Welcome To Our Sales Training & Coaching Program
As the leading self-regulatory professional organisation for estate planners in the UK, and overseas, we are delighted to extend our range of learning programs to include helping members understand more about how they can grow and develop their own businesses.
Frankly, we think it’s the responsible thing for us to do to support members reach their commercial and aspirational goals.
We are proud to be the first will writing organisation to introduce courses explicitly developed to support members’ business objectives.
Our partners our Nick Banyard & Simon de Ferrer – co-founders of the sales improvement consultancy It’s All in the Mind – who have developed a suite of sales training workshops and coaching modules for our members.
The initial focus of the programme will be our newer members, and those currently entering the profession. Later this year we plan to roll out the programme to all our UK & overseas members
You can learn more about our exciting sales training and business development courses below.
Thanks & best wishes,
Anthony Belcher
Director General
Society of Will Writers
Introduction to Sales & Business Development Certificate (Level 1 & Level 2)
What is it?
Comprehensive multi-level introduction to sales & business development
Series of tailored 75 minute workshops delivered via Zoom
Option to embed learning with 1 to 1 or group coaching sessions (at additional cost)
Workbooks, sales tools, word tracks & models provided.
Certificate provided on completion of Level 2
Minimum 20 delegates per online workshop
What’s in it?
Level 1 – Introduction to Sales & Business Development (to obtain certificate of completion members must complete Level 1 before moving on to Level 2)
1. Developing a Sales Growth Mindset
Understand the importance your mindset plays in finding, winning, and retaining clients and revenues. Importantly, you’ll discover how to build confidence in your own sales abilities and change the way you think about everyday sales activities
2. Managing More Effective Calls/Meetings
We’ll focus on the non-technical aspects of making your calls and meetings more effective including pre-meeting prep, building rapport, and creating trust. Develop your skills to ask better, or different, questions that may result in more people agreeing to work with you.
3. Prospecting for New Business
The root cause of why many people aren’t successful in winning enough new work they don’t invest sufficient time in their prospecting activities. We’ll share a process with you and help you understand the number of calls, meetings and conversations you need to hold to win a new piece of work. Then we’ll show you how to start developing a plan around where you might find the right types of clients you want to work with.
4. Overcoming Objections
Not every existing or prospective client says yes straight away. Usually they ask questions that you need to answer before they’ll buy. Learn about the known and likely reasons why a client might not say yes, follow our process and learn how to tackle the possible objections clients or prospects might raise.
5. Using Value (not Price) to Differentiate Your Business
How to identify & illustrate your value differentiators to encourage potential clients to choose you. Discover how to ask your existing clients what it is they value about working with you – you’ll be surprised by the answers! Often, it’s how you make them feel rather than the technical aspects of what do for them. Learn how to use what they share with you when prospecting for new work.
6. Importance of Following Up
Following up with a client or prospective after a call or meeting is one of the most important sales skills, and yet it’s sadly overlooked by most sales people. Understand why following up is so important, use our process to drive your approach, and find out how many times you need to do it – it’s probably more than you think!
Level 2 - Introduction to Sales & Business Development (to obtain their certificate of completion members must complete Level 1 first before moving to Level 2)
1. Questioning & Listening
If you don’t ask questions and then really listen to the answers you are unlikely to be successful. Learn more about our proven questioning process, the types of questions to ask & when to use them, as well as the importance of actively listening to what your client or prospect says in reply.
2. Effective Networking
People don’t come to networking events to be sold to but to build relationships. Discover the importance of setting objectives around the networking events you attend. Learn more about the right sorts of questions to ask and, perhaps more importantly, what not to say.
3. Holding Successful Seminars
Presenting to a group of potential buyers is a great way to build your business. Whether you’re holding your own event or collaborating with others, find out how to drive a better return on your investment of your time and money.
4. Closing
Often the reason why some people aren’t winning enough new work is they feel difficult or pushy asking for the business. We believe closing is not an event at the end of the meeting, rather it’s a process that starts even before the first call or meeting. We’ll share with you the critical factors in the closing process and 5 closing options for you to practise and try out for yourself.
5. Asking for Referrals
Many people involved in managing clients shy away from asking for referrals as they fear it will disrupt their existing relationships. Frankly, that’s a myth. Your clients have chosen to do business with you, so learn how to ask them for introductions to their friends, family, and work colleagues. We’ll take you through our referrals process and some different ways of asking for an introduction.
6. Sales Planning
About a third of sales people ever hit target. The main cause of this underperformance is a lack of an effective documented sales plan. Don’t let this be you. Learn the 7 critical steps to creating your own effective sales plan including the importance of identifying your target market, selling on value rather than price, knowing your competitors, and understanding the data from your new business pipeline.
Timings
Level 1
Introduction to Sales & Business Development
Workshops
1. Developing a Sales Growth Mindset – 5 July 14:00 to 15:15
2. Managing More Effective Calls/Meetings – 12 July 14:00 to 15:15
3. Prospecting for New Business – 19 July 09:30 to 10:45
4. Overcoming Objections – 26 July 14:00 to 15:15
5. Using Value (not Price) to Differentiate Your Business – 13 Sept 14:00 to 15:15
6. Importance of Following Up – 20 Sept 14:00 to 15:15
Level 2
Introduction to Sales & Business Development
Course dates and timings will be made available soon.
Course Tools & Materials to Download:
Level 1
Editable pdf workbooks
Workshop 1
Workshop 2
Workshop 3
Workshop 4
Workshop 5
Workshop 6
Sales Self-Assessment Wheel
Sales & Success Sandwich
Prospecting Record Sheet
Follow Up Frequency
Trust Equation