Next programme running 15th, 29th April and 13th May
Spring is coming! The market has changed! People have changed! Where are you going to get new business from? NEW MINDSET NEW RESULTS
1. Introduction
Spring is coming! We face a new business reality. People have changed, the market has changed. The way people buy has changed. The way we sell needs to change. How are your sales people going to find new business? It’s almost like starting a new business. So much has changed and will continue to do so.
Sales people need to evolve their skills and take on board new thinking to help them thrive in the new business landscape. That’s why we have developed……….
MAX New Business Development Skills 2021
This dynamic, motivational open programme focuses on finding and converting new business for your organisation in the post-COVID-19 world. The programme covers finding new leads, research to establish decision makers, strategies to influence your prospect to consider you as a potential partner and techniques to make an initial appointment with the key decision maker. The programme is highly motivational, interactive, participative, and full of real-life industry examples.
Participants have a 15-minute one-to-one Zoom call with their Maxima coach to start the programme. Following this call, participants get the pdf of the MAX Guide to New Business Development Skills. They then have 3 x 2-hour deep dive Zoom sessions over 3 weeks. In between sessions participants work through comprehensive interactive online modules to develop their knowledge and skills. There is an online exam to complete the course and participants who make the grade will gain a certificate. The final part of the course is a 30-minute one-to-one Zoom call with their Maxima coach. In this session we review the programme, discuss any areas where further help is required and we agree their personal action plan for utilising the training to win more business. Spring is coming! NEW MINDSET NEW RESULTS.
2. The Programme
Aim – To enable participants to utilise the key principles, processes and skills required to identify, qualify, and convert new business potential for your organisation.
How the programme works in 10 steps
Step 1. Zoom check-in call
When a participant signs up for the programme they have a 15 minute one-to-one Zoom check-in call with their Maxima Coach. During this call we explain how the participant can get the best out of the programme and we also explore the individuals specific learning needs
Step 2. The MAX Guide to New Business Development Skills
We then send the participant a pdf of the MAX Guide to New Business Skills Development. This guide can be printed off and used as a workbook for the programme. The guide is split into modules and contains key information and space for the participant to make notes.
Step 3. Zoom Deep-Dive Session 1 two-hours
All participants on the programme take part in the Zoom Deep-Dive Sessions. This gives the programme a social element and also, for sales people, it helps them to understand there are other people they are competing with for new business. These sessions are interactive and full of real world examples designed to get people to think about how they can utilise the content to win more new business for their organisation.
The content for session 1
NEW MINDSET NEW RESULTS – Getting your mindset right to win new business
Understand and utilise the MAX Sales Funnel model as the process they utilise to help them turn sales leads into buying customers.
Following the Zoom Deep-Dive session 1, participants are sent a link to a series of interactive online modules to work through. These modules expand and consolidate the learning from the Deep-Dive session. They also provide ongoing reference material.
Step 5. Zoom Deep-Dive Session 2 two-hours
The content for session 2
Utilising a question-based prospect qualification criterion to apply to their suspect list which will enable them to research and identify which suspects move onto their prioritised prospect list.
Step 6. Online modules to support Deep-Dive session 2
Step 7. Zoom Deep-Dive Session 3 two-hours
The content for session 3
Understand how to confidently utilise the phone and virtual communication to get a face-to-face sales or virtual face-to-face appointment with the key decision maker.
Step 8. Online modules to support Deep-Dive session 3
This is designed to consolidate and validate the learning. It focuses the participants mind on the need to utilise the learning to win new business. If the pass grade is achieved then a certificate will be awarded.
Step 10. One-to-one consolidation coaching thirty minutes
The final part of the course is a 30-minute one-to-one Zoom call with their Maxima coach. In this session we review the programme, discuss any areas where further help is required and we agree their personal action plan for utilising the training to win more business.
3. Who Should Attend
This programme is designed for anyone who is tasked to find new potential business for their organisation.
Summary
This is a highly motivational and interactive programme. It is very different to a webinar or online video where someone talks at you before you take a quiz. We have designed this programme to be very social, practical and with a clear focus on finding new business in the evolved market place we find ourselves in now living with Covid-19.
NEW MINDSET NEW RESULTS
4. Programme Leaders
Martin Pepper
Wendy Clark
Martin developed his early career in sales and operations in both airlines and hotels. He has been a National Director of Sales in the hotel industry and was Director of Sales Training & Business Development for Forte PLC before founding Maxima in 1995.
Martin has over 35 years of global sales & business experience to share with you on this programme. He has worked with some of the top sales leaders in industry from around the world and the good news is that successful people leave clues! Clues that Martin will share with you on this programme.
Martin is valued by clients for his knowledge and ability to motivate with humour and real life stories. A Fellow of the Institute of Sales Management, a qualified trainer, coach and Licensed Insights Discovery Practitioner, Martin is passionate believer in positive possibility thinking.
Wendy developed her early career in hotel operations, advertising sales and then hotel sales. Wendy has been a Director of Sales and co-founded Maxima with Martin in 1995.
Wendy has over 30 years experience in business to share on this programme. Although Wendy says, given 30 years experience, she could only have been 5 when she started!
Wendy is valued by clients for her ability to inspire confidence by making the process and skills required easy to understand. A Fellow of the Institute of Sales Management, a qualified trainer, coach and Licensed Insights Discovery Practitioner, Wendy is passionate about developing people to develop business. Wendy believes no one is born knowing and she strives to ensure young people get the training they need to succeed in business. Wendy has a total opportunity mindset which is why people always turn to her when they are in need.
5. Investment
Investment includes……….
1. The MAX Learning Guide
2. Welcome to the programme one-to-one zoom call
3. 3 x 2-hour Group Zoom deep dive-sessions
4. Access to comprehensive online modules for 6 – months
5. Online follow-up and exam
6. Individual 30 minute Zoom Coaching Session & Review
£325 per person plus vat – If booking 2 or more places then a 10% discount will be applied to each place.
Investment in perspective
£325 divided by 365 days, being the year ahead, = 89p per day. So, all a person you sign up to this programme need do is increase profits for your organisation by 89p per day over the next year to cover your investment.
6. How To Book
To make a booking email [email protected] or call 01403 733337
Terms And Conditions
On receipt of your booking Maxima will confirm your booking via email. Maxima will also invoice you the fee for the programme for which the payment is due on receipt. All fees must be paid prior to the training day.
Once booked, fees are not refundable, and cancellations are charged in full. Substitutions are allowed at any time. In case of sickness and or unavoidable problems on the day, then we will endeavour to get the participant onto the next available programme.
Maxima reserve the right to cancel or postpone any programme where minimum numbers are not obtained. In such a case, participants will be offered a full refund or a place on an alternative programme. Should a programme need to be postponed or cancelled, Maxima will notify participants at least 21 days in advance of commencement of the programme.