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View Live Stats View ReviewsFundamentals of Selling
Face to face / Virtual public schedule & onsite training. Restaurant lunch included at STL venues.
From £495 List price £650
- 1 day Instructor-led workshop
- Courses never cancelled
- Restaurant lunch
Syllabus
Who is this course for?
Sales professionals new to their role, experienced sales people looking to brush up and benefit from new approaches.
Benefits
By the end of this course you will be able to:- Deal confidently with sales appointments
- Plan and effectively manage a successful sales meeting
- Sell with authenticity, built on integrity and authority
- Address and resolve customer objections
- Read a customer's buying signals and when to progress the sale
- Be familiar with top online sales resources
Course Syllabus
Set the quality level
Understand your personality and how others perceive you
Identify the motives driving a customer purchase
Develop confidence and authority
Be aware of business opportunities
Establishing customer contact
6 steps to a perfect sales call
Dealing with gatekeepers and no names policies
Communicating your value proposition
Agreeing next steps
The Sales Meeting
First impressions count
Gain agreement on key goals
Establish customer requirements
Creating and relating potential solutions
Leveraging marketing resources; customer testimonials, reviews, case studies
Make referral requests a habit
Objection handling
Identify and address objections
Knowing the difference between an objection and concern
Convert an objection into an opportunity
Customer commitment
Spot buying signals
Key steps to closing business
Sales resources
Group share on popular sales CRM's
Customer prospecting using social media
Key course takeaways and agreed next steps
Prices & Dates
What you get
"What do I get on the day?"
Arguably, the most experienced and highest motivated trainers.
Face-to-face training
Training is held in our modern, comfortable, air-conditioned suites.
Lunch, breaks and timing
A hot lunch is provided at local restaurants near our venues:
- Bloomsbury
- Limehouse
Courses start at 9:30am.
Please aim to be with us for 9:15am.
Browse the sample menus and view joining information (how to get to our venues).
Refreshments
Available throughout the day:
- Hot beverages
- Clean, filtered water
- Biscuits
Virtual training
Regular breaks throughout the day.
Learning tools
In-course handbook
Contains unit objectives, exercises and space to write notes
24 months access to trainers
Your questions answered on our support forum.
Training formats & Services
Training Formats & Services
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Testimonials
Estate Research
Donna Miller,
Business Dev Manager
Very enjoyable and informative course. Only thing I can think of to improve it is perhaps include building a pain chain in the course so there is a focus on the many stakeholders there can be and how one person's pain can result in another person's pain. Understanding this can help the salesperson understand and address the wider issues by demonstrating how we can help relieve that pain.
Fundamentals of Selling
Estate Research
Matt McLoughlin,
Client Relationship Manager
Very enjoyable and useful course. Well thought out content and a valuable aid to our sales toolkit.
Fundamentals of Selling
NHS Blood and Transplant
Maha Al-Abdin,
Business Development And Marketing Manager
I wish we had more time! Thank you Phil, it was great
Fundamentals of Selling
Training manual sample
Below are some extracts from our Fundamentals of Selling manual.
Why People Buy
People choose to buy for a variety of
reasons. By understanding the
motivations of our customers, we can tailor our sales approach to meet their
needs
1. Need
Recognition
- Basic Needs: People buy to fulfil basic needs such as
food, shelter, clothing, and safety.
- Psychological Needs: Purchases can also fulfil psychological
needs like self-esteem, belonging, and personal growth.
2. Desire
for Solutions
- Problem-Solving: Many purchases are made to solve
specific problems or challenges. For example, buying a new laptop to
replace an old, malfunctioning one.
- Convenience: Products and services that save time and
effort are highly appealing. Think of IT systems or outsourcing services.
3. Emotional
Triggers
- Impulse Buying: Emotions can drive spontaneous
purchases. Feeling happy, sad, or stressed can lead to buying as a form of
emotional release or reward.
- Status and Image: Many purchases are made to project a
certain image or status. Luxury interiors in an office will project a certain
status.
4. Social
Influences
- Peer Pressure: People are influenced by the buying
behaviours of others. If everyone in an industry is using a particular
product, an individual may feel compelled to buy it too.
- Trends and Fads: Media, influencers, and societal trends
can heavily impact purchasing decisions. Items that are trending on social
media often see spikes in sales.
5. Cognitive
Dissonance Reduction
- Consistency with Beliefs: People prefer to make purchases that
align with their existing beliefs and values to avoid cognitive
dissonance. For instance, environmentally conscious consumers prefer
eco-friendly products.
- Post-Purchase Rationalisation: After making a purchase, people tend to
justify their decision to feel satisfied and confident about their choice.
6. Perceived
Value and Utility
- Cost-Benefit Analysis: Customers weigh the benefits of a
product against its cost. A product that offers higher perceived value is
more likely to be purchased.
- Functionality and Quality: Practicality, durability, and the
quality of a product significantly influence buying decisions.
7. Marketing
and Advertising
- Brand Awareness: Effective marketing campaigns create
awareness and familiarity with a brand, increasing the likelihood of
purchase.
- Promotions and Discounts: Sales, discounts, and promotional offers
can trigger buying behaviour by creating a sense of urgency and perceived
savings.
8. Economic
Factors
- Income Level: A person's purchasing power is directly
influenced by economic security.
- Economic Environment: The overall economic climate, including
inflation, recession, or economic growth, affects consumer confidence and
spending habits.
9. Habit
and Routine
- Brand Loyalty: Repeat purchases often stem from brand
loyalty developed over time due to consistent satisfaction with a brand.
- Convenience and Familiarity: People often buy from brands they are
familiar with out of habit, as it simplifies decision-making.
10. Personalisation
and Customisation
- Tailored Experiences: Products or services that can be customised
to meet individual preferences and needs tend to attract more buyers.
Personalised experiences enhance customer satisfaction and loyalty.
What can you offer your customers to satisfy
each of these needs?
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