Course not currently available
Beyond the Basics of Sales
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Good trainer, helpful staffs overall a nice experience. I truly gained a lot from this training session.
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Good course covered basic concepts, facilities were good, staff was helpful. The course could have been more in depth. But, overall, it was a nice experience.
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Would recommend this training aspirants. I learned tips and tricks in no time. Even the difficult concepts were covered in short period of time and that too so easily. I really enjoyed every bit of the training.
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Short course
In London ()
Description
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Type
Short course
This hands-on one-day sales training course has been designed to give delegates a solid understanding of good selling practices and to enhance their ability to be effective. Introducing popular concepts, delegates are taken through simple but essential selling techniques, in a structured and proven way that will enable them to make instant changes to their working practices and achieve sustained improvements in their performance.
About this course
The course is intended for anyone involved in a process where sales opportunities exist. The concepts apply to both telephone and face-to-face environments, and while the course has been developed with salespeople in mind, it can also be applied to other people, such as Customer Service or Support staff, who often have the chance to turn situations into sales opportunities.
Activia certificate of attendance.
Reviews
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Good trainer, helpful staffs overall a nice experience. I truly gained a lot from this training session.
← | →
-
Good course covered basic concepts, facilities were good, staff was helpful. The course could have been more in depth. But, overall, it was a nice experience.
← | →
-
Would recommend this training aspirants. I learned tips and tricks in no time. Even the difficult concepts were covered in short period of time and that too so easily. I really enjoyed every bit of the training.
← | →
Course rating
Recommended
Centre rating
D.Talbalt
Liam T
Simon
Jindi Hodge
Chloe Davies
This centre's achievements
All courses are up to date
The average rating is higher than 3.7
More than 50 reviews in the last 12 months
This centre has featured on Emagister for 15 years
Subjects
- Management
- Sales
- Sales Techniques
- Sales Strategy
- Planning
- Planning and Business
- Sales Manager
- Selling Skill
- Sales Process
- Sales Training
Course programme
MODULE 2: The Right Approach to Sales
Learning outcomes: Analyse the right and wrong way of approaching customer sales calls from the use of a telephone.
Topics covered:
- Case Study: Danny's First Day in Sales
MODULE 3: Questioning Skills for Sales
Learning outcomes: Learn how to control the process of conversation. Develop the tools for effective understanding and get the information you want first time.
Topics covered:
- What Information Do We Need?
- Types of Questions
- Closed Questions
- Open Questions
- Leading (Assumptive) Questions
- Summary Questions
- Probing (Excavating) Questions
- Reflective (Mirroring) Questions
- Exercise: Questioning Practice
- Powerful Words for Questions
- Types of Question to Avoid
- The Funnel Technique
- The Inverted Funnel Technique
Learning outcomes: Why do we listen badly? Rate your ability to listen and learn the processes for active listening and discover how to understand others.
Topics covered:
- Benefits of Good Listening
- Why We Listen Badly!
- Exercise: How Do You Rate Your Listening Ability?
- Active Listening
- Listeners Control Conversations!
MODULE 5: Maximising Productivity in a Sales Role
Learning outcomes: Discover the difference between an Influencer and a decision maker and get to the heart of the sale by talking to the right person.
Topics covered:
- Deflective Tactics -- Time Wasters
- Six Habits of Successful Sales People
- Talking to the Right People
MODULE 6: Attention - Getting your Customer's Attention
Learning outcomes: Learn how to ask the right questions and build on introductions. This module explains those precious first steps.
Topics covered:
- The 4 Ws
- Exercise: Questions Using the 4 Ws
Learning outcomes: Understand the expectations of your customers their wants and needs, and then identify the signals. This module will give you the tools to understand situation and problem questions.
Topics covered:
- Customer Expectations, Wants and Needs
- Buying Signals
- Keeping Price in Its Place
MODULE 8: Desire - Motivating Customers to Buy
Learning outcomes: Learn how to sell the right benefits and show your expertise. From handling objections to selling advantages, this module will support those critical points that can make or break the process.
Topics covered:
- Understanding the Customer
- Features, Advantages and Benefits (FABs)
- Selling the Right Benefits
Learning outcomes: "Always be closing" (ABC) is the key to any productive conversation with a customer. Discover the 6 types of closing techniques, the frames and the pitfalls of that crucial last step.
Topics covered:
- Asking for the Business
- Effective Closing Techniques
- Types of Close
- Framing the Close
- Pitfalls When Closing the Sale
- Trial Closing
- Aiming For Repeat Business
- Maximising Profit
MODULE 10: Your Personal Action Plan
Beyond the Basics of Sales