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View Live Stats View ReviewsSelling Skills Program
Face to face / Online closed & onsite training. Restaurant lunch included at STL venues.
- 2 days Instructor-led workshop
Syllabus
Who is this course for?
Sales teams within SME's to Enterprise sized organisations. Sales directors and C-level decision makers looking for an effective sales program that delivers results.
Course Syllabus
Practice
The skills discussed, demonstrated and practiced across this two day workshop will equip delegates to operate better in making first contact, first meetings, positioning the company's value and their own value, and discovering specific opportunities.
Rapport
Making connections with customers and prospects through effective and flexible communication styles to unlock the real customer agenda.
Listening and Asking Questions
We have two ears and one mouth, our ability to use them in this ratio will empower us to more quickly discover opportunities and then . . .
Position Our Value
This is the method to ensure we are best fit for the customer's needs on a rational and emotional level - that we are the ‘best-fit solution'
Evidencing Our Value
The benefits of what we are proposing maybe clear, how do we provide the evidence to the customer that the benefits promised would actually occur? We work through a four-step process to lock our value in.
Handling Pushback
What we might hear in the meeting as an objection is often a cry for help, “help me understand better” ‘I am not sure how this exactly solves my problem”.
Consultative Selling Tools
1. The Client Profiler tool confirms you have the right information to go deep into a client.
2. The Meeting Planner ensures you go in a meeting or telephone call properly prepared with the right questions and key messages to hand.
3. Story-Builder is a device to guarantee your solution is focused on the customer's pain or ambition and demonstrates how you are going to HELP!
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
Online 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
Training formats available
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Testimonials
Farrat Isolevel Ltd
Georgie Scott,
Business Development Executive
I thought it was great and will take a lot from the sessions and apply to my sales role to do better for my self and my company.
Selling Skills (2 days)
Thread Software
Laurencia Maguire,
Sales Consultant
Very interactive for whole group, really insightful and good techniques shared that you can genuinely apply to real life scenarios
Selling Skills (2 days)
Thread Software
Martin Wright,
Product Consultant
Very good training and the trainer was excellent
Selling Skills (2 days)
Training manual sample
Below are some extracts from our Selling Skills (2 days) manual.
Demonstrating the value of your product or
service to potential customers is crucial for closing deals. Here are the four
key steps for evidencing value:
1. Identify
Customer Needs and Pain Points
Why It's
Important:
Understanding the specific needs, desires, and
pain points of your customer is essential for showing how your product or
service can provide value.
How to Do
It:
- Ask Probing Questions: Engage in conversations that reveal the
customer’s challenges, goals, and priorities. Questions like 'What
challenges are you currently facing with your current solution?' or
'What outcomes are you hoping to achieve?' are effective.
- Listen Actively: Pay close attention to the customer's
responses and body language. This helps in identifying not just the
obvious needs, but also underlying issues.
- Empathise: Show empathy by acknowledging the
customer's pain points and demonstrating that you understand their
situation.
Example:
If a customer is struggling with the
efficiency of their current software, identify how your software can streamline
their processes, save time, and reduce costs.
2. Align
Features with Benefits
Why It's
Important:
Customers are more interested in the benefits
they will receive rather than just the features of a product. Aligning features
with tangible benefits helps customers see how your product meets their
specific needs.
How to Do
It:
- Translate Features into Benefits: Explain how each feature of your product
translates into a benefit for the customer. Instead of saying, 'Our
software has an automated reporting feature,' say, 'Our
software’s automated reporting feature saves you 10 hours a week by eliminating
manual data entry.'
- Use Customer-Centric Language: Focus on what the customer gains rather
than the technical specifications. Use phrases like 'you will benefit
from,' 'you will experience,' and 'this will allow you
to.'
Example:
Instead of saying, 'Our product has a
battery life of 20 hours,' say, 'You won't need to worry about
recharging during long meetings or flights, ensuring you stay productive
throughout the day.'
3. Provide
Evidence and Testimonials
Why It's
Important:
Proof of your product’s effectiveness through
evidence and testimonials builds credibility and trust with your customers.
How to Do
It:
- Use Data and Statistics: Present relevant data, case studies, or
research that supports the effectiveness of your product. Quantifiable
evidence like 'Our clients see a 30% increase in productivity'
is compelling.
- Share Customer Testimonials: Leverage testimonials and success
stories from satisfied customers. Hearing positive experiences from other
customers can reassure prospects of your product’s value.
- Demonstrations and Trials: Provide live demonstrations or free
trials to allow customers to experience the product firsthand.
Example:
'One of our clients, a major retailer,
reported a 25% reduction in operational costs within the first three months of
using our inventory management system.'
4. Create a
Vision for the Future
Why It's
Important:
Helping the customer envision the positive
future with your product fosters a deeper emotional connection and highlights
the long-term value.
How to Do
It:
- Paint a Picture: Describe how the customer’s business or
life will improve with your product. Use vivid and relatable scenarios to
make the future vision tangible.
- Focus on Long-Term Benefits: Highlight how the value of your product
extends beyond immediate benefits to provide ongoing advantages. Discuss
scalability, future upgrades, and sustained support.
- Encourage Imagining Success: Prompt the customer to imagine their own
success stories. Ask questions like, 'Can you imagine how much more
efficient your team will be with this tool?'
Example:
'Imagine being able to complete your
reporting in half the time, giving you more freedom to focus on strategic tasks
and growing your business.'
How does your product or service help your customer increase PEP?
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