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Selling...The Essentials For Success

in Structured Training Limited (England)

Classes Course

Price:

£1,000 + VAT

Special offers/ funding

Participants booking, paying for and attending another Structured Training open course within 12 months of this one will get a 20% discount on the cost of the second course. Participants attending the course will be able to purchase e-learning from Structured Training's suite at a discounted rate of £50 per course.

Price details

This is a fully residential course, the above price includes comprehensive course materials, morning coffee, lunch and afternoon teas. Residential course fees do not include the participant's hotel costs. Participants will be required to settle direct with the hotel before leaving.

Special offers

Duration:

3 Days

Start:

consult dates and times
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Requirements:

Participants need either to be currently in a sales role or moving into one in the near future.

Course objectives:

This course addresses a range of skills required by a 21st century salesperson. It will give participants a clear view of the responsibilities and requirements of a professional sales role. It will provide them with the necessary skills to fulfil their sales role successfully.

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Course details

Type Course Duration 3 Days

Method / place Contact course provider Inhouse / Classes

Suitability This course is designed for all newly appointed field sales staff in their first six months in selling and sales staff new to a company, with no formal sales training.

Course objectives This course addresses a range of skills required by a 21st century salesperson. It will give participants a clear view of the responsibilities and requirements of a professional sales role. It will provide them with the necessary skills to fulfil their sales role successfully.

Requirements	Participants need either to be currently in a sales role or moving into one in the near future. see more

Price	£1,000 + VAT Special offer + Price details Participants booking, paying for and attending another Structured Training open course within 12 months of this one will get a 20% discount on the cost of the second course. Participants attending the course will be able to purchase e-learning from Structured Training's suite at a discounted rate of £50 per course. Price details This is a fully residential course, the above price includes comprehensive course materials, morning coffee, lunch and afternoon teas. Residential course fees do not include the participant's hotel costs. Participants will be required to settle direct with the hotel before leaving. Request this special offer here

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Course programme

Selling...The Essentials For Success

After attending this course, participants will have the ability to:

Establish the buying motives of individuals and organisations

Achieve targets through effective work patterns

Set meaningful call objectives

Prepare and control a sales interview

Establish how purchasing decisions are made

Win appointments by telephone

Understand the potential of the Internet as a prospecting and sales tool

Make effective use of visual aids

Give demonstrations that gain the involvement of the customer

Construct an effective written proposal, including cost justification

Handle and overcome objections

Identify when and know how to ask for commitment.

Course Programme:

Customer Essentials
Understanding the customer's position
Building customer rapport
Championing the customer

Sales Process Essentials
Understanding the process of selling utilising S3
Identifying your strengths and developing your skills
Seeking and acting on feedback

New Business Essentials
Identifying and qualifying prospects
Balancing your pipeline flow
Targeting the right people

Commercial Essentials
Prioritising revenue, margin and profit
Building a compelling business case
Reaching agreement

Networking Essentials
Building an influential network
Keeping active contacts with customers and prospects
Developing your personal impact and presence

Sales Marketing Essentials
Putting your products and services in customers' language
Understanding and overcoming agreement hurdles
Using and creating marketing collateral

Information Essentials
Using your systems effectively
Presenting creative solutions positively
Using accurate records to help you sell more

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On Structured Training Limited

Provider description

Structured Training for the last 30-plus years have concentrated on providing effective, practical and quality training solutions and consultancy in the areas of sales, leadership and management. Our solutions are delivered on an
in-company, open course and e-learning basis. We have our own offices and training facilities at Prospero Barn, Stratford-upon-Avon, which are available for use by our customers.

Course provider history

Structured Training, based in Stratford-upon-Avon, has more than 30 years experience of providing highly effective consultancy and training solutions. Between in-company, open courses and e-learning we train more than 2,500 participants per year. 70% of those emanate from existing customers, attesting to the high levels of customer service and satisfaction delivered.

Originally the training arm of the Institute of Sales & Marketing Management, the company has gone from strength to strength since a management buy out in 1993. Since it first started, Structured Training has made a profit every year.