Date 06 March 2019
View All Dates
 
Venue The Grosvenor Hotel, London Victoria  
Cost £499 + VAT  
Lunch Included in the Fee  
Arrival 09.00 Registration and Coffee  
Start 09.15  
Finish 17.00  

Please read our Terms & Conditions before booking

Enquiries to:

TheEventsTeam@excellence-in-learning.co.uk

Essential Sales Skills (2 Day Course): Professional Sales Techniques  (WS7976)

203

“Without doubt one of the best trainers I have worked with.  He is always passionate about his training sessions and has the ability to view topics from many different perspectives.”
Simon Pickerell, Director of Synergy Sports Solutions Ltd

“By far the most enthusing Trainer I have ever had the pleasure learning from. He is passionate about delivering training to delegates with different learning styles and does his utmost to make every single learner feel valued as well as entertained!  He is meticulous in his preparation and takes very seriously his responsibilities as a Trainer by trying his hardest to ensure that all learners leave his training sessions a lot more knowledgeable than when they arrived.”
Ajaz Mozher, Director of Staffroom Education

 “By far the best trainer I have received coaching from. His training was very well structured, always had time for questions and had a lot of variety. He never hesitated to answer any questions and always gave an answer that helped me understand.  I would recommend anyone who is new to sales or been in sales a very long time to take the course. It will really benefit you.”
Lee Fletcher, Technical Sales Manager at Systems Integration (UK) Ltd

This fast-paced, intensive, but fun two-day seminar/workshop will focus on helping you to ensure your future success in sales. You will achieve your maximum potential sales in the next 12 months. This seminar is led by a highly experienced and well known Sales Trainer, who has successfully delivered this seminar to many clients in London and elsewhere for over 10 years. He has a track record of success. He will show you how to double your sales and has already helped many previous attendees at his seminars to achieve extraordinary results. He will teach you no nonsense practical techniques that have been proven to work time and time again. He will explain and demonstrate practical and straight forward strategies that you will be able to absorb and immediately implement within your own business, to achieve instant sales and marketing success. He will motivate and inspire you to become a Sales Superstar.

By attending this seminar/workshop, you will become an expert in:

  • The mindset and skills required to become a Sales Superstar
  • How to inspire yourself and others to become world class sales people
  • Understanding what makes people buy and how to tap into and align yourself with those key purchasing leverage points
  • How to enlist your current prospects and customers to help you find new prospects
  • How to produce and deliver effective sales presentations
  • How to select and use the most effective sales processes
  • How to ensure your current prospects like you and want to buy from you
  • Simple and extremely effective time management techniques to increase your effective selling time within a shorter overall working week
  • How to successfully deal with objections and conduct negotiations
  • How and when to ask for the business close and how to let your prospects close for you
  • How to read and use Body Language to help close sales
  • The techniques and strategies used by the Superstars of the Sales world

Every delegate will also receive a printed delegate pack containing a complete set of the slides used during the day. This means that you will be able to spend much more time learning and absorbing the techniques and strategies provided on the day and much less time on note taking. You will also be able you to reference the programme repeatedly after the seminar, to refresh your own recollections or to explain the techniques and strategies to others within your company.

Programme Content

Professional Sales Introduction

  • Understanding the Sales Process
  • 5 key sales skills to double your sales
  • Reading people and creating rapport

Sales Superstars

  • The habits and techniques used by highly successful sales people
  • Mistakes to avoid
  • How to a create and develop a successful mindset
  • How to sell more by helping prospects to solve their problems, rather than focus on selling your products
  • Learn the account management skills that grow business with existing customers

The Key Steps in the Sales Process and the Psychology of Buying

  • Understanding the key stages of the Sales Process
  • Identifying the optimum pressure points at which to exert leverage to gain success
  • Reading your prospect and establishing an easy rapport
  • Identifying decision makers
  • Knowing when to stay silent and letting your prospect close themselves

Time Management Techniques

  • 3 simple and exceptionally effective time-management techniques
  • What to do with all the extra time

Helping and Problem Solving for your Prospects

  • Sharing and helping instead of pressurised selling
  • Focus on their requirements and fulfilling their needs
  • Pacing the sale

