Masterclass Series · • Consider the power of referrals, cross-selling and upselling Reward You...

We are passionate about sales training, sales coaching and raising the bar of the sales profession. We believe everyone has a part to play in their company's

success, which is why we help people have better business conversations; conversations with purpose.

- something we call Selling at a Higher Level

13 Windsor Terrace, Newcastle Upon Tyne, NE2 4HE durhamlane.co.uk + 44 (0) 191 481 3800

Masterclass Series

of Sales Training Courses





Testimonials “I always enjoy how I feel after a durhamlane workshop – empowered and motivated to attack my sales objectives.” “Cost effective and very good value for money, the trainer has a strong product knowledge.” “Relaxed atmosphere with a receptive trainer who clearly knew his stuff.” “The ‘Selling at a Higher Level’ sales programme was excellent, well delivered and with superb content.” “The events are stimulating and informative. You’ll certainly come out with more than when you went in. A must-have investment.” “The sales training has given me the skills and knowledge necessary to implement a proactive sales strategy.”





Selling at a Higher Level an introduction to durhamlane’s proven sales methodology and approach to sales Course details: Date and time:

• January 22nd AM • May 21st PM • July 23rd AM • November 26th PM

Location: THIRTEEN, High-Growth Business Hub, Windsor Terrace, Newcastle Upon Tyne NE2 4HE Description Sales is the life-blood of every company. As such, no matter whether your job title has sales in it or not, you have a role to play in the future success of your business. We all need to take responsibility for thinking commercially. Synopsis During this engaging workshop we will inspire and motivate attendees as they begin to understand the world of successful selling and the responsibilities of being a sales professional – the durhamlane way. Sharing a range of sales best practices, methods, techniques and blueprints we will prove that sales is an art, a science and a skill that can be learnt. Reward Ideal for people who are new to sales or for more experienced business professionals looking for a new way of working, our Fundamentals of Selling workshop will provide insight into the world of the sales profession and will give you the ideas you need to increase your commercial success. You will commit to working in a better, more productive way with a focus on business fit, business value & the development of long-term relationships. Using durhamlane’s Sales Mantra series as your guide, your journey will begin here. To book a place on this course, discuss alternative dates or for group bookings, email [email protected] or call 0191 481 3800

Just £75 per person per

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Prospecting for New Business Course details: Date and time:

• January 22nd PM • July 23rd PM

Location: THIRTEEN, High-Growth Business Hub, Windsor Terrace, Newcastle Upon Tyne NE2 4HE Description “Some wil l , some won’t , so what. Next!” - anon Whilst it is generally more cost effective to sell again to an existing customer than win a new one, we understand the huge importance and value winning brand new customers presents. No matter what sales position you occupy in your organisation, the ability to network and build new relationships is one that needs to be nurtured. “Most sales people would rather be doing anything other than cold call ing” Synopsis “Cold calling” – not the friendliest of terms. That’s why on our Prospecting for New Business workshop you will gain access to a range of tools and techniques that are proven to open up conversations with a new prospect; turning Cold into Warm using a repeatable blueprint. You will:

• Learn a technique for engaging at a senior executive level • Develop your elevator pitch to maximise your impact • Work through a confidence building networking strategy • Create a great first impression • Consider the power of referrals, cross-selling and up-selling

Reward You will leave this workshop with a prospecting technique that is proven to make a rapid impact on your new business development activity. You will feel more confident in your approach to networking and will have fine-tuned your pitch so that when that chance-of-a-lifetime opportunity arises you will deliver to the best of your abilities. New business prospecting needn’t be so cold. Make it a habit. Make it warmer. To book a place on this course, discuss alternative dates or for group bookings, email [email protected] or call 0191 481 3800


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Question-Based Selling including durhamlane’s Magic 35 qualification tool Course details: Date and time:

• February 19th AM • June 25th PM • August 20th AM • December 17th PM

Location: THIRTEEN, High-Growth Business Hub, Windsor Terrace, Newcastle Upon Tyne NE2 4HE Description The world of sales has changed. It is no longer acceptable or productive to pitch product to anyone willing to meet with you in the hope that something might stick. We have to be more tuned in to the needs, challenges and desires of our customers. We have to uncover value and present solutions that will make a difference whilst showing a positive return on investment. Synopsis Our Question Based workshop will take you through the Selling at a Higher Level sales methodology paying particular focus to Phase Two: Define & Understand. We will identify what information to uncover, before building value through the use of impactful questions. We will think through whom we need to engage with, when and how. Reward This workshop is ideal for anyone who wants to get ahead in sales. By re-thinking how you sell today, understanding how your customers buy and adapting your approach accordingly, you will be brilliantly placed to make a positive difference from the moment you step back into the workplace. “Spend more time where you can be most successful” .

