Graham Phelps

Skills and techniques to create, develop and close business opportunities using a customer-focused approach and a value-based (not price-led) proposition. Two-day in-house training course with follow-up review workshop.

“Value-based selling is about adding value through the way you sell, helping the customer make a quicker decision with more certainty and enjoying the process as well.”

This is the flagship of sales skills development training courses. Combining all the biggest and best sales training concepts and ideas into one new, easy to use set of strategies, set-pieces and skills. This includes topics such as consultative selling, solution selling, SPIN, Wilson learning, Sandler complex selling, sales process mapping, benefit and improvement models, strategic, customer-focused, value-based not price led, up selling, cross selling and more.

This workshop-style training event covers all aspects of preparing, writing, proofing, editing and producing sales proposals, tender responses, bid documents and sales quotations.

• Participants work on their own real-life documents; objectively editing and proofreading working in pairs.
• Detailed course manual and materials, including a PDF writing reference guide.
• Learning exercises to practice structuring, composing, editing and proofreading

Learning objectives include:

• Evaluate and analyse bid requirements and align your approach to what your customer wants.
• Get your sales messages across with more impact and clarity
• Structure your bid documentation effectively.
• Techniques to differentiate your bid from that of your competition.
• Assess and review your submission to drive continual improvement.
• Be confident that your value message is not lost; presenting price effectively.
• Choose the style appropriate to your reader and situation.
• Avoid common mistakes that impact on your professional image and effectiveness of your bid or quotation.
• Use a checklist to help proofread the final bid document.

A practical and interactive workshop that explores the most popular most effective advanced negotiation skills, strategies, principles and tactics.

At the heart of this training is the premise that business negotiations, whether you are selling or buying, are inevitable. However, where possible they should be planned for or avoided and their impact minimised. Where this cannot be done, the primary and secondary stages of negotiation should be performed and should serve to reinforce value, agree minor concessions leaving the final negotiation to more senior ‘deal makers’ around one or two key issues.

This course has been run for many different organisations including private and public sector organisations of all sizes

"A very practical in-company training course that is ideal for all customer service, sales and technical staff"

This one-day workshop-style training event covers all aspects of preparing, writing, proofing, editing and producing high-quality documents, reports, web copy, blogs and emails*.  As well as the live training and group work, there is also a printed workbook, a quick reference guide and a review of best-practice template examples (prepared before the training).

*The course will be tailored to suit the writing output for each group.

The course is available on an in-house basis, run on your premises, with a choice of topics to focus on, including, emails, proposals, web copy, letters, manuals, reports and more. Work on your own documents and see real-time improvements!

Working smarter is a highly-practical training course that provides participants with the skills, knowledge and attitudes to:

• Improve their personal productivity and create a more effective daily routine
• Enhance their communication skills for greater clarity and understanding
• Remove barriers and obstacles to making the most of their and others time
• Learn to manage priorities and achieve deadlines; making time for the most important things
• Strategies for dealing with procrastination (yours and others), distractions and pre-crastination
• Increase your management ability and personal impact with a range of proven time management tools and techniques

“Ideal training for all customer-facing and support staff.”

This course is aimed to create a consistent and quality customer experience based on outstanding communication skills, service values, respect and customer added-value.

Exceptional Customer Service Skills Training Course contains over 33 of the best customer service tips and ideas for improved productivity, customer satisfaction and competitive advantage. Learning points include…

1. A proven model of advanced customer service excellence
2. Managing expectations and turning around difficult customer requests
3. Telephone tactics and techniques that really work!
4. Email etiquette and best practice face-to-face communication skills
5. Complaint handling and practical problem-solving
6. How to keep a positive attitude, all day, every day.