Developing World Class Communication Skills

  • Learn the main styles of communication
  • Recognise and match the communication styles of your prospects
  • How to listen and question effectively
  • Share benefits and solutions, instead of selling features and products
  • 5 most common communication mistakes and how to avoid them

Successful Negotiations

  • Learn the value of everything
  • Avoid giving anything away
  • Develop win-win scenarios
  • Ensure that the prospects can always define themselves as winners

How Superstars Successfully Handle Objections

  • How to make successful sales calls
  • Learn the difference between genuine and false objections
  • Take away proven successful answers to many of the common objections
  • Not all negative comments are objections, learn how to tell the difference

How to Create and Deliver Presentations that Win Business

  • How to design successful presentations
  • Learn to establish urgency in the mind of the prospect
  • How to prepare for and deliver successful presentations
  • Learn the importance of the elevator pitch and how to develop your own

How to Create and Expand Your Sales Prospect Funnel

  • Learn effective cold calling techniques
  • How to ask for and get sales referrals
  • How to ensure the exponential growth of your sales prospects by recruiting current sales prospects to identify new sales prospects

Planning and Controlling the Sales Process

  • How to set and control the agenda
  • Learn the importance of identifying the right objective for your sales meeting
  • How to get to the decision maker
  • Learn how to identify and deal with other relevant influences

How to Successfully Close the Sale

  • How to ask for the close
  • Learning when to ask
  • Learning the five most effective and simplest ways to close
  • How to close without pressuring the customer

Summary and Close

  • What you have learnt today
  • How to implement in your workplace what you have learnt with us
  • How to continue your journey to becoming a more and more successful Sales Superstar

Course Leader

The Course Leader is one of the most highly respected Sales Coaches and Sales Trainers in the UK, with a prestigious portfolio of UK sales clients. He has successfully delivered this seminar to hundreds of clients throughout the UK, who have achieved millions of pounds of sales buy using the techniques and strategies that he taught them. Prior to becoming one of the top Sales Coaches/Trainers in the UK he was the Head of Sales for a major UK company.

As well as being highly experienced in sales, he is also highly qualified professionally, being a member of several institutes, and so will be able to bring a wealth of academic, as well as practical expertise to bear. He will teach you no nonsense practical techniques that have been proven to work time and time again. He will explain and demonstrate practical and straight forward strategies that you will be able to absorb and immediately implement within your own business to achieve instant sales and marketing success. He will motivate and inspire you to become a Sales Superstar and to deliver significantly higher levels of Sales.

The style of delivery is interactive, dynamic, fun and stimulating. This means that the delegates are fully engaged throughout the day. So the learning outcomes are highly memorable and well embedded; which means that the impact in terms of increased Sales will be exceptionally high.

ISSM Recognised Training Centres

Founded in 1911, the ISMM is the UK's only professional body for salespeople. As a body they seek to promote standards of excellence in sales and sales management and to enhance the status and profile of sales as a profession. The ISMM is recognised nationally as the authoritative voice of selling and the custodian of sales standards, ethics and best practice. The ISMM is also the only membership body recognised by the UK Government regulatory body Ofqual as an awarding organisation to offer qualifications in Sales, Marketing and Sales Management.

We are applying to become an ISMM Recognised Training Centre working in partnership with the ISMM, but their process is not yet completed, so we have yet not been recognised. Once we are recognised, we will be able to use their logo on our web site and our sales training programmes, sales training co-ordinators, programmes and courses will be confirmed as meeting the exacting standards of the ISMM (Institute of Sales & Marketing Management).

For Whom

This seminar/workshop is perfect for anyone and everyone who has to sell a product or service, either as their main job or as a small part of their overall management responsibilities. “Everyone in business is in sales”; the most successful businesses in the world embrace and embed this philosophy in their culture.  In today’s competitive environment, selling is even more of an essential skill than previously.  It has to be learned or improved upon for a business to survive and thrive. Successful businesses and those that wish to become successful understand this is a key success factor and continuously invest in constantly improving their sales and marketing skills.

