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Core Sales Skills – Level 2

Course Information:

Venue:Duration:Date:Price:
Online 12 hours Flexi-date£1,750.00
In-House Agreed with client FlexiblePOA
London 5 days 14-Mar£3,500.00
London 5 days 04-Jul£3,500.00
London 5 days 7-Nov£3,500.00

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    Who should attend?

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

    Accreditations

    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

    Strategic Sales

    • Motivating yourself and your team to be results focused
    • Dealing with ‘C Level’ selling – selling to the board
    • Getting ‘buy in’ for internal stakeholders to improve strategy
    • Increase conversion ratios and customer feedback ratings
    • Create a success roadmap
    • Develop your own personal development plan for post course success





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