maximising face-to-face selling skills - maxima...
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Title page
Maximising Face-to-FaceSelling Skills
A Maximaopen two day programme
‘Success in selling is the maximum utilisation of the ability that you have’
Zig Ziglar©Maxima Training & Development 2009
Programme overview
Aims, objectives, content
Programme leader
Who should attend
Location of the programme
Investment required
How to book
About Maximawww.maximatraining.com
Programme overview
Face-to-face selling skills drive business for your organisation. Inrecent years getting face-to-face with key decision-makers hasbecome much harder. When you do get personal time with a keybuyer, you need to make sure your people get the most from theopportunity.
This programme is designed to focus anyone who makes face-to-facesales calls, on the process and skills required to maximise thebusiness potential from each and every appointment. Participantswill benefit from Twenty First Century face-to-face selling skills andtechniques, which will equip them with the confidence to thrive inthe demanding market place of 2009.
The programme will be motivating and highly participative. Much usewill be made of real industry examples and participants will benefitfrom ‘real sales play’ exercises with coaching. The style of sellingfeatured on this programme is ‘consultative selling’ and this style isparticularly appropriate for getting sales results in our industry.
Participants will learn the secrets of successful sales people. This willhelp them to be more effective in identifying key decision makers,making appointments with those key decision Makers andmaximising the return on the time they invest face-to face, with eachkey decision maker.
This programme will work for people who are new to structuredconsultative selling and for experienced people who want to up-datetheir skills.
©Maxima Training & Development 2009
Words are words, promises are promises,
Only performance is reality.
Harold Geenen
‘ ’ Click on links below to go to that page or scroll down
Title page
Programme overview
Aims, objectives, content
Programme leader
Who should attend
Location of the programme
Investment required
How to book
About Maxima
Aims, objectives, content
Aim
To enable participants to confidently and consistently utilise astructured approach to professional face-to-face selling, so that theycan maximise the business potential from each and every salesmeeting.
Objectives and content
By the end of the programme, participants will be able to understand:
What makes a top sales performer in 2009Finding and identifying key decision makersGetting appointments with key decision-makers in 2009Professional preparation for a sales callOpening and focusing a sales meetingState-of-the-art question techniques to identify buyer needsPresenting solutions to identified buyer needsOvercoming and managing buyer resistanceClosing the saleFollow-up and follow throughPositive communication skills and positive body language
Participants will receive a personalised work folder with comprehensive support material.
©Maxima Training & Development 2009
If you always do what you always did, you always get
what you always got.
Tom Peters
‘ ’Click on links below to go to that page or scroll down
Title page
Programme overview
Aims, objectives, content
Programme leader
Who should attend
Location of the programme
Investment required
How to book
About Maxima
©Maxima Training & Development 2009
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Title page
Programme overview
Aims, objectives, content
Programme leader
Who should attend
Location of the programme
Investment required
How to book
About Maxima
Martin Pepper
Programme leaders
Martin Pepper (Managing Director) [email protected]
Martin has held senior management positions in the airline and hotelindustry. He was formally Director of Sales Training and BusinessDevelopment for Forte Worldwide before founding Maxima in 1995.
Martin has worked with many hotel management teams and salespeople around the world, helping them to develop effectivenegotiation strategy and skills. Martin has been made a Fellow of theInstitute of Sales and Marketing in recognition of his work.
Clients value Martin’s industry experience, energy, sense of humourand ability to illustrate key points on negotiation with real-lifeexamples.
Wendy Clark (Director) [email protected]
Wendy has worked in media and hotels as a Director of Sales and ranher own business, Positive Projection, before joining Maxima as aDirector in 1995. Wendy is a qualified performance coach andspecialises in Insights Discovery and is a Licensed Practitioner.
Wendy has worked with many individuals helping them to new levelsof performance. In particular, Wendy is excellent at getting people tochallenge their comfort zone.
Clients value Wendy for her honesty, intuitive feedback and theability to say what needs to be said in a way people like to receivethe information.
