Keep sales momentum going by participating in my Spring Online Translation Sales School! As always, the course is modularised so that you can attend one-off sessions if you can’t make the entire course, though the course in its entirety is recommended. Please see below for options.
The course runs every Thursday from 19 May to 23 June from 3-5 pm BST (six sessions in total). Although it is recommended that you register for the entire online course, since there is a logical progression of skills that will enable you to be more effective in all aspects of translation sales, the course is modularised so that you can register for one-off sessions that cover topics of particular interest to you.
Lead Generation – How to Find Translation Buyers May 19th – 3:00 – 5:00 pm GMT
Finding prospective buyers is easier and more challenging than ever! It’s easier, because so much of it can be done online, right at your fingertips. The challenge is that there are more channels than ever to find leads. This is further complicated by the fact that just about anyone can be a buyer of translation services. This session breaks this process down into something manageable and even fun. We’ll learn how to identify and research potential translation buyers using social media, LinkedIn groups, LinkedIn searches, networking, and good old fashioned cold calling. You’ll come away with a more targeted and effective approach to lead generation and with an understanding of their buying criteria. (Multi-channel – go where your customers go)
Building Rapport with Potential Translation Buyers – May 26th – 3:00 – 5:00 pm BST
Whether you’re cold calling or contacting a prospective buyer on LinkedIn, it’s important to establish credibility very quickly. In this session you’ll learn how to lead sales conversations by asking educated questions that also demonstrate your knowledge about them, their company and their industry. You’ll learn how to see yourself from the buyer’s perspective and be able to answer the question “why should the prospective customer buy from me”? You’ll come away with questioning techniques that open doors and start conversations with prospects and learn how to handle the “I already have a vendor I’m happy with” objection.
Opportunity Management: Keeping the Sales Conversation Going – June 2nd – 3:00 – 5:00 pm BST
Gone are the days of the one call close in the translation industry. Winning new translation customers is a multi-conversation process across multiple channels. Sales conversations are driven by our knowledge and asking smart questions throughout the sales process. In this session you’ll learn the art of asking different kinds of questions to understand your customers aspirations and problems, buying process and decision criteria. You’ll come away with a questioning toolbox that will help you get the information you need to build a compelling solution for your prospective customer.
Setting Interim Sales Goals – June 9th – 3:00 – 5:00 pm BST
Setting interim sales goals is crucial to winning new business. Since selling translations requires multiple conversations over a certain period of time, interim goals can ensure we are on track to closing the deal. They serve as a sanity check to verify the customer is still engaged and interested in buying our solution. You will come away from this session with concrete ideas for setting your own interim goals that will help you better manage the sales process and know when to abandon a sales opportunity.
Handling Price Objections – February 16th – 3:00 – 5:00 pm GMT
Although there are many kinds of customer objections, price objections are by far the most ubiquitous in selling translation services. Too many translation sales people concede to price objections without ever challenging them. This is a mistake. In this session we’ll identify the different types of price objection and explore what may be driving them. We’ll then work through the objection-handling process and develop responses that address each type of objection head-on. You’ll come away with a long list of objection responses that you can start using immediately.
Negotiating More Profitable Outcomes – June 23rd – 3:00 -5:00 pm BST
Negotiation is a big subject. This session focuses on how to prepare for negotiations (especially for larger, more long-term sales opportunities) and key negotiation tactics that will increase your chances of winning sales opportunities with higher margins and and less “scope creep” once the project is underway. You’ll learn to do this in such a way that the customer feels they have achieved what they want, while respecting you and your company’s need for profit. You’ll come away from this session with a negotiation prep sheet that you can reuse for all your major sales opportunities and 4 key negotiation tactics that work well with translation buyers.
Multi-participant discounts are available. For more information or questions, please click here to get in touch.
If you want a one-off session, please indicate which session(s) you want to join.