"Essential Selling Skills"

A 2-day workshop where you will learn how to...

Become A More Effective Sales Person By Receiving A Thorough Grounding In All Of The Main Essential Skills Of Selling, How To Overcome Those Objections And How To Close More Business

Overview

This course is designed to provide you with the essential techniques and strategies to understand the sales process and how to overcome objections so that you will close more sales and exceed your targets.

Who Will Benefit From The Course?

• Field sales people
• Business to business sales people
• Sales people who have had no formal training on the subject before
• Sales people who need a refresher and need to get "back to basics" and refocus their time and effort
• New sales people
• Client relationship managers
• Account managers
• Business development managers
• Commercial managers

What Will You Gain From the Course?

• Learn the difference between an average sales person and a superstar sales person
• Learn how to identify the specific needs of your client and how to match these with what you are selling/offering
• Learn how to prepare for sales presentations and calls
• Learn how to overcome objections and excuses in a positive and influential manner
• Learn how to build up credibility and "likeability" from your prospect
• Learn how to elicit your prospects needs and desires and how to read these
• Enhance your questioning and listening skills
• Learn how to use body language and non-verbal communication to your advantage - how to influence your client without them knowing!
• Learn how to understand the motivations of your prospects
• Learn techniques of how to get to that "YES" and close the sale
• How to get your point across without the waffle
• Learn how to build effortless rapport with your prospects
• Learn how to make that positive first impression
• Learn how to generate business over the telephone

Course Agenda

Day 1

Introduction & Objectives

How To Be A Superstar Sales Person

We start by looking at the differences between average sales people and those that are at the very top of their profession. What makes them so special? What makes an outstanding sales person? Learn the mistakes to avoid as well!

Understanding The Sales Process

Learn the different stages of the sales cycle. How is a sale made? What will influence a decision? How buying decisions are processed in our prospect's brain! What you need to do in order to influence their decision.

Lunch

Learning How To Understand Your Prospects Needs

Learn how to step into the clients shoes and see the situation from their position. Learn how to adapt your approach based upon what they want.

Learn how to position yourself, your company and your product in light of what they want and how they want it.

The Techniques and Communication Skills of Superstar Sales People

Learn how to ask the right questions at the right time. Learn different selling techniques and models. Consultative and collaborative selling models.

Learn how to listen attentively and use the information that the prospect gives you to your advantage. Learn how to read body language and buying signals. Learn how to build effortless rapport with your prospect.

Close

Day 2

Recap And The Day Ahead

How To Overcome Objections and Excuses

Learn how to overcome the negative responses that you receive from your prospect and how to turn these around into positive situations. Learn how to overcome price objections, learn how to overcome stalling.

How To Get To The Close and Ask For The Business

So many people feel uncomfortable asking for the business but this need not be the case. During this session you will cover some strategies on how to

identify buying signals, know when is the right time to close and how to close down more prospects than you ever have before.

Lunch

How To Make Effective Sales Presentations and Sales Calls

Learn how to plan out and structure sales presentations, sales calls and talks. Learn how to work out what to focus on and what style to deliver the presentation in.

Business Development Over The Telephone

How to generate leads and appointments over the telephone. Cold calling techniques, essential telesales skills, opening statements, how to get through the gatekeeper. What to do if you are going down a dead end.

Actual words, sentences, terminology and phrases to use - we'll give them to you! What to do if your mind goes blank. Responding to objections & excuses

How to respond over the telephone to responses like:

- "I haven't got the time"

- "Call me back later"

- "We are using someone else"

- "We don't have the budget"

- "I'm not interested"

- "Just send me some information"

Close & Actions

Your Course Leaders

Feedback on our trainer from our last course. (13 delegates, maximum score 130)

Click here for BOOKING FORM

Client Comments From Previous Open Courses:

"The sales course was dynamic and very beneficial. I was struggling to make sales before but now I feel really confident that when I get back to the office I'll be able to improve upon my figures"

Grace Mupfurutsa - Sales Liaison Manager - Churchill London

"10 out of 10. The application of the techniques will improve every aspect of my sales cycle as a whole. All I can say is that at not one point of the course did I want to be anywhere else, it was engaging and fun. My idea of how education should be!.

