Sales Conference Workshops - Richardson Management Pty Ltd

Conference Presentations

A conference, seminar or meeting is an ideal time when the whole team is together, to focus on improving strategies and skills. Tom can design a dynamic, interactive presentation for you filled with real-life experiences, practical how-to advice, highly usable tools and great ideas.

Tom's presentations are customised and are NOT OFF THE SHELF. They are designed specifically based on your needs and expectations relating to content and length and are available for 1 hour, half-day, full day or multi-day sessions.

Here are some examples of topics...

Effectively Managing Client Relationships and Adding Value
Converting existing customers into loyal, long term advocates is the most effective way to survive and prosper in today’s tough business environment. In many industries and markets the quality of contact that customers experience with front line managers and staff is only factor that differentiates one business from another. To manage customer relationships effectively requires a coordinated strategy with clear and measurable objectives, motivated and committed staff, managers leading by example, systems and processes that support the objectives, empowered individuals, contemporary Emotional Intelligence (EI) attitudes and skills and everyone in the organisation functioning as a team with the No 1 common priority – adding value and satisfying the external (paying) customer.

Strategies for Effective Account Management
Typically, 80% of business comes from 20% of the customers. Effective management of these existing key account customers is critical. Apart from the obvious sales and profits generated by these account customers, they are important because retention is the best way to limit the opportunities of your competition. These loyal customers are also an invaluable source of recommendation and third party referrals. This workshop will identify the steps in the process of transforming from a transactional supplier relationship to a strategic partner relationship including account planning tools and formats.

Consultative Selling in an Increasingly Complex World
If you are selling high end, complex, technical, or intangible products and services, the traditional sales techniques of the past will not work. You will need high well thought out strategies, high level consultative selling skills, EI (emotional intelligence) applied to a structured process to get sales and build relationships with customers. This workshop will show you how to plan and implement successful strategies and skills to sell in a complex world.