Seminar Programme - The Selling Show

Be part of the most exciting Sales Programme for 2008 !

7 Top International Sales Speakers - Richard Denny,Frank Furness,Tim Royds,Mike Southon,Ashley Latter,Steven Brewer & Andy Preston
14 Motivational Sales Changing Topics to make a REAL difference to your sales pipeline
LIMITED SPACES SO BOOK YOUR PLACES ONLINE NOW !

Seminars - Main Programme DAY ONE
28th October 2008

09:00 Exhibition Opens

10.00 - 10.45 Sales Masterclass Part One - Richard Denny www.denny.co.uk
With more business being transacted on the internet it is vital that sales people are highly skilled in winning
new business as well as customer retention.This two part Masterclassses presented by 'The Master of
Professional Selling' (The Sunday Times) offer an incredible opportunity to learn the latest techniques to win
in a competitive market.

The Only 4 ways to grow a business
How to get to decision makers
How to sell yourself successfully
Winning business when not the cheapest

10.45 - 11.30 7.5 Steps to Sales Success - Gavin Ingham www.gaviningham.com
Learn How to Outsell, Outclass & Outmanoeuvre Your Competition in 7.5 Simple Steps..

Most motivational speeches are a bit like finger buffets … they taste great but you’re left wanting more. In this talk Gavin Ingham gives you not only the sizzle but the steak too!

Packed full of inspirational tips, killer sales strategies and motivational stories you will not only enjoy this talk but will leave with your head buzzing with real-world sales strategies that you can use right away to boost your sales.

This seminar session will help you to:-

Eradicate sales roller-coasters, prospect more effectively and achieve more sales than you ever thought possible
Influence with more clout and build stronger relationships with clients.
Sell more products & services & win more delighted clients.
Know where deals have been left on the table and take decisive action in the future.
Rouse your clients to take action and make buying decisions.
Maximise selling prices and reduce the sales cycle.
Present solutions that sell and close with conviction.
Make quantum leaps in your sales results.
& much, much more…

11:30 - 12:00 Tea / Comfort Break / Exhibition Viewing

12:00 - 12.30 How to Cold Call For Sales Success - Andy Preston www.outstanding-results.co.uk
Want to know the cold call secrets that will help you win more customers, generate more sales opportunities
and close more deals than you ever thought possible ? Book now for this interactive session (not just a "speech")
that will show you all that and more !

What to do BEFORE you start a cold call
How to grab the decision maker's attention
Handling resistance
Getting your outcome
Closing the deal !

12:30 - 13.15 Double Your Sales Immediately - Mike Southon www.beermat.biz
Everyone would like to double their sales immediately. Mike Southon shows you how, featuring material from UK
best-seller Sales on a Beermat. Mike's presentation explains the simple steps any company can take to double their
sales immediately without spending money on expensive marketing campaigns. It also shows how to get everyone
in the company involved in the sales process without feeling sleazy or uncomfortable.
Double Sales - Immediately ! is packed with practical tips and real life examples from Mike's twenty-five years as a
highly successful salesman in start-up organisations, all delivered with energy, style and humour.

Developing your sales best practices, via case studies
Lead generation by networking
Understanding your sales identity
Closing

13:15 - 14:30 Lunch Break & Exhibition Viewing

14:30 - 15.15 Finding New Clients and Prospects - Frank Furness www.frankfurness.com
Prospecting, referral and networking skills have more to do with the success of any salesperson or small business
than any other skill. Frank shares proven ideas that will increase your prospect base and put you in front of
qualified buyers and ultimately increase profits.

How to develop a constant prospecting awareness
How to network like a champion
How to get referrals from every client
A referral script that works
Centres of influence, your key to success
10 ideas that will put you in front of prospective clients
Developing a great elevator speech
Clubs & social activities
Newsletters & Ezines
Emarketing & affiliate sales
How to use websites to attract prospects
How to get in front of and work with decision makers

15.15 - 16.00 Create More Appointments & Selling Opportunities - Ashley Letter www.thesellingcoach.com
One of the biggest challenges faced by sales people is getting their foot in the door and meeting new customers.
This presentation will give simple, proven and very effective techniques to make more appointments and increase
the number of new appointments.
In this presentation you will learn:

How to create powerful letters that will get create interest with potential new clients/decision makers & make them stand up
Learn simple techniques to get past secretaries and gatekeepers
How to make an immediate impression with a 'Benefit Statement' to make more appointments
Develop a more positive attitude on the telephone
Learn how to keep score and become more successful on the phone

16:00 - 16:30 Tea / Comfort Break / Exhibition Viewing

16.30 - 17.15 The Power of Positive Influence - Steven Brewer www.hendersonbarker.co.uk
Rise above standard selling skills to discover the skills of influence used by the top 5% of salespeople in the world.