What the clients say – Gavin Percy
“In my capacity as Head of Sales and Director of Sales at Best WesternHotels (GB), I asked Martin and his team to help me develop the salesteam. Over a period of six years the improvement in technique andconfidence of the team was noticeable. Clearly this transferred itselfinto tangible results. Martin’s style is very relaxed yet professional,and he really gets the most out of people. I have absolutely nohesitation in recommending Martin and Maxima for any salestraining needs in hospitality and the wider leisure industries”
Wendy Clark
©Maxima Training & Development 2009
Who should attend
This programme is beneficial for anyone who needs to conduct face-to-face sales meetings as part of their business life. Past delightedparticipants have included:
Business ownersOperations DirectorsRegional DirectorsRegional ManagersGeneral ManagersRegional Directors of SalesDirectors of SalesSales ManagersSales ExecutivesOperations ManagersMeetings & Events ManagersMeeting & Event Co-ordinatorsF&B ManagersPurchasing ManagersFront Office ManagersYield ManagersGuest Relation Managers
People with goals succeed because they know where
they are going
Earl Nightingale
‘ ’
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Title page
Programme overview
Aims, objectives, content
Programme leader
Who should attend
Location of the programme
Investment required
How to book
About Maxima
Location of the programme
The programme will be held at:
The Meeting House,124 Wigmore Street,London,W1U 3RYwww.meeting-house.co.uk
The Meeting House is set within a beautifully refurbished heritagegrade ll listed building in Wigmore Street just behind Selfridges.Marble Arch and Bond Street tube stations are minutes away.Paddington, Marylebone, Euston, St Pancras and Kings Crossmainline stations are all easily accessible.
©Maxima Training & Development 2009
The only place success comes before work is in the
dictionary
Vidal Sassoon
‘ ’
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Title page
Programme overview
Aims, objectives, content
Programme leader
Who should attend
Location of the programme
Investment required
How to book
About Maxima
Investment required
The fee for the two day programme includes the following:
Qualified trainingComprehensive support notesLunch both daysRefreshment a.m & p.m both daysAll training materialsThe chance to win £1,000 cash
Fee for first person booked per programme: £495 plus vat
Fee for second person booked per programme: £450 plus vat
Fee for third person booked per programme: £405 plus vat
Fee for fourth person booked per programme: £360 plus vat
Fee for fifth person booked per programme: £315 plus vat
Terms and conditions
On receipt of your booking, Maxima will invoice you the fee for theprogramme.
Your place is confirmed only when the invoice has been paid. All feesmust be paid prior to the training day.
Once booked, fees are not refundable and cancellations are chargedin full. Substitutions are allowed at anytime.
Maxima reserve the right to cancel or postpone any programmewhere minimum numbers are not obtained. In such a case,participants will be offered a full refund or a place on an alternativeprogramme.
©Maxima Training & Development 2009
Success is the maximum utilisation of the ability you
have
Zig Ziglar
‘ ’Click on links below to go to that page or scroll down
Title page
Programme overview
Aims, objectives, content
Programme leader
Who should attend
Location of the programme
Investment required
How to book
About Maxima
How to book
You can make a booking direct through our website
www.maximatraining.com
Or call us on 01403 733337
Or email
©Maxima Training & Development 2009
Click on links below to go to that page or scroll down
Title page
Programme overview
Aims, objectives, content
Programme leader
Who should attend
Location of the programme
Investment required
How to book
About Maxima
About Maxima
Maxima specialise in motivational business development services forthe hospitality industry. Founded in 1995, Maxima have built adistinguished reputation for helping individuals and businesses tomaximise their true potential.
Here is what one of our clients has to say:
“Maxima have worked with us for a number of years, always withexcellent results. They generate the respect of Managers andemployees of the business, and always add value to the business,whilst working within the framework and strategic objectives of thebusiness. End result an improved financial return for the business.”
Danny PecorelliMD Exclusive Hotels
Maxima offer a wide range of business development solutions which include:
Bespoke trainingOpen trainingCoachingConsultancyMystery guest servicesKey note conference speaking
For more information visit us at
www.maximatraining.com
Or ring us on 01403 733337
Or e-mail
©Maxima Training & Development 2009
Click on links below to go to that page or scroll down
Title page
Programme overview
Aims, objectives, content
Programme leader
Who should attend
Location of the programme
Investment required
How to book
About Maxima