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Essential Selling Skills Coventry

Become A More Effective Sales Person

Essential Selling Skills Coventry

Become A More Effective Sales Person By Receiving A Thorough Grounding
In All Of The Main Essential Skills Of Selling & Closing Business

2-Day Essential Selling Skills Open Course

Course 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.

The course is a formally endorsed qualification by the ISMM and upon attending the course you will receive the “Selling Skills Professional” certificate from the ISMM.

ISMM endorsement is the industry recognised benchmark for high quality sales training programmes.

Supported by their quality assurance system, endorsement confirms that our training programme is professionally designed and delivered to exacting standards.

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 & 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 & The Day Ahead

How To Overcome Objections & 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 & 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 & 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.

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

 

 

Delegate Comments

ESS-Testimonials-1

 

 

Your Course Leaders

Stewart Ball Profile Pic      John Alexander_edited-1   Scott Rumsey Profile Pic

Feedback From The Last 72 Sales Professionals Who Attended This Course

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Locations

Click on the images below to download more information about our training venues, including directions to these locations:

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Start/Finish Times:

Start: 9.30

Finish: 16.30 – 17.00

Course Fee:

The course fee is £525 + VAT 

The Essential Selling Skills Course is a formally endorsed qualification by the ISMM and upon attending the course you will receive the “Selling Skills Professional” certificate from the ISMM.

Included Within The Registration Fee:

  • Course manual
  • Course materials
  • Buffet lunch
  • Servings of tea and coffee throughout the day
  • ISMM “Selling Skills Professional” certificate
  • Unlimited email and telephone support from your trainer after the course

 

Booking Information & Questions

CALL US

0800 849 6732

EMAIL US

train@mtdsalestraining.com

BOOKING FORM

Booking is really simple. Just complete our online booking form below or you can download it in WORD.

We will then send you a confirmation email, invoice and joining instructions. There is the option to pay via invoice or by card.

 

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 the following unique support options that are available to you.

3boxes750

6 Months Of Unlimited Email & Telephone Support

During the programme and for 6 months thereafter you can email or call 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 difficult 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!

 

Online Audio Seminars

We will also give you access to 5 x 25 minute audio sales seminars that you can listen to at your desktop through the internet or download as an MP3.

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.

 

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

 

4-Part Video Series

To keep you sharp straight after the training, you will be sent a 4-part video series.

Each video is less than four minutes long and cuts straight to the chase providing you with actionable tips and techniques that you can use at work.

 

6 Months Access To The MTD Sales Academy

All delegates receive 6 months access to our online sales training academy (http://www.mtdsalesacademy.com) that has over 80 videos, audios, cheat sheets and guides to help them embed the learning back at work and they can dip in and out of the academy when they need to.

 

Booking Information & Questions

CALL US

0800 849 6732

EMAIL US

train@mtdsalestraining.com

BOOKING FORM

Booking is really simple. Just complete our online booking form below or you can download it in WORD.

We will then send you a confirmation email, invoice and joining instructions. There is the option to pay via invoice or by card.

Make An Enquiry

If you've got any requirements in mind please call us on 0333 320 2883 or complete our enquiry form below and we will get back to you with some options.