Developing Your Selling and Negotiation Skills

In-House & Bespoke Training Programmes offer the ideal forum to learn new skills by targeting training to the specific needs of a group of employees. We can design content to meet your development and training requirements. Also, and very importantly, the cost per person is often less than booking the same people on an open course session if you have 8+ delegates. This is a very cost-effective way to take advantage of, and benefit from, our powerful training opportunities.

Course Summary

This course takes anyone in sales, either new to the profession, or an old hand, and will make them look at every aspect of their preparation, presentation, and ability to pick up the order.

It covers the fundamentals of selling, whilst also pushing the boundaries of knowledge for anyone experienced in sales.

There are two key commandments that will be new to most sales people and that is ‘No pain, no gain, no sale' and ‘Making the close automatic'.

This will be a day of transformation for anyone in the sales profession.

What you will learn

• Understanding the emotions of the client
• Building your selling around benefits
• Understanding how to determine "pain or gain"
• Knowing the Tools of the Trade
• Overcoming sales barriers
• Developing your negotiation skills
• Building a persistent team of sales people
• Knowing what will make you great
• Understanding the ratio of speaking to listening
• Making the close automatic

Workshop Timetable

9.00am Welcome and Coffee

9.15am

• The Money Triangle - Introduction to the 10 Commandments
• The Five Basics that'll make you great
• Commanding a Memorable Impression
• How do we appear to the customer? Drip or Pro?
• What is your greatest selling tool?
• Pride
  • Why am I good
  • What are your USP's
  • What is your sales value

11.00am Break

11.15am

• Integrity
• What are your company values?
• How's your Trust Bank?
• No Pain, No Gain, No Sale
• Listen more - Find the Pain
• Do you help a pain or give a gain or both - if so how?

1.00pm Lunch

1.45pm

• Be the best chat show host
• Are you a Jonathan Ross or a Michael Parkinson when you sell?
• Making the best presentation
• "Preparation is king"
• What are the chief buying emotions?
• Understanding and using
• Remove resistance and objections
• Know What a Win Is
• Countering objections
• Tools of negotiations
• Objection Workshop
• Making them want to do business with you - two key questions

3.00pm Break

3.15pm

• Conquer Fear
• The "fight or flight response?"
• Persistence
• Understanding the six stages of a customer
• Importance of Follow Up to move a contact from Prospect to Customer
• Make the ‘Close' automatic
• When does the close begin?
• The magical phrase for closing

4.30pm Summary and close