New Professional Selling

The New Professional Selling Skills

Two days

This state-of-the-art programme is highly structured and is designed to give sales people of all levels a complete IN-DEPTH coaching in the next generation consultative-partner selling skills demanded by today’s market place.

Both the skill to win and the will to win are dealt with in detail.

"All our new business sales people have been through the LDL Professional Selling Skills Programme and the results have been absolutely fantastic!"

Microsoft Dynamics GP

The highly participative content coaches collaborative sales strategies in a definable, precise way. Participants learn to become a trusted adviser and use questions not reasons as their main persuasive tools.

When they plan their calls, they concentrate NOT on what they will tell the prospect, but on what they will ASK. It's the only way to sell.

Participants become skilled at using both gap analysis and the highly effective LACPOMAC® selling model.

The end result inspires people and generates an immediate improvement in productivity.

Course Objectives

At the end of the course participants will:

• Have an in-depth understanding of the STRUCTURE of selling from making the appointment to understanding the issues to closing the business.
• Be able to build value by asking better, deeper, wider questions.
• Know how to differentiate their proposition and sell against competition.
• Have the will to win. With the all important drive, confidence and attitude to ignite success.

'It's desire not ability that determines success.'

Delegates Will Learn

• The 7 principles of consultative-partner selling.
• How to make appointments by telephone. How to handle voicemail.
• How to build trust..
• How to sell an idea. The new psychology of selling. What makes people buy.
• How to open the sale. How to probe for requirements. How to match. How to gain commitment and close.
• How to use gap analysis strategies to uncover and develop the prospect’s requirement. Advanced questioning skills.
• How to use the LACPOMAC® selling model. LACPOMAC® is a navigation tool - an underlying system of questions to move the sale forward.
• How to sell against competition.
• How to sell the concept of partnership.
• How to present a solution.
• How to handle and pre-handle objections.
• How to handle ‘I want to think about it’ using the LACPAAC® model.
• Introduction to negotiating tactics.
• How to develop unshakeable confidence. Whether we think we can or whether we think we can’t, we’re right - lack of confidence holds many would be top producers back.
• How to use attitude development to build drive, enthusiasm and self-motivation. You can have the best skills in the world, but if the attitude is not there you will not peak perform.

Who should attend

The course is suitable for anyone who is responsible for winning new business from new and existing accounts. Salespeople, account managers, business development managers and client service managers.

The content is suitable both as an introduction to the novice and a valuable update for the established professional.

Course Details
Dates: 18-19 March 2009
22-23 April 2009
19-20 May 2009
24-25 June 2009
22-23 July 2009
19-20 August 2009
22-23 September 2009
21-22 October 2009

Times: Day one: 9.30 am - 5.30 pm
Day two: 9.00 am - 5.00 pm
Fee: £895 + VAT

Includes comprehensive notes, post programme elearning support & the book Outsell Your Competition by LDL CEO Robin Fielder.

Location Details: London, Kensington area Hotel