Professional Development

Price includes refreshments, lunch and course materials.

Level: Foundation

Key issues:

Research shows that decision makers are busier than ever in today’s competitive world, and will only take time to see sales people who can add value to their business. It is therefore essential that sales professionals understand and communicate their value proposition at every touch point throughout the sales process. This workshop will give the required skills and confidence to meet the needs of the customer in a straight forward, understandable and motivational manner so that every sales opportunity is maximised.

The purpose of this course:

The practical nature of this course will improve your confidence and sales ability through knowledge and understanding of the whole sales process.

Who this course is for:

Anyone seeking to improve selling skills will relish this customer focused and participative workshop. It will provide benefits for both experienced sales people who wish to refresh their skills, and is ideal for those new to sales wishing to increase their confidence and learn how to maximise every sales opportunity.

Benefits for your organisation:

This workshop will give your sales staff the necessary skills, positive attitude and knowledge to work effectively in today’s changing world of sales. It will allow them to return to the workplace and implement the learning immediately, giving quick and positive results.

Benefits for you as an individual:

Delegates will benefit by understanding the simple processes that lead to increased sales through new and repeat business. You will benefit from the opportunity to use your own company-specific experiences throughout each session, developing a clear understanding of how each process relates to your circumstances. The open and participative style of this workshop will ensure that the skills learned are remembered.

You will learn how to:

• Become one of the top 20% of sales people by improving your personal attitude, skills and knowledge
• Compile a quality prospect list and monitoring form which can also be used to identify trends and the strengths and weaknesses of your own activity.
• Understand what is required in the new era of selling
• Create your own ‘value proposition’ to enable you to clearly communicate how you can add value to your customer’s business
• Write effective e-mails and letters which will catch your prospect’s attention.
• Make successful telephone calls which will lead to more quality appointments
• Implement a tried and tested sales process that will maximise sales opportunities
• Ask effective questions that will reduce objections and increase sales
• Professionally identify the needs of the customer, match with a suitable solution and close the sale
• Use a very simple process to anticipate and deal with any objections that may arise
• Truly differentiate yourself from the competition

Course content:

• How to become a member of the top 20% of sales people
• How to create a quality prospect list/monitoring form which can be used to improve business
• The necessity of the value proposition in the 21st century
• How to identify the decision maker
• Effective e-mail and letter writing
• Successful telephone calls to make more appointments
• The effective sales process, including preparation, opening the meeting leading the discussion, effective questioning, advancing the process, ’The Match’, closing and handling objections
• True differentiation
• Make the difference and take action in the workplace

Pre and post learning support:

If applicable please bring to workshop:

• Annual sales target with results to date.

Following the workshop it is imperative that a meeting is arranged with your line manager to discuss:

• The learning from the workshop and the specific action you are going to undertake.

To take away from the course:

• Company specific value proposition
• Example of e-mail/letter
• Framework for effective telephone calls
• Template for effective sales process
• Action plan to be implemented in the workplace

Professional Standards

All of our sales courses are based on MSSSB National Occupational Standards ensuring that sales people at all levels of seniority gain practical skills that employers require to improve business performance.