The Sales Excellence Award is split out into 5 modules:
Module 1 – Get Focused For Selling
Module 2 – Successful Cold Calling
Module 3 – Successful Sales Interactions
Module 4 – Understanding Buyers
Module 5 – How To Gain An Unfair Advantage
The Award is split up into 36 bite sized sessions that you can work through on your desktop, mobile or tablet.
Each session lasts no longer than 5 minutes and is focused on providing you with techniques and strategies that you can use immediately.
At the end of each module are some interactive exercises for you to complete – this helps to embed the learning and at the end of the course there is a 20 question multiple choice assessment which leads to the certification.
You can have up to 6 months to complete the content in the course and you can take the assessment at any time.
The Sales Excellence Award is accredited with the Institute of Sales & Marketing Management.
Module 1 – How To Get Focused For Selling
These sessions are all about getting your mindset right.
They are about getting focused and ready for the job at hand including that all important planning and preparation.
Here’s what you’ll cover…
- Understand the DNA of the modern day buyer
What animal are you dealing with today? Why are they so different? How do they make their decisions? What has caused this change in the balance of power?
- The mindset and approach you need for sales success
Just why are some sales people more successful than others? What mindset and approach do you need before you make that call or walk in the door?
- The pull don’t push attitude
Why you should pull out problems and then solve them. Why “show up, throw up selling” does not work. Learn what it takes to pull out needs, wants, desires and how to surface pain!
- Planning and preparation masterclass
Do you really plan out what you’re doing? Why planning is vital to your success. Work through a checklist so you’ll always have your bases covered.
- Know your stuff
Cover the 4 areas where you will need to “know your stuff” and have expert knowledge and awareness in. Learn how to become a true expert and the the little areas of knowledge that your competitors will be found wanting in if you can cover them off.
- How to manage your state
There are more ups and downs in selling than in any other profession – learn how to manage the peaks and the troughs by managing your emotions, your mental state and overall attitude during these times.
- How to reframe a sales situation
Do you have a phobia with certain types of clients? Do certain situations make you feel uncomfortable? Learn how to reframe and reposition your mindset to deal with these occurrences and come out smelling of roses!
Module 2- How To Plan Out And Make Successful Cold Calls
These sessions are all about learning modern, up to date techniques and strategies to make successful cold calls whether that be setting up appointments or closing a direct sale over the telephone.
Here’s what you’ll cover…
- Pre call planning and objective setting
You might be making cold calls but don’t go into them cold yourself! Know your goals, plan of attack and how you can set yourself up for success, or failure by how you prepare and plan things through. You’ll cover a planning cheat sheet to use every time you make your calls.
- Opening is the new closing
You’ll never get to the close if you can’t open your calls in the right way! Learn how to use a little known secret in your opening that will distinguish yourself as different to all of the other cold callers out there.
- How to identify a gatekeeper screen
Love them or loathe them but the business prevention team play a vital role in your success! Learn how to identify if you’re being played by the gatekeeper. Understand the different types of gatekeeper screens that they use and what to listen out for.
- How to get through a gatekeeper screen
After you’ve identified whether a gatekeeper screen is being used, you then need to know how to get through them. Learn 2 specific tactics on how to get past the Guardians of The Gold! Learn how you need to come across so that the gatekeeper has no other option but to put you through.
- How to overcome objections
Learn how most objections come about over the telephone – it’s not what you think! Cover the 3 most critical areas to focus upon if you are to make sure that any objections do not arise in the first place!
- How to cement your appointments in stone
On this track you’ll cover how to make sure that the meetings that you set up actually go ahead by using the C.E.M.E.N.T process. Listen to actual examples of how this is done and simply copy!
- Successful follow up calls
Discover why saying “Did you read the information I sent you?” is the worst possible thing that you can say when following up with prospects and clients. Learn exactly what to say and how to say it with real LIVE examples to make sure that you take your prospect to the next stage of your sales process.
- How to sell an appointment
You’ve been taught that you need to “sell appointments” right? Well, how can you do this exactly? You’ll be able to set up more appointments than ever before with the techniques and the strategies I’ll be covering.
- How to make a direct sale
Closing down a prospect there and then over the telephone is tough. Discover what you need to cover and how to cover it so you can make your close just a natural extension to your call.
- On your way to the phone
This session is a 5 minute pre cold call warm up that will get your head into gear! Listen to this session as I cover everything you need to have and be prepared for your cold calling session. You can pop me on before you make the calls and you’ll be ready for action!
Module 3 – How To Plan Out And Make Successful Sales Interactions
Throughout these sessions you’ll cover what it takes to deliver interactive and compelling sales interactions when face to face with your prospects and clients.
Here’s what you’ll cover…
- Pre meeting mindset and objective setting
A lot of your success will be determined before the actual meeting takes place. Learn what to think and how to prepare for your sales interaction. Learn a check list to make sure you are ready every single time.
- Top questions to use to uncover needs, wants and pain
No, I’m not going to cover boring old opening and closed questions – zzzzzzzz! Instead I’m going to cover the 3 types of questions that will open up your prospects like a can of baked beans! Soon, they’ll be talking about the pain and their hurt. After all, you need a problem to solve right?!
