Management Resources Guide

Business Development, Marketing & Sales Training
Marketing Wisdom
How to Attract, Influence and Retain Clients Even If
You Hate Selling
All programs are designed, written and produced to your organisation’s specific requirements.
What You Will Learn
Based on the best-selling book written by Ric Willmot and published by Wiley, the Marketing
Wisdom training course guides those responsible for marketing on how to build a quality client
base of which your competitors would be proud. With this workshop, delegates learn every
aspect and skill required to build and grow a successful business by attracting quality clients
who pay handsome fees. You will discover how to identify or create your special market niche,
how to initially contact a prospective client, gather the necessary data, reach conceptual
agreement with the client (even before a proposal is offered), write a proposal that’s geared
towards receiving a positive response, and even how to dominate and own the sector specific to
your area of expertise in the marketplace.
In this course, we examine how you can assimilate the knowledge needed to help your clients
with their issues, problems, and decisions, and always be dead honest with them. This program
guarantees that you will succeed in your marketing, business development, and selling
endeavours because you will become of such tremendous value to your customers that they
assimilate with you and come to depend on you and your organisation. This course delivers a
unique and comprehensive marketing blueprint specifically designed to take full advantage of
Willmot’s Whirlpool Marketing System.
Every one of our training programs is uniquely designed and tailored to meet your specific
circumstances and objectives.
Topic Menu includes but is not limited to:
Identify the customers you want and
deserve.
Assess the long-term value of a client.
Determine the value of a customer
beyond direct income.
Generalise or specialise?
Strategies for isolating new targets of
opportunity.
Why you’re the best choice for your
market niche.
Increase sales or fees using 29 proven
techniques.
Thought Leadership to attract buyers.
You are in the Relationship Business.
Establish great acquisition sources and
dominate your market.
Why you must provide value early.
Attract clients to you.
Reach out laterally to maximise effort.
Develop market share without spending
a fortune.
How to win repeat business, referrals,
and recommendations.
Control selling conversations by asking
questions.
Build additional support for your work.
Rules for results in relationships and
proposals.
Selective acquisition: choose the keepers
and release the others.
How and when to raise your prices.
The hidden dangers of discounting.
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