Established, since 1997, leading UK based training provider.

Sales Training - The Power to Influence Course - One Day

Learn practical tools that you can use in real-life situations. Sales Training - The Power to Influence
  • Master the Successful Sales Sequence
  • In your introduction to your customer, make a good first impression
  • Investigate your customer’s needs, BEFORE you talk about yourself
  • Link your presentation to your customers’ needs
  • Answer any objections and move them towards a positive buying decision
  • Close the sale and deliver quickly on your promises
  • Ask for additional sales, add-ons, referrals and repeat business
Learn in a friendly and relaxed atmosphere with people who are facing similar situations as you.

Very useful information provided on course. I hope to apply the concepts to my leadership. Was also very thought-provoking. The trainer was extremely enthusiastic, with a strong belief in the content. Well explained, effective examples.

Customer Reviews

Sales Training - The Power to Influence - Course Overview

Training Programme - Morning

  • Make first contact
  • Analysis of customer needs
  • Presentation of your sales solution
  • Answer questions or objections
  • Close the sale
  • Add on and multiply

Training Programme - Afternoon

  • Develop your personal communication skills
  • Learn the use and abuse of language
  • Be aware of three common mistakes
  • Become more aware of your voice tones
  • Use your body language more effectively
  • Create and sustain a positive mental attitude

Sales Training - The Power to Influence - Day One - AM

Introduction

Who are you? and what do you want to gain from this sales course?

Sales is based upon a six-part model.

  1. Introduction: First contact
  2. Analysis: of customer needs
  3. Presentation of your solution in relation to their needs
  4. Answer questions or objections
  5. Guide the prospect to a decision to proceed. (Close the sale)
  6. Ask for referrals, add-on sales and repeat business.

Sales Training AM

Our goal is to master this six-step sales sequence:

1. Make First contact:

Introduce yourself with smile
'Have a hook’: You need to gain their attention.
How are you going to gain their attention?

Subset point: Qualification: Is this prospect a serious contender for your time?

2. Analysis of customer needs:

This is the most important step in the sales process.

You must find the gap that exists between 'What the buyer has now' and 'What the buyer wants for the future'
That gap represents both 'the customer needs' and 'your sales opportunity'

3. Presentation of your sales solution:

Only now, when you have identified the customer’s needs, should you propose your sales solution.

Show how your product will give them what they want, and will represent excellent value for money.

4. Answer questions or objections.

Iron out any wrinkles in their understanding of your sales solution.
Eliminate any ambiguities.

Remember that any unanswered question in their mind will be sufficient to stop them progressing.

5. Close the sale: Ask for a positive buying decision:

Don’t hang back.
Ask a closing question.

Gain commitment to either:

  1. Buy your solution or
  2. Move to the next stage of the sales process

6. Add on and multiply:

When you have made the first sale, then ask them to look at other related items on your list of possible services.

Your goal is to sell them more than they originally came for.

And then reap the referrals!

A referral is a fresh lead: a person that your original customer knows who may be interested in your service, and to whom your prospect can put in a word for you.

Sales Training - The Power to Influence - Day One - PM

Develop your personal communication skills

You communicate through three channels:

  • Your words
  • Your voice tones
  • Your body language

Learn the use - and abuse - of language

  • Good speech habits
  • Some bad speech habits
  • Harness the power of intelligent questions
  • Expert sales people ask question
  • Expert sales people listen MORE than they speak.

Be aware of three common mistakes

  • Spending too long talking about your own company
  • Acting too friendly, too soon
  • Making too many jokes. Trying to be funny

Become more aware of your voice tones

  • Pitch: Lower voices have more authority
  • Pace: Don’t be a fast talker. Slow down
  • Volume: Middle ground is best. Not too loud, nor too timid
  • Accent: Some accents have a negative effect on the mind. You may have to moderate your accent.

Use your body language more effectively

  • Appearance. How you dress
  • Handshake
  • Eye contact
  • Facial expression (smile)
  • Hand and arm gestures

Create and sustain a positive mental attitude

The right attitude is the secret ingredient of all successful sales people.

  • Nobody likes a grump
  • Cynical pessimism will cost you
  • Rational optimism will earn you more sales

Role play scenarios practice

Feedback and learning the lessons

Summary and close

Really appreciated the real-life examples given. The course was a good pace, with good use of repetition to underline key concepts. Excellent summary. The trainer responded well to feedback, both explicit and implicit. Preferred the fact that the trainer did not use Powerpoint.

Customer Reviews

In-House Training Course Pricing and Proposal

This course is available from just £1,950 +VAT per day as a bespoke in-house group training course in the UK and worldwide.

It has been designed to provide a similar experience to our open courses, however we can tailor the content to fit your specific needs. In-House Group training costs from just £1,950 +VAT per day (international training price varies). Plus, hotel accommodation for trainer if necessary. (Premier Inn type: not the Hilton!)

This price includes:

  • Quality training delivered by an experienced trainer
  • Full days training
  • Full colour course handbook
  • Preparation work
  • Travel costs and time
  • Written action plan to take away
  • Access to our post course portal
  • Access to our on-line leadership and management decision matrix templates and tools
  • Plus three months FREE telephone coaching to answer any on-going questions

In-House Proposal Document

Download the in-house training proposal document

Contact Us Today

Please call us on +44 (0)20 3856 3037 to discuss your requirements for the in-house training course.

If you want to know more about any other Management Training Courses, or their suitability for you or a colleague, call us on +44 (0)20 3856 3037.

I have attended a few courses in the past and this one is by far the best. It has got a very well-defined structure and lots of useful information. The most useful content was to do with dealing with people in conflict situations: wrong box / right box and success formula. Very clear presentation and good, relevant examples. Did not drift off the point. Was easy to keep focus on.

Customer Reviews

Sales Training - The Power to Influence Course Summary

Sales training is about learning the art of persuading “prospective-buyers” to buy.

Sales training is important because you need people to say “Yes” to your proposals.

Sales training is made up of subset skills: Making a good first impression, analysis of customer needs, presentation and explanation of products, answering possible objections, persuasion, negotiation and customer service.

Sales skills are not “natural talents”. Sales skills need to be consciously learned and practiced until they become second nature.

All organisations need to be, to some degree, Sales Organisations.