Core Sales Skills – Level 1

2021 Course Information:

Venue:Duration:Date:Price:
Online 12 hours Flexi-date£1,750.00
In-House Agreed with client FlexiblePOA
London 5 days 28-Jun£3,050.00
London 5 days 01-Nov£3,050.00
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    LCT 2021 Brochure Download
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    LCT 2021 Brochure Download
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    Who should attend?

    • Sales Executives and Sales Representatives
    • Sales Team members
    • Sales Account Managers
    • Employees working as sales support staff and/or sales admin
    • Customer Services Staff moving into a sales role

    Accreditations

    Outcomes

    • Develop the key skills of successful sales people
    • Understand the sales process and improve their sales performance and results
    • Understand features and benefits of their products/service
    • How to identify and relate that to client/customer needs
    • Explore buyer motivation and discover how psychology affects winning or losing a sale
    • Tailor their selling style to meet any situation and becoming more client/customer focused
    • Overcome objections and win over sceptical buyers
    • Improve communication and influencing skills

    COURSE TOPICS:

    Selling – An Art or a Science

    • Through interactive learning delegates will explore the factors that make excellent sales people
    • How to raise personal standards in order to encourage profitability
    • Do you use a ‘hunter’ or a ‘farmer’ selling style?
    • The background of selling and defining your role as part of the organisation’s mission
    • How to use persuasion without crossing boundaries

    Effective Planning and Prioritising

    • Account analysis, planning and time management
    • How to plan your territory more productively
    • Prioritising prospects well to ensure more consistent sales conversion ratio
    • Meeting and diary management and increasing opportunities for new business
    • Strategies for hitting and surpassing your targets
    • Researching into client, the global, market and customer spheres
    • Identify key trends in the marketplace

    Making Lasting Impressions

    • Tuning in to your client’s mindset and building trust
    • Generate influence through matching body language and increased personal credibility
    • Apply the ‘Aristotle Principle of Persuasion’
    • Becoming a positive reference top your client and building more loyalty and sales compared to your competitors
    • Becoming a better communicator using positive unconditional regard (Rogers and Carnegie)
    • Personal psychometric profiling

    Overcoming Objections

    • How to deal with client objections and still get the sale
    • 7 steps to maintain calm in adverse selling situations
    • How to use objections as a basis to develop the sale into a mutual beneficial outcome
    • Maintaining professionalism during the sales process to create a long term focus while gaining short and mid-term wins
    • Dealing with client excuses of not buying and delaying strategies

    Winning the business

    • 10 closing styles to suit your personality and clients buying style
    • Overcoming any fear or asking for the business
    • Dealing with delayed sales proposals
    • Practical exercises to practice getting the sale with confidence
    • Creating a clear vision for yourself using positive psychology