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Sales Success: The art of consultative selling

in SME Academy (England)

Classes Workshop

Price:

£250 + VAT Special offers 

Duration:

1 Day

Start:

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Requirements:

Must be working in or running a growing entrepreneurial business where you are selling to other businesses. see more

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Course objectives:

This Sales Training course will take you through the steps you should take when preparing to meet a prospective customer for the first time and how you should interact with existing customers in order to secure on-going sales from them. You’ll examine your current communication skills and how you can build on them.

SME Academy

SME Academy is a safe pair of hands. We provide a range of open courses including Sales Training, Leadership Development and Internet Marketing. Group sizes are kept to around 15 people so that all d...

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Course details

Type Workshop Duration 1 Day
Method / place Contact course provider Inhouse / Classes
Suitability Anybody who is involved in Business-to-Business (B2B) selling and business development.
Course objectives This Sales Training course will take you through the steps you should take when preparing to meet a prospective customer for the first time and how you should interact with existing customers in order to secure on-going sales from them. You’ll examine your current communication skills and how you can build on them.
Requirements
Must be working in or running a growing entrepreneurial business where you are selling to other businesses.
Price £250 + VAT
Special offer
Request this special offer here
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Course programme

Sales Success: The art of consultative selling
Sales Success: The art of consultative selling

Successful selling techniques are important to achieve your business goals and targets. This workshop will establish the key principles of consultative selling and show you how to put them into practice.

The course will take you through the steps you should take when preparing to meet a prospective customer for the first time and how you should interact with existing customers in order to secure on-going sales  from them.  You’ll examine your current communication skills and how you can build on them.  This course is particularly relevant for those selling high value products and services to businesses or organisations.

Topics covered include:

  • Understand the importance of preparation
  • Learn how to create dialogue
  • Sharpen your critical skills
  • Establish how to focus on your customer's needs
  • Understand the optimum questioning strategy
  • Learn how to listen and position your message
  • Use objections to move forward
  • Discover the process of closing and following up.

    Tools and exercises will be provided so that you can practice the techniques and strategies covered in the course. These will also help you think out strategies for dealing with different types of people and anticipate their possible reactions.
    ABOUT SME ACADEMY
    When you book a course with SME Academy, you are assured that you will be learning from someone who has relevant practical experience.

    Why is this important? Because at the SME Academy we believe in delivering courses that have a positive impact on your company and provide a return on your investment.

    We also ensure that everyone who attends a course has the opportunity to have one-to-one support from our dedicated team afterwards (see below). This safeguards your investment by assisting you and your colleagues to apply what has been covered on the course.

    Everyone on our training team has extensive practical experience of their topic. We firmly believe that trainers should be able to share their own first hand experiences of what works…and what doesn't.

    OTHER SERVICES

    Coaching:
    All delegates will be given the opportunity to take up optional one-to-one business coaching or mentoring.  When you work with a coach or mentor, together you will examine the different ways in which you can apply the tools and techniques covered in the live workshops to your business or your role.  You will always be working towards a clear, agreed outcome with your business coach/ mentor, so that you can monitor the performance of the new strategies. You’ll set goals with your coach/mentor and work out a plan to achieve them.  Coaching is a very effective way of helping you in any of the areas covered by our courses.

    Coaching is available as either face-to-face sessions or as telephone coaching.  We are happy to arrange group coaching  sessions via a tele-conferencing service to help your delegates to embed their learning from the course. 

    Please contact us for more information about coaching services and our rates.

    Consultancy
    The SME Academy specialises in Business Growth Consultancy.  If your business is growing faster than your people can handle or if you would like some help in planning to take your organisation to the next level, please contact us for more information about how we can help you.
    • see the full course programme

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    Teachers/ trainers

    profesorado Patrick White
    Director

    Dr Patrick White is a very experienced businessman and serial entrepreneur. His last business covered fuel and oil distribution and had a turnover of $US1.6bn and 600 staff. He has successfully run 14 businesses and has first hand experience in the following sectors: Merchant Banking, Moto
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    On SME Academy

    Provider description
    SME Academy is a safe pair of hands. We provide a range of open courses including Sales Training, Leadership Development and Internet Marketing. Group sizes are kept to around 15 people so that all delegates have a high level of access to the trainers. All of our in-house courses are tailored to your requirements and we spend time getting to know you and your people's needs before going ahead. Our team delivers courses that are practical, fun and have a long-term, positive impact on your organisation leaving a lasting legacy. Our trainers are experienced business people in their own right who have personally managed and led teams through good times and bad. Courses are continually updated and revised to include the latest management techniques and topical case studies and examples. We run interactive courses that help people to learn by doing and help participants to share knowledge between them.
    Advantages of studying with SME Academy
    When you take a course with SME Academy you are being taught by an experienced business person with a track record of success in their subject. You'll be shown practical techniques that work in the real world and told the pros and cons of each approach. Group sizes are kept to around 15 people so that you have a high level of interaction with the trainer and can ask questions that relate to your own situation. You'll be given the chance to practice skills in the workshop so that you'll leave the day confident that you can apply what you have learned straight away.

    SME Academy also gives you the opportunity to have individual coaching and/or mentoring to help you to develop your skills further once you return to the office.
    Course provider history
    SME Academy was founded by successful entrepreneur and businessman Dr Patrick White and Hannah McNamara, after identifying that business people were tired of learning theoretical course content that was difficult to apply in the real world.

    The trainers have worked with clients such as Cobra Beer, The Children's Society and a large number of emerging new brands and SME businesses.
    Specialises in
    Business Growth
    Sales & Marketing
    Leadership & Management Skills
    Coaching & Mentoring.

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