign="top" bgcolor="#990000"><font face="Verdana" size="2" color="#FFFFFF">
Part 2</font></td>
<td width="40%" height="16" valign="top" align="center" bgcolor="#990000"><font face="Verdana" size="2" color="#FFFFFF">Issue</font></td>
<td width="41%" height="16" valign="top" align="center" bgcolor="#990000"><font face="Verdana" size="2" color="#FFFFFF">Solution</font></td>
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<p><font face="Verdana" size="2"><font color="#990000" size="3"><b>Call
</b></font><b><font face="Verdana" size="3"><font color="#990000"><font color="#990000">Structure</font></font></font></b></font></p>
<p><font face="Verdana"><img src="http://www.sales-solutions.co.uk/Pics%20-%20Corbiz/Call%20structure.jpg" width="70" height="90"></font></p>
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<td width="40%" height="147" valign="top"><font face="Verdana" size="2" color="#000000">There
are <b>EIGHT</b> important elements that make up a good structured sales
call. Miss one out or get them the wrong way round and you run the risk
of losing business and wasting all the time you put into getting through
to a decision maker in the first place.</font></td>
<td width="41%" height="147" valign="top"><font face="Verdana" size="2" color="#000000">We
have an excellent tried and tested system that is used by the UK's top consultants.
It will make sure you get all the parts in the right order to prevent you
from needlessly losing sales.</font></td>
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<td width="19%" align="center" height="16" valign="top" bgcolor="#990000"><font face="Verdana" size="2"><font color="#FFFFCC">
<font color="#FFFFFF">Part 3</font></font></font></td>
<td width="40%" height="16" valign="top" align="center" bgcolor="#990000"><font face="Verdana" size="2" color="#FFFFFF">Issue</font></td>
<td width="41%" height="16" valign="top" align="center" bgcolor="#990000"><font face="Verdana" size="2" color="#FFFFFF">Solution</font></td>
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<p><font face="Verdana" size="2"><font color="#990000"><b><font size="3">The
<br>
Receptionist</font></b></font></font></p>
<p><font face="Verdana"><img src="http://www.sales-solutions.co.uk/Pics%20-%20Corbiz/Angry%20woman.jpg" width="100" height="120"></font></p>
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<td width="40%" valign="top"><font face="Verdana" size="2">Why are some receptionists
so helpful and others a real pain? It may have a lot to do with the fact
they get dozens of sales calls every week, many of which are from salespeople
who approach receptionists the wrong way and get little or no help.</font></td>
<td width="41%" valign="top">
<p><font face="Verdana" size="2">We will explain in detail, what you should
say in your initial call and how to say it for excellent results.</font></p>
<p><font face="Verdana" size="2">We explain what information you will need
from the receptionist and how to get it before approaching a decision
maker</font></p>
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<td width="19%" align="center" height="16" valign="top" bgcolor="#990000"><font face="Verdana" size="2"><font color="#FFFFFF">Part
4</font></font></td>
<td width="40%" height="16" valign="top" align="center" bgcolor="#990000"><font face="Verdana" size="2" color="#FFFFFF">Issue</font></td>
<td width="41%" height="16" valign="top" align="center" bgcolor="#990000"><font face="Verdana" size="2" color="#FFFFFF">Solution</font></td>
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<p><font face="Verdana" size="2" color="#990000"><b><font size="3">The
<br>
Secretary</font></b></font></p>
<p><font face="Verdana"><img src="http://www.sales-solutions.co.uk/Pics%20-%20Corbiz/Wrong%20way.jpg" width="101" height="77"></font></p>
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<p><font face="Verdana" size="2">Many consultants get frustrated because
they can't understand why they should not be put through to the person
they want speak to. After all, if the person they were after were to give
them a chance they could prove it was for their benefit and not a waste
of time!</font></p>
<p><font face="Verdana" size="2">The strategy is simple - you want to speak
to a decision maker. The real problem here is poor tactics. Most secretaries
get dozens of sales calls every week and just like the receptionist, they
can helpful if they want to be. <br>
The wrong approach using the wrong words and most secretaries will take
the easy way out and say that the person you want is not available. </font></p>
</td>
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<p><font face="Verdana" size="2">There is a special technique for talking
to secretaries and assistants if you want to be successful. In this section
we look at what to say and how to say it to convince a secretary that
it is okay to put you through to a decision maker.<br>
</font></p>
<p><font face="Verdana" size="2">We look at how to win the confidence of
a secretary and get all the information you will need before talking to
a decision maker.</font></p>
