Upfront Training & Development

“Upfront were able to quickly identify the areas that needed focus. I went away with a number of practical tips and tricks that I could apply immediately. I have been involved in managing successful companies and driving new business for a long time now, and it was a very valuable exercise to brush up on some skills with an external input. As a direct result I am now enjoying an upturn in converting new business.”

Ross Laurie, MD, Line Digital (DADI Digital Agency of the year).

  • Upfront will create a realistic meeting scenario with a ‘prospective client’ for your new business team to pitch and sell.
  • We will provide client insights ahead of the day to ensure relevance of presentation, and review against the following:
  • Advanced Closing Skills: we review the sales process and identify the appropriate time to close, and how to go about it.
  • Winning Business in the Final Meeting: we will show you how to identify what service the prospect will buy, how to develop your strongest offer, and how best to present it.
  • Each module is taught using a combination of face-to- face facilitation, group discussion, mini lectures, and role-plays.

Following each session, we will provide analysis, feedback and recommendations.

The Client Meeting: Face to Face Selling

This training module focuses on specific business presentation skills and designed to assist in the delivery of high value business: focusing on all aspects of the appointment from body language and use of visual aids, to really understanding client requirements through effective questioning.

  • Setting Objectives - the three objectives of a presentation: clarifying, confirming, and preparation
  • Structuring the presentation - developing the content of a credentials pitch to maximize impact
  • Communication Skills - rapport building, eye contact, voice control, probing, and listening
  • Persuasion and Motivation - identifying with audience, selling to multiple buyers, and motivating forces
  • Defining Customers’ ‘Position’ - setting the scene, generating interest, and developing credibility
  • Identifying Customers’ ‘Priorities’- needs and objectives
  • Determining Customers’ ‘Possibilities’ - their choices and the implications
  • Structuring your ‘proposal’- matching needs to benefits, adding value, and presenting what sells, and..
  • Closing the Presentation - how to close, and dealing with Q&As.

The module will take place over the course of a day. It also includes a verbal debrief to management and follow-up phone calls to participants to check on progress or take questions.