COURSE CATALOGUE
All of the courses listed below are one hour, live 1-2-1 video training courses.
I will be on the course to navigate the delegate through the course, and answer any questions that arise.
We can also tailor the course to any specific needs the attendee has. Please just let me know in advance.
If you wish to enquire about running these courses on site in a classroom environment, please ask.
These courses aren't just UK specific, and I am happy to take bookings from any country.
If you are interested in a course but don't see it listed here, please ask and I should be able to facilitate.
1 - 50 LOW COST IDEAS FOR MARKETING YOUR INDEPENDENT BUSINESS
Here are 50 low cost marketing ideas that I have personally tried and tested.
This course isn't based on theory or opinion. Every one of these is a winner.
Whether they are all relevant to your business, or just a five of them, you will find a few ideas that will help take your business to the next level.
2 - STARTING A KITCHEN, BATHROOM OR BEDROOM SHOWROOM
Whether you are looking to open a new showroom, or whether you have space within your current retail space, this is for you.
From choosing suppliers, recruiting staff, designing the space, marketing the business or setting up the back room, here is a whistle stop tour.
3 - TELEPHONE SELLING SKILLS
Whether you are trying to sell products to retail customers over the telephone, or you are account managing a B2B customer, this can help.
We will look at the different types of customer, and what their own personal preferences might be.
4 - ORGANISING A TRADE DAY OR CUSTOMER EVENT
You may organising a supplier day for your trade customers, or a retail event for your end users, this course will be a great tool.
We look at how to get the maximum attendees to your day, and make sure that the next event is always bigger than the last one.
5 - SELLING SKILLS - APPROACHING THE CUSTOMER
Whether you are dealing with a customer who has walked into your showroom off the street, or you are following up on a social media lead or website enquiry, we will look at the different ways of approaching the customer, and starting their journey with you in the right way.
6 - SELLING SKILLS - QUALIFYING THE CUSTOMER
This course will show you how best to qualify the customer.
Qualifying the customer correctly will make closing the sale a lot easier, and save a lot of time further down the line.
Asking the right questions is vital at this stage.
7 - SELLING SKILLS - DEMONSTRATING THE PRODUCT
So you have approaching the customer and you have qualified their needs, now you need to demonstrate the product.
Whether steering the customer towards high value or high margin products, or working out how to satisfy the customers "what's in it for me?" need, this can help.
8 - SELLING SKILLS - CLOSING THE DEAL
There are many ways of closing the deal, from the most passive to the most aggressive and I have seen both.
However closing the deal only works if you are comfortable with what you are saying.
We will talk about the different closes and tailoring a way that works for you.
9 - ACCOUNT MANAGEMENT
Here we look at the best ways of serving your B2B customer.
Via personal visits, telephone, email and social media interactions, we look at how to foster the relationship to get maximum results.
10 - RUNNING A SALE OR PROMOTION
Exploring the different types of sale or promotion you can run, depending on the types of results you want to achieve.
We also look at everything that needs to be considered in the planning stages of an offer.
11 - SELLING VIA VIDEO
Since Covid, more and more customers are now being dealt with by remote access or video calls.
Here we look at how to transfer the normal sales process to a situation where the customer isn't in front of you.
12 - MANAGING A TRADE COUNTER
Many customer interactions happen on a trade counter of a builders merchant or trade KBB business. But how do we maximise the process ?
Here we look at how to get leads, build rapport and gain repeat business.
13 - MANAGING AN EXTERNAL SALES TEAM
Running a depot or showroom is one thing. When people are in the branch and you can monitor their performance and customer interactions.
But how about when they work on the road ?
Here we look at managing an external sales team, while keeping them motivated and producing results.
14 - MANAGING A SHOWROOM SALESPERSON / DESIGNER
Whether you have a fantastic salesperson that you want to keep on top of their game, or you have an underachiever who may need some performance management, we will work through some steps to make the process a lot easier.
From staff reviews, to training and development, we will cover it all here.
15 - MANAGING PERFORMANCE
Whether it be a warehouse operative, a driver, a salesperson, or a manager. Everyone needs to perform.
This course looks at general performance management and some foundations to help people deliver results.
