Core Sales Skills – Level 2

Course Information:

Venue:	Duration:	Date:	Price:
Online	20 hours	Flexi-date	£2,750.00
In-House	Agreed with client	Flexible	POA
London	5 days	11 March 2024	£4,250
London	5 days	1 July 2024	£4,250
London	5 days	4 November 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%).

Who should attend?

Sales Executives and Account Handlers
Sales Managers, Operations Managers and Account Managers
Customer Service Managers and Relationship Managers

Outcomes

Move towards a ‘consultative selling model’ from ‘transactional selling’
Build lasting relationship with clients
Develop key accounts, strategy and plan
Identify the root causes of issues with clients and offer the best solutions/services
Mix elements such as influence, product knowledge and people skills to increase success of sales
Use market and competitor knowledge to get the lead and generate the best solutions
Develop strategic customer relationship management
Create a personal development plan

COURSE TOPICS:

Key principles of Selling

Increasing opportunities for new business
Strategies for hitting and surpassing your targets
Developing streams of income: New business vs. Existing customers
How to deal with client objections and still get the sale
Maintaining professionalism during the sales process to create a long term focus while gaining short and mid-term wins
Apply the ‘Aristotle Principle of Persuasion’

Sales Presentation and Pitching Mastery

How to be more effective and charismatic during sales presentations
How to deal with presentation challenges for individual client meetings vs selling to a procurement team
How to bring separate viewpoints together to still leave with a sale
The elevator pitch
How to present more confidently and describe your products and services using customers’ needs
Moving from transactional selling to consultative selling
Practical exercises and coaching to help you grow and improve

Relationship Building

Become an a trusted advisor to your client
Using advanced influencing skills to connect to your client and get them to reveal more
Selling across different cultures, code and practices
Understanding your personal brand in sales
Mastering emotional intelligence and positive psychology
Explore psychometric profiling of yourself and clients
Making a plan to increase loyalty and pin that to profitability
Feedback of individual strategy assignment

Dealing with Difficult Clients

Problem clients and handling the effects of their action/inaction
5 different types of difficult buyers
5 things you must never do while handling a customer objection
Winning back lost business and raising the stakes
Using refined communication strategies of world’s leading business coaches and entrepreneurs to deal with any problem
Buyer’s expectations of suppliers