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Essential Selling Skills Course

in MTD Sales Training (England)

Blended Training

Place:

London

Price:

£495 + VAT

Duration:

2 Days

Start:

04/12/2008 calendar
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Course objectives:

Become a more effective sales person by receiving a thorough grounding in all of the main essential skills of selling and how to overcome objections 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.

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Course details

Type Training Duration 2 Days
Method / place Contact course provider Blended in London where
Students per class 1000
Suitability 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
Course objectives Become a more effective sales person by receiving a thorough grounding in all of the main essential skills of selling and how to overcome objections 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.
Price £495 + VAT
Get direct information on how to enrol, venues and availability...

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Course programme

Essential Selling Skills Course
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
     
  • see the full course programme

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    Venues and dates



    Where London, Stockley Road, West Drayton,
    When Start: 04/12/2008 Finish: 05/12/2008 See calendar
     
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    On MTD Sales Training

    Provider description
    MTD, the sales training specialists work

    with a wide variety of clients (both large and small) in the UK and internationally.



    We specialise in Business to Business, Business to Customer, Telephone and Retail Sales Training.

    Friends Provident, Peugeot, The Holiday Place, Telesoft Technologies, Panasonic, Friends Reunited Jobs and many other organisations have benefited from the training expertise of our staff in providing them with various sales solutions to enable their staff to improve their performance and close more sales.
    "Our High Performance Teams Programme has
    been brilliantly received by the participants..."

    "We chose MTD because of their enthusiasm at our initial meetings and because we felt their refreshing approach to people development fitted our particular needs. I feel we have now developed a very professional relationship but with a personal touch. Our High Performance Teams Programme has been brilliantly received by the participants and we are starting to see the benefits that we had hoped for."
    John Owen – Training Manager – Friends Provident International



    We are the only company that offers unconditional risk-reversal terms where all of the risk is placed squarely on our shoulders and not on yours. Attend one of our open courses or book us for some in-house, custom designed training and if you feel that we have not exceeded your expectations, just tell us and we will give you a full refund with no questions asked.

    We specialise in providing:

    In-house sales training
    Open courses
    Sales coaching
    Sales consulting
    Our team of highly skilled and experienced trainers and consultants have all had distinguished careers in senior management roles and bring with them a wealth of practical experience to each course.

    We believe that training should be fun, highly interactive and provide “real world” practical techniques and methods that you can use back in the office – and that’s exactly what we provide.

    "I would definitely recommend MTD to others
    as a training partner without hesitation..."

    "I chose MTD as one of our training partners because they really give you the personal touch with their training and it is all centred on the needs on our business and the specific needs of our colleagues. The first thing that struck me was the relationship side of things. It was a true partnership and Sean (the trainer) would often stay behind to give recommendations to myself and my training team. Overall, MTD offered excellent customer service and nothing was ever too much trouble for them. I have enjoyed working with MTD and would definitely recommend them to others as a training partner without hesitation"
    Gillian Ince - Training & Resourcing Manager - Claire's Accessories UK



    We are also the only company to offer

    unlimited post-course email support



    Every delegate that attends one of courses can email their course leader as many times as they like after the event for any tips or guidance. After all, the course is only the start of the process not the end! We will be with you every step of the way if you need us.

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