Jamie Gow - Sales Account Manager - NJW Ltd

"The whole course was excellent and I really enjoyed the areas that will help me to communicate with the customer. Mike was excellent at helping everyone from all different backgrounds of knowledge regarding sales. I also really enjoyed the fact I feel I can always stay in touch if I need any assistance."

Tom Astles - Sales Manager - Inroads International

"I now feel I have the confidence to go out, get business and close a deal. Mike was well spoken and helped me understand the subjects that I found tricky"

Ronnie Slater - Print and Production Assistant - SMR Creative

"The trainer kept the subject matter fresh and made it relevant to all participants. I specifically liked the section on questioning techniques and understanding the needs of my clients and then presenting my product and services in light of this"

Georgia Hellend - CRM Manager - HCML Ltd

"The course formalised selling into a process which I could easily understand and pathed the way for long term sales success. Mark was enthusiastic (not overly so) and inspirational"

Paul Callaghan - Sales Engineer - Ably Shelters

"Your trainer was very good. The course was well presented and very relevant to my role as a sales director"

Paul Getland - Sales Director - NJW Ltd

"Thanks for the course, it was great. Rest assured, I wouldn't have any problems recommending the course to my fellow colleagues. I found it extremely useful and thought provoking and thought the course leader was a great facilitator and tutor"

Garry Cochrane - Account Manager - Fine Ltd

"There were no switch off spells as the course was excellent. The presentation style was both friendly and humorous. I now have a method of structuring my management style and have a great understanding that different people need to be motivated in different ways"

Bakhtiar Hanan - Head Of Buying - Videogames - Toys R Us

"This course will give me the competence to succeed and was exactly what I needed. I now understand my buyers a lot better and I have improved my questioning skills so much. Mark was excellent with a thorough knowledge of the subject - it was great fun with a nice bunch of people too"

Parminder Singh - Industrial Sales Co-Ordinator - Rotherham College

"This course was very useful and enjoyable. I got some great ideas from it which I will easily be able to into practice. I loved the idea of letting the client buy from me rather than actually selling to them"

Max Raja - International Media Executive - Air Transport Publications

"Mark made the course very interesting the whole way through and he kept our energy levels high all day. The course was practical, well structured with lots of great techniques and frameworks to use"

Paul Jackson - Management and Sales Advisor - IPF

"It was great to understand why people actually buy from you. I will now conduct better customer analysis before my face to face sales meetings. Overall the course was excellent and I would highly recommend it.

Barry Crossman - Sales and Product Specialist - Dot Medical

"All of the course was excellent and illuminating. Possibly the most immediately applicable benefit for me was to think of my products in terms of emotional benefits to my customers. Mark was extremely competent and supportive"

Max Davies - Marketing Manager -  Electromorph

"Mark was very confident and has motivated me to put the techniques into practice. The interaction of the group was great and the whole course allowed me to really understand the whole sales process"

Andy Tierling - Customer Account Manager - Documation Software

"The course was very beneficial to me and has given me the confidence to succeed with my selling. Mark was very welcoming and had a great knowledge of the subject. The training was very practical and I enjoyed all of it. The difficulty before was in closing deals which now seems very simple"

Anthony Hodgson - Business Manager - PM Group

"The trainer was perfect in his approach. He was patient, personable and his knowledge was second to none. I am now firing on all four cylinders and I'm really looking forward to "getting out there" and taking the company I work for to new heights"

Gavin Yarnold - Sales and Marketing Executive - Artwork Creative Ltd

"I definitely found the course beneficial. It has given me a new found clarity in what my goals are and what I want to achieve in my sales career. Excellent application of course content and met my personal sales needs. The section on how to work questions to suit my clients will really help me act accordingly in sales meetings. I will not be able to meet my customers requirements more efficiently and increase client base and sales turnover"

Ashley Quarterman - National Sales Executive - RHL

"The course will be of great benefit and use to me. I learned a lot from it. The facilitation was very good. 10 out of 10 all round!"