- Presenting with impact
Learn how to present your products and services with impact. By following my guidance and approach you’ll come across as a bona fide expert, covering objections before they arise in a really productive two way dialogue.
- Planned not canned presentations
You don’t want to sound like a robot during your presentations! By following my formula for your sales interactions you’ll have specific objectives and goals in mind for each stage of your presentation/meeting. Your meeting will sound “off the cuff” even though it’s very well planned and you’ll have a specific roadmap from the time you enter the room to the time when you leave.
- How to frontload objections
You know what objections are coming! I’ll show you a technique to understand when they surface and how to shoot them down before they rear their ugly head!
- How to respond to objections
In the unlikely event that you are faced with objections after having worked through the previous session, I’ll show you a surefire 3 step formula for responding to any objection that comes your way. It’s easy to remember and has a great impact.
- How to offer discounts without losing your shirt
Learn the P X 2, V X 1 formula for giving discounts. You’ll discover that by using this specific response you’ll not have to cave in and give discounts at the drop of a hat.
- On your way to the meeting
As you’re driving to your next sales meeting, slip this session on and I’ll make sure you are ready for success. I’ll cover what you should have done already and need to do in this upcoming sales interaction to get the business.
Module 4 – How To Understand Where Your Buyer Is Coming From
These sessions are designed so that you’ll build up an unrivalled knowledge and appreciation about your buyers.
You’ll understand how they process the information that you give to them, what the world looks like according to them, how they make their buying decisions and what type of personality they have.
Here’s what you’ll cover…
- Better the devil you know…
During this session you’ll cover the 4 main buyer types you’ll come up against and how to sell to each one. Ranging from the “know it all” through to someone who is as quiet as a church mouse you’ll soon have some methods on how to approach each one.
- How to use emotion and logic to influence
We all know the role that emotion and logic plays in the selling process but how, exactly, can we use this? I’ll show you the importance of designing your ESP’s (emotional selling propositions) and how to use these in your interactions. USP’s are usually not as unique as you think! ESP’s will get the job done everytime.
- Understand how your buyers think
How beneficial would it be if you could slice open your prospect’s brain to see how they think and then you could present your information in such a way that would really be on their wavelength? Useful? You bet! This session will show you what to look for and what to do so you can achieve just that (without having to resort to the slicing obviously!)
- Understand how your buyers process information
Learn 4 specific preferences that your buyers have in the way that they take in information and make decisions. You’ll cover strategies on how to deal with each one so you really hit home your messages.
- How to build effortless rapport
Building rapport is vital. But it’s more than just matching and mirroring body language! Your prospects can see straight through that! Instead I’ll be covering how you can pace alongside your prospect in your discussions and then take over the lead so that they follow you!
Module 5- How To Gain An Unfair Advantage Over Your Competition
This module covers all of the techniques and methods that will really get you ahead of your rivals. Some of the approaches and ways of thinking are brand new and will set you apart from the rest.
Here’s what you’ll cover…
- Understand your numbers for accelerated results
This session covers the essential ratios and numbers of your selling. I’ll cover the SOS (Science of selling) and how to use this. I’ll uncover a little, unknown approach that will be a real eye opener to the way that you sell.
- Speed gives you an immediate advantage
Your prospects are under pressure, are time poor and have many different activities that are competing for their attention. I’ll show you why it’s important that you can move fast in the current economic climate and why this alone will win you deals no matter how good you are at selling.
- How to remove competitor solutions from the equation
It’s very rare that you’ll be the only supplier that your prospects are looking at. During this session I’ll be covering how you can remove these other solutions from the equation in your sales interaction and how to do it in the right way.
- How to BASH the competition without bashing them
There will be times when it’s a straight dog fight between you and the competition for a piece of business. I’ll show you exactly how you can bash them over the head in such a way that you’ll position yourself as the only viable choice.
- Getting your foot in the door when there’s an existing supplier in place
“We’re using someone already and we’re really happy” Sometimes there’s not a lot to follow that! I’ll show you an unknown and hardly ever used approach that will get your foot in the door and then of course, it’s upto you!
- Keeping your prospects warm during longer sales cycles
You’re waiting on a decision and the sales cycle is coming to a grinding halt… now you don’t want to keep pestering them with calls and emails but on the other hand you want to keep in the front of their minds. During this session you’ll discover what you should do during this often frustrating time that will ensure that you’ll be the supplier they choose because everyone else is becoming a right nuisance!
- How to turn from sales person to trusted advisor
You’ll learn how to position yourself as an authority in your field so you gain instant credibility and expert status. You’ll learn techniques and approaches on how to rise above the other sales people who are out to eat your lunch. Your prospects and clients will soon be asking for your advice and that’s when you’re classed as a true advisor!
- How to respond to the economy excuse
You’ll be hearing a lot about this one at the moment but just how can you reply to these “econojections”? I’ll be telling you exactly how to respond to all of the economy objections and excuses that you face.