Course Overview
Module I
Have a mindset shift and get fired up to sell
In the first steps on your course journey, we are going to work through how to get fired up to sell with a Mindset shift and by eliminating barriers.
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We are going to dive into the ‘SWOT’ exercise, so you get a clear picture of the areas that you need to work on to shift you into a positive mindset and get yourself Match Fit to sell.
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The final video in the Module will take us through the key barriers and how we work on changing our thinking to eliminate them.
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A Hello from me and an overview of Module 1.
Time for some Honest thinking as you carry out a personnel SWOT analysis.
Download the Key Words to help with your thinking.
A Deep Dive into eliminating the barriers.
Module II
Getting organised and overcoming barriers
Module 2 concentrates on the critical areas of getting you organized and overcoming the barriers that are stopping you from getting your diary full of appointments with The Chefs on your prospect list.
We give you a Tool [ENF] that if fully implemented will become the central nervous system of your working life.
The final video will take us through the key barriers and how we overcome them with proven techniques and Massive Action.
ENF Overview.
ENF – a step by step guide on how to use.
ENF Planner Download – Customise your own version.
How to get your diary full of appointments by overcoming the demons.
Module III
Etiquette and protocol of a successful meeting
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A real focus on preparing for and conducting a successful meeting that leaves the Chef with a very professional impression of you.
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We take you through the conversation technique that allows you to get to the root cause of a problem that the Chef has, allowing you to come up with the solution to the problem.
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A final call to Action and a recap on the key areas of focus so far and your own scorecard to judge your progress.
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Etiquette of a successful meeting.
Meeting Download – Key points to focus on.
5 Why’s – How to shape the conversation to find out a problem that the Chef has that you can solve.
5 Why’s Download – Customise your own conversation.
Call to Action.
Key Areas checklist scorecard – Download.
Meeting notes template.
Module IV
How to close the account
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We are now down to the sharp end of the process as we look to close the Account.
We focus on the key element that all departments must be all aligned around a common goal and making sure that all bases are covered.
The critical factors of Pricing and Margin and my philosophy.
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How to close the Account.
Internal preparation checklist for the first order.
Margin Analysis an overview.
Margin Analysis download – customize your own version
Module V
After the account is won
Here are the steps I will be walking you through
Setting S.M.A.R.T Goals. The Key Principles of S.M.A.R.T
Action Plan to achieve your Goals. Core & New Accounts Goal Plan – Overview
Action Plan to achieve your Goals. Core & New Accounts Goal Plan (Excel Spreadsheet)– Blank version for you to create your own plan.
Action Plan to achieve your Goals. New Sales Results Tracker – Overview
Action Plan to achieve your Goals.
New Sales Results Tracker (Excel Spreadsheet). Blank version for you to enter your results and track your success.
Final Key Areas checklist scorecard.
Final Video: Expanding and Developing. Enhancing and Adding Value.
By the end of this course you will have:
· A Positive Mindset - Ready to sell with an improved mindset and self-reflection
· An Organisation Tool - Overcome your barriers through implementing our tool and following the proven techniques.
· An understanding of preparing and conducting meetings - Learn how to shape the conversation
· The ability to close the account - Align the whole business around a common goal through preparation and a pricing &
margin philosophy.
· The principles of S.M.A.R.T goals - Learn to create a Sales/Action plan and how to expand the account through proven tools and a focus on adding value