16 - EFFECTIVE PERFORMANCE REVIEWS
This sessions deals with performance reviews.
Including what the form should look like, when and where the reviews should take place, and using the form as an ongoing development document .
17 - INDUCTING NEW COLLEAGUES
Research will tell you that a properly inducted colleague will stay with your business a lot longer than somebody who is just thrown the keys.
Here we look at what a proper induction should look like, how it is planned and followed through.
18 - KBB FOR NON-KBB MANAGERS
Do you run a builders merchants or general DIY retailer where the manager is responsible for the showroom section, but has little or no KBB experience ?
Here we will talk through the basics of managing a KBB showroom. What to look for, what to ask, and how to monitor the performance of the section.
19 - DEALING WITH DIFFICULT PEOPLE
We've all had them. The difficult person.
It could be a customer, a member of staff, or a colleague from another department.
We will look at how to deal with difficult people and resolve situations without creating conflict.
20 - HAVING A DIFFICULT CONVERSATION
Sometimes in life, you need to have a conversation that you would rather not have.
You may have to let a customer know of a supply issue, it may be a personal conversation with a colleague, or it could be an incident where you need to investigate.
We will look at how to best deal with these occurrences.
21 - TIME MANAGEMENT
Time management is a vital tool when planning out your day, week, month and year.
It's all very well having your plan, but being disciplined over your team is essential.
Here we will look at various tools and methods to get the most out of your working week.
22 - ASK ME ANYTHING
This is a session where there is no agenda from me, no preplanned material, we can talk about anything that you would like.
It may be an existing issue that you need assistance with, or a project you have coming up.
23 - MANAGING A DIVERSE TEAM
Life is made up of individuals and so are most teams.
Here we look at how to manage a diverse team, and doing your best to get such a team respecting each other and working together.
24 - MANAGING A DIVIDED TEAM
As with all things in life, people don't always get along.
But at work, we spend a lot of hours in each others company.
This course looks at how to deal with divides in teams and how to bring a team together when there are a number of smaller camps.
25 - DEALING WITH COMPLAINTS
In sales, unfortunately not everything goes smooth and every now and again there will be a complaint to deal with.
Dealing with the issue is vital in the days of reviews and feedback. The course will show you the best way to turn a negative situation into a positive.
26 - THE EFFECTIVE BYSTANDER
When you are in a group of people, unfortunately you may sometimes hear language, or witness behaviour that shouldn't be tolerated.
It is bad enough when the person is a member of staff, but what if this person is a customer ?
We will talk about ways to approach people and challenge behaviour when we see or hear it.
27 - RAPPORT BUILDING
Whether it's with a new or potential customer, a new colleague or senior management, it's good to have a rapport.
This will help when decisions are being made that you can benefit from as a business, and personally.
Here we will discuss different ways to build rapport and make sure you are never forgotten !
28 - RECRUITMENT AND SELECTION
When you are looking at finding a new member of staff, you need to make sure you find the right person for the role.
On this course, we will look at the things to look for when drawing up a shortlist of candidates, and what questions to ask at the interview to make sure to find gold.
29 - SUCCESSFUL TARGETING
Unfortunately, if you work in sales, you work with targets. Whether it's personal sales targets, or financial targets for the business plan.
This module looks at how to set and targets, and how to choose what's important to achieve your longer term goal.
30 - REFERRALS AND REPEAT BUSINESS
When you speak to the most successful businesses out there, they will tell you that the majority of their business comes from referrals or repeat business.
Finding new business is all very well, but a happy customer will be the gift that keeps on giving. From coming back to you to buy more, or by recommending their friends.
31 - INCREASING YOUR BRAND
Whether it's the brand of your business, or your own personal brand, it needs constant reflection and hard work to make sure it's as successful as it can be.
Increasing profile, and making sure you are surrounded by positive feedback are just some of the tools you need.
32 - MANAGING OUTSTANDING CUSTOMERS
Whether you have a computerised CRM system, such as Anthill, or you use a paper and pen method, managing your outstanding business is vital.
If you are not in contact with your leads, your competitors will be, so we look at how best to deal with your lead bank.