PRO-PAYBACK Selling - The Sales Training Course
Course
In London and Daventry
Description
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Type
Course
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Location
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Duration
3 Days
This intensive and interactive programme will equip your salespeople with a comprehensive and practical toolkit of professional, solution driven sales techniques to totally satisfy their customers and defeat the competition. Suitable for: Newly appointed salespeople from any sales background or those with limited training or experience. Management or non-sales personnel who need a greater sales awareness will also benefit from attending.
Important information
Documents
- Customer Information Sheet
Facilities
Location
Start date
Start date
Start date
About this course
None
Reviews
Subjects
- Sales Training
Teachers and trainers (5)
Anushka Stach
Trainer
BEd, NLP Master Practitioner Anushka specialises in training which focuses on personal and interpersonal communication skills. She brings her highly motivational energy and enthusiasm to a range of areas from sales and customer service to management and train the trainer programmes. Her flexible approach and breadth of experience means she is happy working in any sector.
Audrey Bryce
Trainer
Audrey is a specialist trainer in telephone techniques and customer service. With over 20 years experience in training, she has extensive experience in a variety of sectors and she started out in media. During this time Audrey has worked closely with blue chip companies and SMEs and throughout she has focused on educating students on the importance of professional training and the positive impact it can have on their future career.
Hugh Alford
Trainer
BSc Joint Hons Hugh specialises in training field selling, desk based account development by telephone, and selling through channel partners. He has designed and implemented over 400 in-company courses in industrial, service and business to business sectors. He authored TACK's Buyer’s Views of salespeople research in 1997, 2002, 2005 and 2008.
Judy Brown
Trainer
BEd, BA Judy specialises in all areas of management development, leadership and interpersonal Skills. She also runs sales courses and has delivered programmes to many multinational groups. Judy has an innovative and creative approach to training, making it fun as well as developmental.
Martin Dodds
Trainer
ACIB Martin specialises in sales management and management training as well as presentation skills and negotiation. As a qualified banker he was previously responsible for selling financial services. Martin works closely with a number of multinational companies both in the UK and internationally.
Course programme
Deliver exceptional sales results with TACK's internationally proven PRO-PAYBACK Selling® model
Business need
Effective selling is the lifeblood of any organisation. But increased competition and higher customer expectations make it tough to close both new and repeat business.
High spots
- The TACK PRO-PAYBACK Selling® model - a powerful formula that guides you through the complete sales process from planning right through to closing and developing the account
- You'll leave the course with a series of worksheets - tailored to your business, which follow each step of the sale and can be used immediately after the course
- TACK's internationally renowned 'You, We, I' philosophy - an invaluable framework to understand what makes your customers 'tick'
- The Customer Motivation Model - build your own confidence and communicate the all important 'You Appeal' of your product/service to motivate and persuade your customers
Key learning points
- Assess your own selling style and adapt it to meet the needs of your customers - gain a unique insight into what buyers like and dislike in salespeople, you may be surprised!
- Reduce wasted travelling time and maximise face to selling time - by adopting TACK's Selling by Objectives process which helps you to become more proactive and focused
- Gain and retain your customers' attention every time - learn the importance of a Purpose Statement to win your customers' attention and focus the call
- Obtain relevant information - ask effective open, closed, probing and linking questions and observe body language to establish your customers' true priorities, opinions, concerns and motivators. Then tailor your offer to meet the needs you have identified
- Respond professionally to customer objections - understand the psychology and leave the course with a formula to help you respond to major objections
- Deal with difficult buyers - learn why some customers are particularly challenging to deal with and plan your approach to silent, over-talkative, inattentive or indecisive buyers
- Gain commitment and close the business profitably - the decision point can be extremely difficult but we'll help you to identify Buying Signals and apply the logical Agreement Staircase so you know when and how to close on your objectives
- Maximise your telephone appointment making techniques and your cold calling approach - leave the course with an invaluable toolkit of ideas to be successful in this tough area
Additional information
PRO-PAYBACK Selling - The Sales Training Course