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Online free Pre Course Assessment
(Requires user login - free
registration here)
To request the paper assessment
form email
customerservice@salessense.co.uk.
Learn the proven sales
methods and practices of the world’s top sales performers. Adopt the habits
of the top five percent. Focus only on worthwhile sales that you can win and
quickly disregard those that you can’t win, or won’t be worth the effort.
Practise with frameworks that empower you to read people and situations.
Absorb the secrets of influence and persuasion. Learn how to call high and
get a hearing. Learn a powerful consultative method that turns sales
campaigns into customer-vendor collaborations. Advance your ability to handle
objections. Learn how to win more competitive sales when closing makes a
difference. Book on this course to advance your sales career.
Who Should Attend
Those charged with selling complex products or
solutions to other businesses who have at least two years commercial
experience will benefit most from this course. We designed this course
for established sales people who want to achieve better results.
Have us call you
Course Objectives
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Explain how top business to business
sales people consistently outperform their peers, whatever their
circumstances.
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Provide frameworks, methods, and tools
that guide sales activities, increase productivity, reduce the sales
cycle, and improve forecast accuracy.
-
Illuminate advanced communication skills
and provide an opportunity to practise them.
-
Study the application of persuasion and
influence in sales situations.
-
Apply a step by step method for gaining
more access to senior people.
-
Practise a solution orientated,
consultative style of selling that turns the sales process into a
collaboration, rewarding both buyer and seller.
-
Present and test planning tools and
explain how to use planning to shorten sales cycles and increase chances
of success.
-
Communicate the fundamentals of
effective negotiation and provide an opportunity to practice them.
-
Explain a tried and tested method
handling objections and test it on the most awkward objections
imaginable.
-
Differentiate ‘closing’ from asking for
the order and study how to prepare for a ‘close’ should it become
necessary.
Course Contents
Understand Sales Excellence
• Change paradigm for performance
increase
• Seven characteristics and habits of
top performers
• Seven keys to sales mastery
Sell More Immediately
• Up to 25% increase without developing
new skills
• Pick more winners using a proven
quantitative analysis
• Accurately predict sales outcomes
Upgrade Communication
• Increase personal impact
• Win trust faster
• Build stronger relationships
Choose Your Unspoken Message
• Project the right unspoken message
• Read other people’s silent signals
• Build rapport faster
Adapt for Different People
• Identify your own personality style
• Recognise the different personality
styles of others
• Adapt your natural style to enhance
rapport
• Identify personality led buying
preferences
Make a Habit of Achieving Targets
• Pay attention to the right sales
activities
• Recognise the right prospects
automatically
• Tune your methods to deliver better
results in less time
Understand Influence and Persuasion
• Learn Aristotle’s three tenets of
persuasion
• Learn Cialdini’s six weapons of
influence
Get Through to Senior People
• Call high and get through more often
• Gain a hearing when get through
• Know what to say next
Passive Persuasion
• Develop advanced questioning skills
• Sharpen persuasive listening skills
• Make the right conversational choices
Customer Led Selling
• Turn the sales process into a
collaboration
• Gain access to everyone involved
• Get clear answers to the difficult
questions
Plan to Win
• Use planning to make a difference
• Get customers on your side
• Anticipate and cancel out competitor
initiatives
Negotiate with Confidence
• Take control of negotiations
• Maximise profit and customer
satisfaction
Gain Commitment
• Handle any objection with confidence
• Turn around the most challenging
doubts
• Know when closing is necessary
• Close rather than ask for the order
• Close out the
competition
Have us
call you
Arrangements
Ten days before
the course, participants gain access to the course resource directory, via a
private area of our web site. This provides for pre course preparation and
helps us to spend more time in practical exercises during the course. Throughout the three days, you will be involved in discussions and
exercises. You will test methods and principles to prove their value and
try out what you learn in role-plays and simulations. We have designed
each exercise to connect your learning with the real situations you face
in fulfilling your role.
You will leave the course with a range of frameworks, tools, and techniques
that you can use immediately to increase your sales success.
Sales Master Class is fun, challenging, and effective in helping you
sell more. We guarantee an enjoyable three days and renewed confidence
in your ability to excel in your sales career. |
