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Sales Skills Course for Senior Salespeople
TITLE:
Sales Escalation™
TOPIC:
Advanced Sales Skills
PURPOSE:
Identify Authentic Needs, to Close Innumerable Sales™
CATEGORY:
Senior Sales Skills Training Course
DELIVERY:
UK-Wide Scheduled Course or Worldwide In-House Customised Course
DAY ONE:
Sharpening Your Competitive Edge™
DAY TWO:
Closing New Business™
PARTICIPANTS:
Salespeople, Sales Managers, Partners, Directors, Entrepreneurs
CERTIFICATE:
INLPTA (International NLP Trainers Association)
TRAINER:
Nicholas Hill FCMI FIC FInstLM FBIPP
DURATION:
Two Days
REGISTRATION:
08:00 – 18:15 hrs
TIMINGS:
08:30 – 18:00 hrs
CPD:
18 CPD Hours/Points/Units/Credits
CALENDAR:
London, 10-11 may, 2018
Tiverton, 28-29 jun, 2018
Tiverton, 20-21 sep, 2018
London, 07-08 feb, 2019
Tiverton, 18-19 jul, 2019
MODULES
Sales Psychology
Competitor Analysis
Appointment Setting
Needs Analysis
Solution Development
Objection Resolution
Strategic Negotiation
Closing The Sale
OBJECTIVES
Prepare Your Mind
Beat Your Competition
Contact Decision Makers
Identify Customer Needs
Customise Sales Presentations
Overcome Difficult Objections
Negotiate Favourable Resolutions
Close More Sales
PACKAGE
Two-Days Training
ILM Certification
Training Manual Portfolio
Lunch & Refreshments
Diagnostic Assessment
Skills Assessment
Post-Training E-Learning
Post-Training LIVE Webinars
METHODOLOGY
Senior Management Specialists
Thought Leader Author Trainer
Copyrighted Exclusive Material
Commercially Tested Tools
PowerPoint Slide Prohibited
Provocative Group Dialogue
Prestigious Training Venues
Skills Development Guarantee
Sales Skills Course for Senior Salespeople
Day One: Sharpening Your Competitive Edge™
SALES PSYCHOLOGY
- Expose personal reservations about your products or services, which dampen enthusiasm
- Employ self-leadership, for successful sales presentations and smooth sales transactions
- Address your limiting beliefs, to overcome paralysing fears of rejection and objection
COMPETITOR ANALYSIS
- Become a leader in your field, by widening the gap between you and your competition
- Discriminate between your unique features and unique benefits, and then exploit them
- Produce an ‘elevator pitch’ that causes people to listen and take immediate action
APPOINTMENT SETTING
- Identify your target audience, before taking your first step in the sales process
- Design and adapt a practical and realistic telesales or telemarketing call framework
- Lead discussions with gatekeepers, to establish rapid contact with decision makers
NEEDS ANALYSIS
- Identify the conscious and unconscious requirements of your prospective customers
- Discover your customer’s motives for buying, to personalise and lead the sales process
- Respond to buying or warning signals, and then ask questions in the right order
Day Two: Closing New Business™
SOLUTION DEVELOPMENT
- Design customised and irresistible packages that go beyond the needs of your prospects
- Lead your tailored sales presentations with integrity, credibility, and persuasion
- Present your product knowledge clearly and concisely, without any waffle or jargon
OBJECTION RESOLUTION
- Uncover your prospects’ spoken and unspoken objections, to reveal the real barriers
- Develop the probing skills of leaders, to clarify and resolve deep suspicions
- Identify and circumnavigate any false objections quickly, to prevent time wasting
STRATEGIC NEGOTIATION
- Prevent regretful negotiations, by clearly defining your parameters beforehand
- Understand the fundamental principles of leading successful sales negotiations
- Negotiate quickly and get out of any deadlock, to achieve a favourable resolution
CLOSING THE SALE
- Test and lead a variety of creative and proven methods to close more of your sales
- Use trial closes at particular points in the sales process, before then finalising the sale
- Ask for the sales order at the appropriate time and with absolute self-confidence
Sales Skills Course for Senior Salespeople
Day One: Sharpening Your Competitive Edge™
PREPARE YOUR MIND
In your sales career, you experience rejection and objection on a regular basis. If you are unable to manage this practically, each occurrence will eventually erode your self-esteem and kill your passion for your products or services. Nicholas Hill’s advanced sales skills training course for senior salespeople shows you how to build a resilient mindset that strives ahead, despite the repeated knock-backs in your field.
BEAT YOUR COMPETITION
Selling ordinary products and services cause your customers to contact your competitors, at the first sign of dissatisfaction. You get lost in the marketplace and allow customer disloyalty when you merely reflect your competition. Nicholas Hill’s advanced sales skills training course for senior salespeople helps you identify your hidden and authentic ‘Unique Selling Points’ that establish you as an authority in your industry.
CONTACT DECISION MAKERS
Gatekeepers and voicemails exist to keep you from disturbing decision makers. Many gatekeepers have the skills to get you off the phone as quickly as possible. You waste time by calling buyers who hide behind these defences. Nicholas Hill’s advanced sales skills training course for senior salespeople provides you with proven sales language patterns, which get past gatekeepers intelligently and respectfully.