Laura Peacock - Sales Advisor - Ask Alix

"I have been on training courses before but this was by far a lot superior and informative. This was down to your trainer and the way he trained us during these two days. Overall, the course was extremely beneficial and I feel more motivated and confident"

Tim Shaw - Woodmansterne Publications

Locations:

Crowne Plaza Heathrow

Stockley Road, UB7 9NA

2 minutes off Junction 15 of the M25

(click above for location details)

Crowne Plaza Manchester Airport

MTD Training Centre, Business Innovation Centre

Binley Business Centre, Harry Weston Road,

Coventry, CV3 2TX

5 minutes off Junction 2 of the M6

(click above for location details)

2010

18th & 19th March 2010

Crowne Plaza - Manch. Airport

SOLD OU T

13th & 14th May 2010

Crowne Plaza - Heathrow

2 PLACES LEFT

17th & 18th June 2010

Crowne Plaza - Manch. Airport

4 PLACES LEFT

24th & 25th June 2010

Crowne Plaza - Heathrow

5 PLACES LEFT

9th & 10th September 2010

Crowne Plaza - Heathrow

8 PLACES LEFT

23rd & 24th September 2010

Crowne Plaza - Manch.Airport

8 PLACES LEFT

Crowne Plaza - Heathrow

10 PLACES LEFT

18th & 19th November 2010

Crowne Plaza - Manch. Airport

10 PLACES LEFT

9th & 10th December 2010

Crowne Plaza - Heathrow

10 PLACES LEFT

Course Fee:

£495 + vat

Click here for BOOKING FORM

Included Within The Registration Fee:  

• Course Manual
• Course Materials
• Course Certificate
• 3 Course Buffet Lunch In The Concha Grill Restaurant
• 3 Servings Of Tea and Coffee (one with biscuits, one with cookies and one with pastries)
• Unlimited email and telephone support from your trainer after the course

Require Accommodation?

We have negotiated special discounted rates with the Plaza if you would like to stop there. After you have booked we will send out the joining instructions to you that will also include a special password to quote to the Plaza bookings team that will entitle you to a 20% discount.

Alternatively we can provide you with a list of alternative hotels in the area that caters for all levels of budget.

Next Steps & Booking Information

Questions/Queries

Call us - 0800 849 6732

Email   - train@mtdsalestraining.com

Booking

If you would like to book a place on a course please either complete the online booking form at the bottom of this page or download our Booking Form (Word Format) and email it back to us.

We will then send you a confirmation letter, invoice and joining instructions.

You can pay through invoice or credit card.

PDF COURSE BROCHURE

BOOKING FORM

On-Going Support After The Workshop

After we have delivered your programme we do not just shake hands and take your money. We like to offer you some ongoing support.

Included within the cost are 3 unique support options that are available to you.

6 Months Of Unlimited Email Support

During the programme and for 6 months thereafter you can email your programme leader as many times as you like for help and guidance.

You might be implementing a technique and have a question to ask about it or you might have some dfficult sales meetings coming up - no matter what the situation your course leader is on hand to help you.

After all, we appreciate that the learning event is just the start of the process!

Email Support

- Each delegate will receive a unique email address to write to if they want some tips and help - train@mtdsalestraining.com

20 Online Audio Seminars

We will also give you access to 20 audio sales seminars that you can listen to at your desktop through the internet.

Each audio seminar has a short and snappy sales technique that will get you thinking about what you are doing and how you are doing it. Each seminar lasts for around 5 minutes and has a document to download as well.

Weekly Sales Tips Newsletter

You can also have the option to sign up to our weekly "Sales Tip" newsletter that will be delivered to your inbox.

Each "Sales Tip" will cover topics such as:

•  Effective communications sells

•  Closing skills

•  Up-selling and cross-selling

•  Self-confidence

•  Buying signals

•  Questioning skills

•  Listening skills

Next Steps & Booking Information

Questions/Queries

Call us - 0800 849 6732

Email   - train@mtdsalestraining.com

Booking

If you would like to book a place on a course please either complete the online booking form at the bottom of this page or download our Booking Form (Word Format) and email it back to us.

We will then send you a confirmation letter, invoice and joining instructions.

You can pay through invoice or credit card.

PDF COURSE BROCHURE

BOOKING FORM