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<td width="19%" align="center" height="16" valign="top" bgcolor="#990000"><font face="Verdana" size="2" color="#FFFFFF">Part
5</font></td>
<td width="40%" height="16" valign="top" align="center" bgcolor="#990000"><font face="Verdana" size="2" color="#FFFFFF">Issue</font></td>
<td width="41%" height="16" valign="top" align="center" bgcolor="#990000"><font face="Verdana" size="2" color="#FFFFFF">Solution</font></td>
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<div align="center">
<p><font face="Verdana" size="2"><font color="#990000" size="3"><b>The<br>
Decision <br>
Maker</b></font></font></p>
<p><font face="Verdana"><img width="90" height="110" src="http://www.sales-solutions.co.uk/Pics%20-%20Corbiz/Decision%20makers%202.jpg"></font></p>
</div>
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<td width="40%" height="113" valign="top">
<p><font face="Verdana" size="2">Decision makers who get plenty of sales
calls every week say that 90% of the consultants they speak to don't instill
enough confidence in them for them to want to continue the call. </font></p>
<p><font face="Verdana" size="2">There are <font color="#990000">EIGHT</font>
parts to a good call that must be put together in the right order if you
want to build enough confidence and rapport to win the business.</font></p>
</td>
<td width="41%" height="113" valign="top">
<p><font face="Verdana" size="2">We will explain in detail all <font color="#990000">EIGHT</font>
parts of this very successful formula. You will be able to structure a
successful call that will create confidence and rapport and win business.</font></p>
<p><font face="Verdana" size="2">We will also explain what to say when a
prospect throws difficult objections at you. (See objections section)</font></p>
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<td width="19%" align="center" height="16" valign="top" bgcolor="#990000"><font face="Verdana" size="2"><font color="#FFFFFF">Part
6</font></font></td>
<td width="40%" height="16" valign="top" align="center" bgcolor="#990000"><font face="Verdana" size="2" color="#FFFFFF">Issue</font></td>
<td width="41%" height="16" valign="top" align="center" bgcolor="#990000"><font face="Verdana" size="2" color="#FFFFFF">Solution</font></td>
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<div align="center">
<p><font face="Verdana" size="2"><font color="#990000"><b><font size="3">Questioning
<br>
Skills</font></b></font></font></p>
<p><font face="Verdana"><img width="105" height="71" src="http://www.sales-solutions.co.uk/Pics%20-%20Corbiz/lady%20talking%20with%20man.jpg"></font></p>
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<td width="40%" valign="top"><font face="Verdana" size="2">Questioning skills
used by top sales people have changed enormously in recent years, which
means they can ask the same question three or four different ways. This
gives them the edge they need to get the information they want and create
rapport at the same time.</font></td>
<td width="41%" valign="top"><font face="Verdana" size="2">There are many
different ways of asking the same question. We will show you how to turn
typical questions that everyone uses into something that will get better
results and build confidence.</font></td>
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<td width="19%" align="center" height="16" valign="top" bgcolor="#990000"><font face="Verdana" size="2" color="#FFFFFF">Part
7</font></td>
<td width="40%" height="16" valign="top" align="center" bgcolor="#990000"><font face="Verdana" size="2" color="#FFFFFF">Issue</font></td>
<td width="41%" height="16" valign="top" align="center" bgcolor="#990000"><font face="Verdana" size="2" color="#FFFFFF">Solution</font></td>
</tr>
<tr>
<td width="19%" valign="top">
<div align="center">
<p><font face="Verdana" size="3" color="#990000"><b>Objections</b></font></p>
<p><font face="Verdana"><img src="http://www.sales-solutions.co.uk/Pics%20-%20Corbiz/Objections.jpg" width="70" height="90"></font></p>
</div>
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<p><font face="Verdana" size="2">Recruitment consultants hear the same objections
stated a dozen different ways every week. <br>
Basically objections fall into <font color=#990000>FIVE</font> main categories:<br>
<font color=#990000>1) PRICE <br>
2) RELIABILITY<br>
3) PREFERRED SUPPLIER<br>
4) DON'T USE AGENCIES/ DO IT THEMSELVES <br>
5) NO REQUIREMENT<br>
</font></font></p>
<p><font face="Verdana" size="2">An objection is only a problem if you don't
have a good answer and most answers to objections are a bit on the thin
side and not good enough for most decision makers. <br>
Whether the main objection you have to face is on price or that your prospect
has a preferred supplier, or one of the many other objections you will
come across, if your answer is not good enough you have a problem.</font></p>
</td>
<td width="41%" valign="top"><font face="Verdana" size="2">There are very
important rules for dealing confidently with objections and whilst this
course comes with comprehensive answers to all the objections you will come
across, we will also provide you with the formula to write your own answers.