IDENTIFY CUSTOMER NEEDS
If you sell products or services, which mismatch the needs of your prospects, you entertain endless refunds, complaints, and poor press. Your prospects have needs, which they will never share with you if you insist on meeting your needs first. Nicholas Hill’s advanced sales skills training course for senior salespeople reveals how to identify the conscious and unconscious needs of your prospects, to maximise customer satisfaction.
Day Two: Closing New Business™
CUSTOMISE SALES PRESENTATIONS
You may have exceptional products or services, but if your sales presentations are rambling and jargonised, your customers look for a quick exit. Poor sales presentations defame your subject, lower your standards, and run your organisation into the ground. Nicholas Hill’s advanced sales skills training course for senior salespeople gives you sales presentation tools, so you can deliver jargon-free product knowledge clearly and concisely.
OVERCOME DIFFICULT OBJECTIONS
Your customers always have objections, which change continually due to the ever-shifting marketplace. When prospects decide that your product or service is not of interest, they choose to keep reservations to themselves, losing you the sale. Nicholas Hill’s advanced sales skills training course for senior salespeople helps you identify and overcome overt or covert objections, through creative questioning skills.
NEGOTIATE FAVOURABLE RESOLUTIONS
Your customers always want the maximal product for minimal outlay. Some customers aim to negotiate outcomes, which leave you little margin in sales transactions. If you have weak negotiation tactics, then you will always achieve a small return on investment. Nicholas Hill’s advanced sales skills training course for senior salespeople shows you how to negotiate, overcome the deadlocks, and reach a favourable resolution.
CLOSE MORE SALES
You waste your time, money, and effort when you fail to close sales. Your prospects may be ready to buy, but impersonal closing tactics make them uncomfortable about placing the order, so make haste towards your competition. Nicholas Hill’s advanced sales skills training course for senior salespeople provides you with a broad range of powerful sales closing techniques, to enable you to close more sales responsibly.
Sales Skills Course for Senior Salespeople
Independent study conducted by INLPTA from 2009 to 2016
Hill Training Ltd Client Reviews
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J. Stankard Managing Director, MOSAIC DIGITAL IMAGING LTD
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M. Long Sales Manager, ADVANCED BUSINESS EQUIPMENT LTD
Sales Skills Course for Senior Salespeople
| MULTI-ENROL DISCOUNTS ? | |
|---|---|
| Participants | %Discount |
| 1 | 0% |
| 2 – 3 | 10% |
| 4 – 5 | 15% |
| 6+ | 20% |
| STATUS DISCOUNTS ? | |
|---|---|
| Status | %Discount |
| Public Sector | 5% |
| Start-Ups | 10% |
| Self-Funded | 15% |
| Reg. Charities | 20% |
STANDARD
ENROLMENT PACKAGE
£799
| Two-Days Training |
| E-Learning Resources |
| Professional Certification |
| Training Manual Portfolio |
| Lunch & Refreshments |
| Diagnostic Assessment |
| Skills Assessment |
| £100 Training Vouchers |
| – |
| – |
| – |
| – |
| – |
| – |
| – |
| – |
| – |
| – |
| STANDARD |
|---|
List Price (+VAT)£1850 |
Online Price (+VAT)£799 |
Your Saving (+VAT)-£1051 |
EXECUTIVE
ENROLMENT PACKAGE
£899
| Two-Days Training |
| E-Learning Resources |
| Professional Certification |
| Training Manual Portfolio |
| Lunch & Refreshments |
| Diagnostic Assessment |
| Skills Assessment |
| £200 Training Vouchers |
| £100 Coaching Vouchers |
| Digital Training Manual |
| Twenty Leadership Podcasts |
| Leadership Survival Kit |
| Leadership Mentoring 1 |
| – |
| – |
| – |
| – |
| – |
| EXECUTIVE |
|---|
List Price (+VAT)£2800 |
Online Price (+VAT)£899 |
Your Saving (+VAT)-£1901 |
VIP
ENROLMENT PACKAGE
£999
| Two-Days Training |
| E-Learning Resources |
| Professional Certification |
| Training Manual Portfolio |
| Lunch & Refreshments |
| Diagnostic Assessment |
| Skills Assessment |
| £500 Training Vouchers |
| £200 Coaching Vouchers |
| Digital Training Manual |
| Twenty Leadership Podcasts |
| Leadership Survival Kit |
| Leadership Mentoring 1 |
| Leadership Mentoring 2 |
| Executive Coaching 1 |
| Executive Coaching 2 |
| 1-2-1 Virtual Mentoring |
| Power Hour |
| VIP |
|---|
List Price (+VAT)£4100 |
Online Price (+VAT)£999 |
Your Saving (+VAT)-£3101 |
London, 10-11 may, 2018
Tiverton, 28-29 jun, 2018 Tiverton, 20-21 sep, 2018 London, 07-08 feb, 2019 Tiverton, 18-19 jul, 2019REQUEST OTHER DATES & LOCATIONS
REQUEST IN-HOUSE QUOTATION
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C. Thompson Managing Director, DALE CARNEGIE TRAINING
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RICHARD DENNY Bestselling Author of Selling to Win
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Father of Behavioural Modelling DR WYATT WOODSMALL
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R. Tan Chairman, SUCCESS RESOURCES UK LTD
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PAUL MCGEE Bestselling Author of SUMO and Self Confidence
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CANON J.JOHN Bestselling Author of The Happiness Secret
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