Core Sales Skills – Level 1

Course Information:

Venue:Duration:Date:Price:
Online 20 hours Flexi-date£2,750.00
In-House Agreed with client FlexiblePOA
London 5 days 4 March 2024£4,250
London 5 days 24 June 2024£4,250
London 5 days 28 October 2024£4,250

If you are unable to attend this course on the dates above, please contact us to discuss alternative options.
Please note that prices shown above are exclusive of VAT (20%).

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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

    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





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    Core Sales Skills – Level 1

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