To book a place on this course, discuss alternative dates or for group bookings, email [email protected] or call 0191 481 3800


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Win-Win Negotiation Course details: Date and time:

• March 26th PM • September 24th PM

Location: THIRTEEN, High-Growth Business Hub, Windsor Terrace, Newcastle Upon Tyne NE2 4HE “You can’t always get what you want, but if you try sometimes you might get what you need” - The Rolling Stones Description Can everything be negotiated? We like to take a more positive approach to negotiation than Mick and Keith’s lyric from back in the 1960’s. Then again, Win-Win Negotiation did not come into it’s own until the 1980’s so let’s give them a break. The key to building successful, long-lasting business relationships is a focus on win-win outcomes. Synopsis This short, sharp and intensive course will not only help you prepare for your next negotiation but will help you understand that negotiation is an on-going activity that starts from the first meeting where a sales opportunity is identified. During this workshop we will explain the power of research, help you analyse where the power lies, estimate and validate what’s really important – not just to you but to your customers too – and build solutions focused on win-win outcomes that lead to successful long-term partnerships. Reward You will leave this workshop with a completed, working copy of our Value-Based Negotiation worksheet that will help you secure future contracts at levels you didn’t previously believe possible. To book a place on this course, discuss alternative dates or for group bookings, email [email protected] or call 0191 481 3800


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Closing with Confidence Course details: Date and time:

• April 23rd AM • June 25th AM • October 22nd AM • December 17th AM

Location: THIRTEEN, High-Growth Business Hub, Windsor Terrace, Newcastle Upon Tyne NE2 4HE “A, B , C – Always Be Closing” “100+ Essential Closing Techniques” Description There is plenty of information and advice out there about this age-old sales topic. The truth is closing techniques shouldn’t be shrouded in mystery. Whilst we appreciate successful closing is an absolutely vital part of the sales cycle (without closing the business it’s all been rather futile after all), we believe it should be a “natural conclusion” to all of the good work you have put in to that point. Synopsis In our Closing with Confidence workshop you will learn how to build towards, then identify, the perfect moment to ask for the business. You will understand how to make sure you are positioned correctly and what to do if further questions are asked (objection handling). Reward You will leave this workshop having practiced a selection of closing questions designed to suit your personal style and your own unique approach. You will feel confident in asking for your customer’s business in the future, safe in the knowledge that you are seeking to form an appropriate partnership based on value and trust. To book a place on this course, discuss alternative dates or for group bookings, email [email protected] or call 0191 481 3800


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Pitch & Present Course details: Date and time:

• April 23rd PM • October 22nd PM

Location: THIRTEEN, High-Growth Business Hub, Windsor Terrace, Newcastle Upon Tyne NE2 4HE Description There is an on-going debate surrounding whether Sales is an Art or a Science. At durhamlane we believe it is both and a lot more scientific than people accounted for. However, there is definitely skill required to draw in your audience, to create and deliver a presentation that moves someone to take positive action, to persuade others that your solution is the right fit. Synopsis During our Pitch & Present workshop you will:

• Learn the importance of creating a great first impression • Develop your elevator pitch in order to maximise your impact • Develop a fail-proof Networking strategy • Understand the importance of referrals, cross-selling and the power of warm introductions

In addition we will spend time looking at how to develop the perfect Business Fit Presentation. We will uncover what research needs to be done, and what information is required to make maximum impact – to make sure you stand out from your competition. Reward You will leave this workshop with a robust presentation template and a clear understanding of how to deliver the best pitch possible. You will feel more confident in your approach to networking and will have fine-tuned your pitch so that when that chance-of-a-lifetime opportunity arises you will deliver to the best of your abilities. To book a place on this course, discuss alternative dates or for group bookings, email [email protected] or call 0191 481 3800


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Telephone Sales Course details: Date and time:

• May 21st AM • November 26th AM

Location: THIRTEEN, High-Growth Business Hub, Windsor Terrace, Newcastle Upon Tyne NE2 4HE Description Are you or your team looking to increase confidence and success when selling over the telephone? If so then this high impact workshop is for you. Don’t hide behind your emails rather pick up the phone. Synopsis During our telephone sales workshop, you will:

• Learn how to increase your confidence and create the right environment around you for maximum success

• Explore a technique that ensures you are prepared and ready before picking up the phone • Debate the value of voicemail and develop a calling strategy • Understand the power of questions • Identify who to call, and when, based on your objectives

Reward You will leave this workshop with confidence and a desire to pick up the phone to create sales success. As a key tool in your sales kit bag, the telephone will become a high impact resource for you and a pivotal way for you to identify, nurture and develop new customers. To book a place on this course, discuss alternative dates or for group bookings, email [email protected] or call 0191 481 3800


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Key Account Management Course details: Date and time:

• March 26th AM • September 24th AM

Location: THIRTEEN, High-Growth Business Hub, Windsor Terrace, Newcastle Upon Tyne NE2 4HE Description Do you know who your Key Accounts are? What would happen if one of them disappeared from your sales order book tomorrow? Your answer to the first question will impact your answer to the second. As customers become more complicated, and their buying teams more sophisticated, it is essential you and your business have a suitable strategy designed to identify, win, maintain and grow the customers that make the biggest difference to the long-term success of your business. Synopsis During this workshop we delve into the theory and background to Key Account Management – where it originated and how it is used. Importantly, you will take these recognised models and apply them to your business to create a unique set of actionable deliverables. You will leave with increased knowledge, and also ideas and actions that can be implemented with your team to help you increase your success and deliver long-term value to your organisation. We will explore which types of customer you have today and which you want tomorrow; building plans to service them appropriately and effectively. Reward This workshop is ideal for all sales professionals, sales managers and business owners who want to get ahead. Understanding and identifying your ideal customer and factoring what resources should be provided is a core skill necessary for long-term success. To book a place on this course, discuss alternative dates or for group bookings, email [email protected] or call 0191 481 3800


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Selling with Social Media Course details: Date and time:

• February 19th PM • August 20th PM

Location: THIRTEEN, High-Growth Business Hub, Windsor Terrace, Newcastle Upon Tyne NE2 4HE Description The selling landscape has changed forever. Buying decisions now start on the Web and gain momentum through Social Networks. Buyers don’t answer cold calls or call in sales people anymore; instead they browse for information, hoover up facts, and listen to previous customer experiences – good and bad. If you or your company are not yet engaged in Social Media then now is time to get started. Don’t worry though; our Selling with Social Media workshop will guide you through the online world and provide you with a clear action plan on how to get started. Synopsis During this engaging, practical and hands-on workshop we will cover topics such as:

• Linking up with LinkedIn – how to successfully use this de facto business-networking tool • Twitter, Facebook and how to connect, listen and engage successfully online • Using online marketing techniques to communicate and engage with your customers

Reward This workshop is ideal for sales people, executives and business owners who want to understand how they can engage and capitalise on the online conversations already taking place around them. Each workshop will take into account the skills of attendees so that we can blend a programme suited to your objectives. You will leave our Selling with Social Media workshop with a clear understanding of the online world and an action plan designed to get you started. To book a place on this course, discuss alternative dates or for group bookings, email [email protected] or call 0191 481 3800


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About durhamlane durhamlane helps organisations increase their revenues, profits and customers through sales performance solutions. We review and improve sales processes; develop sales skills through targeted training and in-role coaching and deliver outsourced business development services.

• We provide sales audit services where we take time to understand you and your business - where you are today, your goals and your aspirations – and provide recommendations designed to improve sales performance.

• We create tailored sales training courses and programmes and deliver intensive “in role” sales coaching, developing your staff whilst simultaneously improving results. Training can be in the form of workshops, online or both, ‘blended’.

• We roll our sleeves up and create business opportunities for you – from initial market research, to

generating appointments and leads through to strategic business development and key client acquisition programmes.

• We embed sales best practices, and improve on-going sales performance using Dealmaker software,

available via our Certified Partnership with The TAS Group. We provide SME CRM solutions through our affiliation with Capsule CRM.

• Our sales graduate service matches bright young recruits with high potential to your business. We fast

track their progress via a carefully developed sales performance induction training and coaching programme.

We understand the importance of reinforcing learning and our programmes are designed accordingly. For more information or group booking discounts: durhamlane.co.uk [email protected] 0191 481 3800

Masterclass Series · • Consider the power of referrals, cross-selling and upselling Reward You...

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