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This well-paced, comprehensive and innovative two-day 2020 Essential Sales Skills Training workshop will focus on ensuring your future success in sales. You will achieve your maximum potential sales within 12 months. This seminar is led by a highly experienced and well known Sales Trainer, who has successfully delivered this seminar to thousands of clients nationwide. He has a track record of success and will show you how to double your sales over a very short time. He has already helped his delegates to achieve extraordinary results. He will teach you no nonsense practical techniques that have been proven to work time and time again. He will explain and demonstrate practical and straight forward sales strategies and tactics that you will be able to absorb and immediately implement within your own company to achieve instant sales success. He will motivate and inspire you to become a Sales Superstar.
A marketing strategy and sales approach, which may have worked for you in the past, can often become an outdated sacred cow. Given that change is a constant within the business world and especially in sales and marketing. Being frozen into an outdated sales approach can never be a recipe for long term success. This is why Excellence in Sales is essential to become or remain outstandingly successful company. This 2020 Essential Sales Skills Training Course will provide you with exactly the skills you need to succeed and to help your customers to their success.
Please click here to run this as an in-house course
Sales Course Overview
Modern sales is no longer about traditional selling. Today it is much more about helping people to buy, by making them feel comfortable with you, your organisation and your products or services. This requires good people skills and strong analytical skills. You need to be able to understand and to empathise with their fears and objections. You would also need to be able to identify and understand their motivating factors, their hot buttons.
A thorough understanding of customer concerns and motivation will help you to ease their fears and fan their ambitions to make the benefits of buying more tangible to them. Good selling is about inspiring and motivating other people to overcome their own objections and concerns, whilst enabling them to focus on the benefits that your products will bring to their organisation. Mastering this will enable you to perform at your sales peak.
Great sales performance creates a sense of purpose and optimism amongst your customers and clients. Team work between you and your customers is to be promoted and respected. Together you will promote the success of you, your company and the customer organisation, along with that of your customer contacts. This harnesses the energy of everybody to focus on the future collective success of the team.
Good sales people are invaluable to all companies. They increase sales, sustainable profits and customer satisfaction and retention. Everybody wins and the workplace becomes a much happier and more successful business environment.
To ensure that the delegates attending this training course will get the maximum possible benefit from their time and that the discussions will be at their most effective; the delegate numbers would normally be limited to a maximum of 12. However, for internal single company courses, if requested to do so, we would be prepared to accommodate up to 15-18 attendees.
Sales Course Content
Understanding the Sales Process
7 key sales skills
Double your sales
Liking people and them liking you
Habits and techniques of highly successful sales people
Common Mistakes to avoid
Create and enhance a successful mindset
An aura of success
Sell more by helping your prospects to solve their problems
Do not focus on selling, focus on helping
Learn the account management skills
Grow business with existing customers
The Psychology of Buying – More important than Selling
Understanding the key stages of the Buying Process
Identifying the customer pressure points
Applying leverage to achieve success
Recognising and interpreting body language
Identifying decision makers and genuine objections
Knowing when to stay silent
Let your prospect close themselves
Time Management Techniques
3 simple and exceptionally effective time-management techniques
What to do with all the extra time
Helping and Problem Solving for your Prospects
Sharing and helping instead of pressurised selling
Focus on their requirements and fulfilling their needs
Pacing the sale
Developing World Class Communication Skills
Main styles of communication
Recognise and match the communication styles of your prospects
How to listen and question effectively
Share benefits and solutions, instead of selling features and products
5 most common communication mistakes and how to avoid them
Everything has a value
Avoid giving anything away for nothing
Learn to develop win-win scenarios
Ensure that the prospects can always define themselves as winners to others
How to Successfully Handle Objections
How to make successful sales calls
Learn the difference between genuine and false objections
Not all negative comments are objections
Take away proven successful answers to many of the common objections
How to Create and Deliver Presentations that Win Business
How to design successful presentations
Learn to establish urgency in the mind of the prospect
How to prepare for and deliver successful presentations
The importance of your elevator pitch and how to develop your own
How to Create and Expand Your Sales Prospect Funnel
Learn effective cold calling techniques
How to ask for and get sales referrals
Getting referrals from your customers to achieve exponential sales growth
Planning and Controlling your sales approach
How to control the agenda
Learn the importance of identifying the right objective for your sales meeting
Steps to get to the real decision maker
Learn how to identify and deal with key influencers
How to Successfully Close the Sale
How to ask for the close
Let them close do not pressure the customer
Learning when to ask
Learning the five most effective and simple ways to close
How to close without pressuring the customer
What sales leadership is about
• A general overview of some of the crucial aspects of sales leadership.
