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Many sales people are stressed and frustrated because they struggle to fill their pipeline with quality prospects on a consistent basis. They fear the phone to make appointments and often rely on inbound leads which they struggle to convert into high paying clients. When they do get appointments, they often come up against the price objection or “I want to think about it” objection and come away dejected and miss the revenue requirements of the company. This course will give sales people the confidence and skills to bring in sales on a consistent basis. Sales from clients who will go on to give repeat and referral business…. CONSISTENTLY.

Who should attend?

Sales people selling to bigger businesses. People new to sales or with limited sales experience or those who’ve been in a sales position for years and want a to bring their selling skills up to date to achieve success in this changing world of sales.

Learning outcomes

• Understand the psychology behind selling to improve your levels of success.
• Identify opportunities to find new customers.
• Compile a quality prospect list and monitoring form which can be used to analyse business and identify the strengths and weaknesses of your activity AND develop your business in the future.
• Create your own value proposition to enable you to clearly communicate how you can add value to your customers business.
• Write emails that will be read and responded to and make phone calls that will results in an appointment.
• Understand and be equipped to implement a tried and tested sales process which will maximise every sales opportunity.
• Ask effective questions which will lead to a reduced level of objections and an increased level of 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 and increase repeat and referral business.

Course Dates

Start Date Days Location
24 Sep 2019 1 London
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16 Oct 2019 1 Manchester
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03 Dec 2019 1 London
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Course Director

Dylis Guyan

She has more than 29 years experience in the sales and marketing environment. 14 of those years were spent in the Financial Services Sector. In 2000, she set up her own company working with businesses to increase sales revenue by attracting, converting, and retaining more of their ideal clients. Key client include; Barclays Bank, Barclaycard, Aviva, Zurich, Thorntons PLC, The Post Office, Royal Mail and many more SME businesses.


Is this course right for me? To speak to one of our Learning Advisors, call us on +44 (0)1628 427360 or complete the form below.

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