Rapport - How to identify the buyer's social style and tailor your approach
Empathy - Uncover the emotional needs of the buyer and satisfy them completely
Control - positively influence your clients buying circle
Outcome - leave your client with a feeling of elation and total satisfaction which guarantees your future position

Seminars - Main Programme DAY TWO
29th October 2008

09:00 Exhibition Opens

10.00 - 10.45 Sales Masterclass Part Two - Richard Denny www.denny.co.uk
This is the second part Masterclass presented by 'The Master of Professional Selling' (The Sunday Times) offer
an incredible opportunity to learn the latest techniques to win in a competitive market.

The psychology of the sales process
Handling and overcoming objections
Customer care for sales people that can make your fortune
The winning ingredient of the super stars

10.45 - 11.30 Selling in Tough Markets (Selling in a Recession) - Gavin Ingham www.gaviningham.com
5 Simple Steps that can Increase Sales Rapidly in any Market.

In an increasingly competitive world many salespeople and business owners are struggling to differentiate their products and services and are increasingly competing on price. For many this means reduced sales and profits and increasingly unrealistic goals and targets.

It does not have to be this way. In this interactive and fast moving talk Gavin Ingham shares proven, real-world, sales techniques with you that really work.

You will learn how to:-

Create more sales leads and prospect more effectively.
Close more appointments with senior decision makers.
Stop wasting time with time wasters and gatekeepers.
Think and sell like a CEO.
Develop the mindset and actions of a sales superstar.
Build stronger relationships and make more sales in any market.
& much, much more!

11:30 - 12:00 Tea / Comfort Break / Exhibition Viewing

12:00 - 12.30 How to Make More Appointments Using The Phone - Andy Preston www.outstanding-results.co.uk
Most salespeople and business owners don't know how to get appointments over the phone properly - and that's costing them
business and new customers ! Learn from this interactive session (not just a "speech") that will show you how to avoid those
costly mistakes and much more!

Why the phone is different to face-to-face selling
Avoiding the mistakes the average person makes
Creating a positive impression
Closing for more appointments

12.30 - 13.15 How to Avoid Selling Purely on Price - Steven Brewer www.hendersonbarker.co.uk
Sky rocket your sales by creating value, to show how much your solution is really worth. Ensure your buyer realises
the effect of their problem on their business, to evaporate any resistance to your price quotation so that you never need
discount again.

Research - Become an expert in your market so buyers are naturally drawn to you
Drill down- get a full understanding of your client's situation
Uncover - the real cost of your buyers issues
Demonstrate - how only you can provide an exacting solution making the buyer's decision an easy one

13:15 - 14:30 Lunch Break & Exhibition Viewing

14:30 - 15.15 How to Gain,Train and Maintain a Dynamic Sales Force - Frank Furness www.frankfurness.com
Discover practical tips, tools and proven ideas on how to build a dynamic sales force. Frank touches on all the bases needed
to recruit, develop, train, motivate, retain and manage great salespeople.

The recruitment process
Job matching & effective recruitment strategies
Hiring for attitude, training for skills
Profiling your ideal recruit
Management & leadership skills
Understanding goal setting, targeting and monitoring
Setting & maintaining standards
Improving average performance
The success plan to build a winning sales team

15:15 - 16.00 Generating a Sales Pipeline - Mike Southon www.beermat.biz
One of the biggest problems for fast-growing companies is cash-flow, which is often caused not by a lack of sales,
but getting them in an orderly fashion, with no peaks and troughs in revenue, often called 'feast and famine'. This
presentation will explain how to generate a simple sales pipeline and use it to effectively manage the sales process.

Defining the steps: Opening and closing and all stages in between
Why some good sales prospects never turn into actual business, and how to avoid this
Generating an accurate sales forecast
Managing salespeople for maximum effectiveness

16:00 - 16:30 Tea / Comfort Break / Exhibition Viewing

16.30 - 17.15 Learn a Five Step Approach to Overcome Price Objections & Achieve the Prices your
Products and Services Deserve - Ashley Letter www.thesellingcoach.com
Do you often find your customers are beating you up over prices all the time and that it is getting harder to achieve your prices?
If so then this presentation will help you not only overcome price objections, but all objections, so that you can close more sales.
You will learn:

Understand why you get objections
You will develop a five step approach to overcome all objections
Learn about the power of evidence in overcoming objections
Create win win relationships
Achieve better prices

PROGRAMME MAY BE SUBJECT TO CHANGE