• Why do we need sales leaders?
• Internal and external sales
Your personal sales style
• Weaknesses and strengths of your preferred style
• A personal action plan to minimise your weaknesses and to maximise your strengths
• Provide a motivating purpose – enhance the pride of your team in the value and importance of their work
• What should the values of good sales leaders be and how should they signal this?
When you leave the workshop
How to implement in your workplace what you have learnt
How to become a successful Sales Superstar
"Outstanding" Delegate Comments on the Essential Sales Skills Training
“Without doubt one of the best trainers I have worked with. He is always passionate about his training sessions and has the ability to view topics from many different perspectives.”
Simon Pickerell, Director of Synergy Sports Solutions Ltd
“By far the most enthusing Trainer I have ever had the pleasure learning from. He is passionate about delivering training to delegates with different learning styles and does his utmost to make every single learner feel valued as well as entertained! He is meticulous in his preparation and takes very seriously his responsibilities as a Trainer by trying his hardest to ensure that all learners leave his training sessions a lot more knowledgeable than when they arrived.”
Ajaz Mozher, Director of Staffroom Education
“By far the best trainer I have received coaching from. His training was very well structured, always had time for questions and had a lot of variety. He never hesitated to answer any questions and always gave an answer that helped me understand. I would recommend anyone who is new to sales or been in sales a very long time to take the course. It will really benefit you.”
Lee Fletcher, Technical Sales Manager at Systems Integration (UK) Ltd
“He delivers a truly exceptional learning experience and I found his approach unique and thought provoking…………A great outlook that inspires those that meet him……. An excellent ability to make the experience fun, whilst providing the right tools for people to always be at the top of their game.”
Daniel Palmer EMEA Business Development, Sales Representative at Salesforce ExactTarget Marketing Cloud
“Fantastic work ….. The very highest levels of integrity, professionalism and creativity….. Open to new ideas, willing to take on new challenges and gets great feedback from our clients. His ability to understand the audience and adapt to their needs is outstanding, and his enthusiasm for sharing his expertise is infectious.”
Peter Freeth, Learning Expert
“The type of trainer all businesses want, but never seem to find. The sales training is always very well received by our delegates and receives excellent feedback. He knows what he is talking about! Most importantly he really motivates our delegates. I would highly recommend him.
Zoe Moore, Training & HR Coordinator at One Way
“A confident, competent and professional trainer. He is approachable, friendly and makes the training sessions relaxed and to the point. I enjoyed working with him and I look forward to doing so again.”
Mustafa Tary, Sales Support Administrator
Sales Training Course Leaders
The Senior Course Leader is one of the most respected Sales Coaches and Sales Trainers in the UK. He has an extensive portfolio of prestigious clients. He has successfully delivered this seminar to thousands of clients throughout the UK, who have achieved millions of pounds of new sales by using the sale techniques and strategies that he has taught them. Prior to becoming one of the top Sales Coaches/Trainers in the UK he was the Head of Sales for a major UK company.
He will teach you no nonsense practical techniques that have been proven to work . He will explain and demonstrate practical and straight forward sale techniques and strategies that you will be able to learn and immediately implement within your own business to achieve instant sales and marketing success. He will motivate and inspire you to become a Sales Superstar.