We look at how to manage objections such as <br>
<font
color=#990000>"You're too expensive" <br>
"Your competitors charge less than you"<br>
"How can you justify such a high rate?"<br>
"We have a preferred supplier"<br>
</font></font><font face="Verdana" color="#990000" size="2">"Put some literature
in the post"<br>
"We don't have a requirement"<br>
"We advertise ourselves"<br>
"Talk to HR"</font><font face="Verdana" size="2"><br>
Plus many more........................</font></td>
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<td width="19%" align="center" height="16" valign="top" bgcolor="#990000"><font face="Verdana" size="2" color="#FFFFFF">Part
8</font></td>
<td width="40%" height="16" valign="top" align="center" bgcolor="#990000"><font face="Verdana" size="2" color="#FFFFFF">Issue</font></td>
<td width="41%" height="16" valign="top" align="center" bgcolor="#990000"><font face="Verdana" size="2" color="#FFFFFF">Solution</font></td>
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<td width="19%" valign="top">
<div align="center">
<p><font size="3"><b><font face="Verdana" color="#990000">Closing <br>
The Sale</font></b></font></p>
<p><font size="3"><b><font face="Verdana"><img src="http://www.sales-solutions.co.uk/Pics%20-%20Corbiz/Applause%20sign.jpg" width="111" height="75"></font></b></font></p>
</div>
</td>
<td width="40%" valign="top"><font face="Verdana" size="2">It's all too easy
to "win the business and lose the sale"<br>
Even the best salespeople sometimes have trouble closing the sale. There
is an art to choosing the right way to close and the right time to close.
Get it wrong and you will lose one sale in three that you should have won!</font></td>
<td width="41%" valign="top">
<p><font face="Verdana" size="2">We look at how and when to ask for an order,
what to do if your prospect needs further convincing and how to negotiate
good rates and preferred supplier status.</font></p>
<p><font face="Verdana" size="2">Buying signals, body and voice language
explained in detail.</font></p>
<p><font face="Verdana" size="2">We look at different ways of closing the
sale and at closing different types of buyer</font></p>
</td>
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<tr>
<td width="19%" align="center" height="16" valign="top" bgcolor="#990000"><font face="Verdana" size="2"><font color="#FFFFFF">Part
9</font></font></td>
<td width="40%" height="16" valign="top" align="center" bgcolor="#990000"><font face="Verdana" size="2" color="#FFFFFF">Issue</font></td>
<td width="41%" height="16" valign="top" align="center" bgcolor="#990000"><font face="Verdana" size="2" color="#FFFFFF">Solution</font></td>
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<tr>
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<div align="center">
<p><font color="#990000" face="Verdana" size="3"><b>Winning Preferred
Supplier Status</b></font><font color="#990000" face="Verdana" size="2"><br>
<br>
</font><font face="Verdana"><img src="http://www.sales-solutions.co.uk/Pics%20-%20Corbiz/Globe%205.jpg" width="112" height="86"></font></p>
</div>
</td>
<td width="40%" valign="top">
<p><font face="Verdana" size="2">Most decision makers know of other companies/branches
where they could help with introductions. The problem here is that most
consultants are unsure as to how they should approach this tricky area.</font></p>
<p><font color="#000000" face="Verdana" size="2"> Networking is an art and
should be approached with the right tactics for best results.</font></p>
</td>
<td width="41%" valign="top">
<p><font face="Verdana" size="2">Networking can be the main source of new
business if done properly. <br>
</font></p>
<p><font face="Verdana" size="2"> We look at how networking works and what
the do's and don'ts are to get this important area right</font></p>
<p><font face="Verdana" size="2">We show you how to go about it, what to
say and when to say it for amazing results.</font></p>
</td>
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<div align="center"><b><font face=Verdana size=2>TO BE REMOVED</font></b><font
face=Verdana size=2><br>
<b><font color=#990000>Just send an e-mail to <a href="mailto:booking@sales-solutions.co.uk">sales-solutions.co.uk</a><br>
with the word REMOVE in the email</font></b></font></div>
</td>
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