Sales Training Course

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The course was very constructive and now I can set clearer goals to develop my team. Will use in future without doubt. The trainer was engaging with a good emphasis on key points.

Rated 4.8/5, based on 458 reviews.
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Global Sales Training Training

Sales Training

In-House Course Available

This course is available as an in house group training course in the UK and worldwide. We can tailor the content to fit your specific needs.
Group training costs from £1,850 +VAT per day for up to 20 delegates (international training price varies).
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In-house training proposal
Real training   Real people   Real life
  • 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 practical tools that you can use in real-life situations.

Sales Training - 1 day in-house course

Course Pricing and Availability

This course is available as an in house group training course in the UK and worldwide. We can tailor the content to fit your specific needs.
Group training costs from £1,850 +VAT per day for up to 20 delegates (international training price varies).

Please view our other popular open courses at venues in: London, Birmingham, Manchester, Heathrow, Central London, Bristol, Cheltenham, Gloucestershire, Leeds, Nottingham and Dubai, UAE.

Please note all our training courses include three months additional FREE telephone coaching.

Course Timings: Start 09:00 - Finish 16:30. Lunch at 13:00, Tea Breaks at 11:00 and 15:00, giving you an opportunity to check emails and make calls.
6 trainer-led hours, additional 2-3 via post-course portal independent learning

About this Sales Training Course

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.

Very useful and constructive two days, with new information and techniques, alongside reinforcement of existing systems of management. The trainer's presentation was very clear with detailed explanations, along with practical examples.

Customer Reviews

Sales Training Course Overview

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 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

The Training Method

The training method follows this general pattern - the training is very interactive and interesting:

  1. The trainer gives a clear explanation of the point in question with specific examples.
  2. Then, the delegates practice by doing an exercise with each other.
  3. The delegates practice by doing an exercise with the trainer.
  4. All points are supported with full written notes to take away.
  5. Delegates are asked to write down an associated action, for each point made.
    (At the end of the day, we have about twenty such actions, from which the delegates choose six which are the most personally meaningful).

Note: we do not believe in placing people in any situation of embarrassment by demanding that they 'perform' in front of the whole group. So you can relax: come on this course and be at ease; ready to learn new skills!

The course content was highly valuable, diverse content (covered a lot), really liked the fact that it was applicable to both work and personal life. Also felt a very safe environment with not being asked to act out/role play! The trainer's presentation was engaging, entertaining, clever, anecdotes made it easy to understand the more difficult concepts.

Customer Reviews

Price for open training course

Contact us for open course training availability. Open Course cost includes:

  • Full day of quality training
  • Tea, coffee and cakes
  • Lunch
  • Full colour course notes
  • Written action plan
  • Certificate
  • Additional training material by means of monthly updates
  • Access to the Post Course Portal

Plus 3 months free telephone coaching

To answer any on-going questions, you will also receive email and telephone support from your trainer after you have attended the course. Whilst you are implementing what you have learned we will be there to help you if you need us for advice, guidance and coaching.

After the course, how can you to keep the training-momentum going?

We understand that it is important to keep the momentum of the training going, in the weeks after the course. The ideas and methods that you learnt during the course need to be implemented, not just for the two weeks after the course, but for all time!

In order to make that happen, we will give you continued, on-going support after the training course has finished. The support comes in the form of the Post Course Portal.

The Post Course Portal is a web page that contains a review of all the course material, plus the following:

  • Newsletters containing training blogs and articles, which will provide you with ongoing training and good ideas, whenever you need them.
  • Fun questionnaires that are designed to tease out your strengths and weaknesses and then give you ideas as to how you might improve your performance.
  • Decision matrices that will allow you to make decisions and prioritise tasks into the correct order.
  • Summary diagrams and mind maps from the course.
  • Conflict scripts that give you examples of how the conflict method can be used, in real life situations.
  • Free eBook the effective leader manager.

Free Telephone Consultation service for buyers

If you are a manager who is trying to figure out how to take the results from your organisations staff appraisal and training needs, and turn them into a coherent set of training courses, that will meet these needs, in as efficient a manner as possible, then we can help you with our free service. More...

Price for in house training course

In House Course: from £1,850 +VAT per day (international training price varies) for up to 20 delegates (download in-house prospectus)

Please call us on +44 020 3856 3008 to discuss your requirements for the in house training course.

If you want to know more about any Management Training Course or their suitability for you or a colleague call us on +44 020 3856 3008.