The style of delivery is interactive, dynamic, fun and stimulating. This means that the delegates are fully engaged throughout the day. So the learning outcomes are highly memorable and well embedded; which means that the impact in terms of increased sales will be exceptionally high.
All of the course tutors are all very well qualified and highly experienced individuals; one of these will deliver your workshop.
Who Should Attend This Sales Training Course
This seminar/workshop is perfect for anyone and everyone who has to sell a product or service, either as their main job or as a small part of their overall management responsibilities. “Everyone in business is in sales”; the most successful businesses in the world embrace and embed this philosophy in their culture. In today’s competitive environment, selling is even more of an essential skill than previously. It has to be learned or improved upon for a business to survive and thrive. Successful businesses and those that wish to become successful understand this is a key success factor and continuously invest in constantly improving their sales and marketing skills.
This seminar/workshop ideal for those new to sales as well as more experienced sales professionals, who recognise that Sales and Marketing is constantly evolving and they wish to become even better at selling. This course will serve as an update or refresher for sales professionals and new entrants to the sales market. It would benefit:
- Those who have had no previous formal sales training
All those in both B2B and B2C sales
- All managers and directors responsible for managing a sales team
- All Key Account and Relationship managers
Senior Managers, Board Directors, Business Owners and Consultants, who have a major interest in their organisations achieving their annual growth and sales targets
- Anybody who wants to learn how to sell more effectively
The new and constantly evolving sales skills and techniques will be well covered in a practical and easily understandable way
- Those who have had no previous formal sales training
Sales Training Course Learning Objectives
By attending this workshop/course you will become an expert in:
- The mindset and skills required to become a Sales Superstar
- How to inspire yourself and others to become world class sales people
- Understanding what makes people buy and how to tap into and align yourself with those key purchasing leverage points
- How to enlist your current prospects and customers to help you find new prospects
- How to produce and deliver effective sales presentations
- How to select and use the most effective sales processes
- How to ensure your current prospects like you and want to buy from you
- Simple and extremely effective time management techniques to increase your effective selling time within a shorter overall working week
- How to successfully deal with objections and conduct negotiations
- How and when to ask for the business close and how to let your prospects close for you
- How to read and use Body Language to help close sales
- The techniques and strategies used by Superstar sales executives
Internal Staff Training and Development
This training workshop, along with most of our other best practice training workshops, can be delivered as an internal training course at your premises. Even with groups as small as 6 delegates, the course fees per person for internal training workshops can be lower than for open events. The potential savings are even greater, if the travel time and the travel costs of the delegates are included.
Running training workshops internally is very convenient many of our clients and allows the participants to explore how key issues will impact on them and their organisation. Then as a team they can begin to agree upon development action plans and assign priorities. This approach is favoured by many of our clients as it combines a high quality service with excellent value for money and is a highly effective route for staff development.
In-House Course for Staff Training and Development; Course Logistics and Fees
Certificates of Professional Development
This course is recognised for CPD purposes by most professional institutes and associations including the Law Society, the CIM, the CMI, the ICAEW, the Institute of Learning and the CIPD. Formal Certificates of Professional Development will be issued to all participants who successfully complete this course.
The workshop will consider how to best apply the knowledge gained by the delegates upon their return to the workplace. This element of the programme is designed to maximise the benefits of attending and enable participants to make valued judgements when recording CPD activities.
The ISM is the UK’s only professional body for salespeople. As a body they seek to promote standards of excellence in sales and sales management and to enhance the status and profile of sales as a profession. The ISM is recognised nationally as the authoritative voice of selling and the custodian of sales standards, ethics and best practice. The ISM is also the only membership body recognised by the UK Government regulatory body Ofqual as an awarding organisation to offer qualifications in Sales, Marketing and Sales Management.
We are applying to become an ISM Recognised Training Centre working in partnership with the ISM. The process is not yet completed, so we have yet not been recognised. Once we are recognised, we will be able to use their logo on our web site and our sales training programmes, sales training co-ordinators, programmes and courses will be confirmed as meeting the exacting standards of the ISM (Institute of Sales Management).