Why needed

"What good are your sales skills if you can't go out and find a customer to sell to"

If your sales are not at the level they should be, you probably need to deal with Sales Call Reluctance®.
Sales to existing customers are very important to any company, but equally important for a company’s continuous growth are sales to new customers. However well known this may be, global research shows that across industries, the majority of salespeople prefer making sales calls to their company’s existing customers, rather than identifying and approaching new customers. This is because most salespeople are usually afflicted with Sales Call Reluctance®, the self-limiting behaviour that prevents sales people from prospecting for new business through continuous initiation of contact with potential new customers.

The Fear-Free Prospecting & Self-Promotion Workshop® is designed to produce measurable, verifiable increases in sales prospecting behavior. Not based on vague statements like “fear of rejection” the Fear Free Prospecting Workshop® combines accurate pre-workshop diagnosis with the SPQ*GOLD® assessment and field-tested corrective techniques to help your sales team modify their call reluctance behaviour and go out in the market and sell more.

The Fear-Free Prospecting & Self-Promotion Workshop® is based on more than thirty years scientific research.The programme is offered by our sister company SalesAchieve

Who should participate

People who work in a sales-related position such as:

• Salespeople
• Sales Managers
• Sales Directors
• General Managers
• Company Owners who may be involved in selling.
  

Dates, Venue, Language

• 14 - 15 October, 9:00am - 5:30pm
• Lunch break at the venue, 1:00pm - 2:00pm, both days
• "The Cyprus Hilton Hotel", Nicosia
• English
• Programme Director: Dinos Papakyprianou

As a result of attending this programme individuals will be better able to:

• Have a better understanding about all types of Sales Call Reluctance and their negative impact on careers.
• Overcome the problem through the personalised tools for behaviour change.
• Get in front of prospective customers (which is where actual selling takes place) with increased comfort .  
• Increase their prospecting activity
• Meet more clients
• Increase their sales

What the programme will cover:

• Pre-workshop assessment with SPQ*GOLD®: The Sales Call Reluctance® Scale psychometric test.
• The difference between authentic call reluctance®, sales-impairing call reluctance® impostors, and hollow cliches like "the fear of rejection" 
• Changing behavior rather than altering personality, principles or values 
• Complement skill-based training programs by helping to increase comfort with getting in front of prospective customers, which is where actual selling takes place.
• Post-workshop Renewal &  Four Reinforcement follow up seesions that will guide and monitor prospecting activity. 
  

The programme is conducted in three phases:

A. A week before the Workshop, the participants will complete the self assesment questionnaire
B. The two day Workshop at " The Cyprus Hilton" Hotel
C. Four one hour follow up seesions in groups.

Analytical Programme

Day 1

Introduction

• Welcome
• Pre-workshop knowledge test
  

Indisputable Secrets of Success

• Career Myths
• Natural Self Promoters 

Confronting Sales Call Reluctance®

• What is it
• What is made of
• Where it comes from
• What it costs
• How it works
• Call Reluctance Impostors

The twelve faces of sales Call Reluctance®

• Doomsayer
• Over Prepared
• Hyper-Pro
• Role Rejection
• Stage Fright
• Yielder
• Social Self-Consiousness
• Separationist
• Emotionally Unemancipated
• Referral Aversion
• Telephobia
• Oppositional Reflex

Introduction To SPQ*GOLD® Scales and Measurements

• Review of SPQ*GOLD® results
• Discussion

Introduction to Corrective Techniques

Day 2

Revision of Day 1

Overcoming Sales Call reluctance®

• Countermeasures: Word Based
                              Mechanical
  

Follow-Up Strategy

• Follow Up progress
  

Conclusion

The Workshop is preceded by the SPQ*GOLD® assessment (45mins to 1 hour) and is succeeded up by four weekly follow up sessions (30 mins to 1 hour)

Investment

• Investment : €750 + VAT.The programme has been approved by the HRDA.
• This includes the pre-workshop self assesment, the workshop, the follow up sessions and the workbook
• For Group Discounts please call us
• Cheques to be issued to: CVP SalesAchieve Ltd
• Cancellations within 3 working days of the programme are liable for the full fees
• Substitutions are welcome