This seminar/workshop ideal for those new to sales as well as more experienced sales professionals, who recognize that Sales and Marketing is constantly evolving and they wish to become even better at selling.  This course will serve as an update or refresher for sales professionals and new entrants to the sales market. It would benefit:

  • Those who have had no previous formal sales training
  • All those in both B2B and B2C sales
  • All managers and directors responsible for managing a sales team
  • All Key Account and Relationship managers
  • Senior Managers, Board Directors, Business Owners and Consultants, who have a major interest in their organisations achieving their annual growth and sales targets
  • Anybody who wants to learn how to sell more effectively

The new and constantly evolving sales skills and techniques will be well covered in a practical and easily understandable way.

Delegate Comments

These are a selection of comments about the tutor and the Essential Sales Skills workshop that he delivers:

“Without doubt one of the best trainers I have worked with.  He is always passionate about his training sessions and has the ability to view topics from many different perspectives.”
Simon Pickerell, Director of Synergy Sports Solutions Ltd

“By far the most enthusing Trainer I have ever had the pleasure learning from. He is passionate about delivering training to delegates with different learning styles and does his utmost to make every single learner feel valued as well as entertained!  He is meticulous in his preparation and takes very seriously his responsibilities as a Trainer by trying his hardest to ensure that all learners leave his training sessions a lot more knowledgeable than when they arrived.”
Ajaz Mozher, Director of Staffroom Education

 “By far the best trainer I have received coaching from. His training was very well structured, always had time for questions and had a lot of variety. He never hesitated to answer any questions and always gave an answer that helped me understand.  I would recommend anyone who is new to sales or been in sales a very long time to take the course. It will really benefit you.”
Lee Fletcher, Technical Sales Manager at Systems Integration (UK) Ltd

“He delivers a truly exceptional learning experience and I found his approach unique and thought provoking…………A great outlook that inspires those that meet him……. An excellent ability to make the experience fun, whilst providing the right tools for people to always be at the top of their game.”
Daniel Palmer EMEA Business Development, Sales Representative at Salesforce ExactTarget Marketing Cloud

 “Fantastic work ….. The very highest levels of integrity, professionalism and creativity….. Open to new ideas, willing to take on new challenges and gets great feedback from our clients. His ability to understand the audience and adapt to their needs is outstanding, and his enthusiasm for sharing his expertise is infectious.”
Peter Freeth, Learning Expert

 “The type of trainer all businesses want, but never seem to find.  The sales training is always very well received by our delegates and receives excellent feedback.  He knows what he is talking about! Most importantly he really motivates our delegates. I would highly recommend him.
Zoe Moore, Training & HR Coordinator at One Way

“A confident, competent and professional trainer. He is approachable, friendly and makes the training sessions relaxed and to the point. I enjoyed working with him and I look forward to doing so again.”
Mustafa Tary, Sales Support Administrator

Bespoke Programmes for Internal Delivery

Our professional sales skills programmes are modular in nature and when these programmes are run as internal staff development workshops on clients' premises we can adjust the content to meet the specific areas of need.

Internal Staff Training and Development

This training workshop, along with most of our other best practice training workshops, can be delivered as an internal training course at your premises. Even with groups as small as 6-8 delegates, the course fees per person for internal training workshops can be lower than for open events. The potential savings are even greater, if the travel time and the travel costs of the delegates are included.

Running training workshops internally is very convenient and it allows the participants to explore how key issues will impact on them and their organization. Then as a team they can begin to agree upon a development action plan, with priorities. This approach is favoured by many of our clients as it combines a high quality service with excellent value for money and is a highly effective route for staff development.

» More information

Related Sales and Marketing Skills Workshops

Certificates of Professional Development.

This course is recognised for CPD purposes by most professional institutes and associations including the Law Society, the CIM, the CMI, the ICAEW, the Institute of Learning and the CIPD. Formal Certificates of Professional Development will be issued by email to participants who successfully complete this course. These certificates will enable participants to evidence the update of their CPD records. The workshop will consider how to best apply the knowledge gained by the delegates upon their return to the workplace. This element of the programme is designed to maximise the benefits of attending and enable participants to make valued judgments when recording CPD activities

Book Online.

Enquiries to TheEventsTeam@excellence-in-learning.co.uk