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ILM Accredited Consultative Sales Skills Course


TITLE:

Sales Escalation™

TOPIC:

Consultative Sales Skills

DELIVERY:

Scheduled UK-Wide and In-House Worldwide

DAY ONE:

Escalating Sales Performance™

DAY TWO:

Closing New Business™

PARTICIPANTS:

Ambitious Salespeople

CAPACITY:

Two to Six Participants Per Masterclass

CERTIFICATE:

ILM (UK’s Premier Vocational Awarding Body)

MATERIAL:

Researched, Authored, Tested, and Delivered by Nicholas Hill

TRAINER:

Nicholas Hill FCMI FIC FInstLM FBIPP

DURATION:

Two Days

REGISTRATION:

08:30 – 08:45 hrs

TIMINGS:

09:00 – 17:00 hrs

CPD:

14 CPD Hours

CALENDAR:

Bristol, 15-16 apr, 2019
London, 23-24 may, 2019
Bristol, 22-23 jul, 2019
London, 05-06 sep, 2019
Bristol, 04-05 nov, 2019
London, 19-20 dec, 2019

MODULES

Competitor Analysis
Appointment Setting
Selling Styles
Needs Analysis
Solution Development
Objection Resolution
Strategic Negotiation
Closing The Sale

OBJECTIVES

Refine Selling Style
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 Certificate
Training Manual Portfolio
Lunch & Refreshments
Diagnostic Assessment
Skills Assessment
Post-Training E-Learning
Post-Training LIVE Webinars

METHODOLOGY

Leadership & Management Specialists
Thought Leader Author Trainer
Copyrighted Exclusive Material
Workplace Tested Tools
NO PowerPoint Slideshows
Provocative Group Dialogue
Prestigious Training Venues
Skills Development Guarantee

ILM Accredited Consultative Sales Skills Course

Day One: Escalating Sales Performance™

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

SELLING STYLES

  • Explore the six archetypal selling styles and the four primary sales contexts
  • Adopt a consultative selling style, to uncover the unspoken customer needs
  • Encourage a selling style commonality, to nurture a corporate sales culture

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

ILM Accredited Consultative Sales Skills Course

Day One: Escalating Sales Performance™

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.

REFINE SELLING STYLE

An inflexible or outdated selling style turns off your prospective customers and causes you to lose valuable orders, which weakens your conversion ratio. An inappropriate selling style also makes you work much harder than necessary. Nicholas Hill’s advanced sales skills training course for senior salespeople shows you how to refine your selling style according to the demands of your target audience.

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.

ILM Accredited Consultative Sales Skills Course

MASTER-COACH TRAINER NICHOLAS HILL FCMI FInstLM FIC FBIPP

Born in 1971, Nicholas Hill FCMI FInstLM FIC FBIPP is an international trainer of leadership, management and sales development and Managing Director for Hill Training Ltd. He authors and delivers all of our 1-2-1 mentoring programmes and in-house training. Moreover, he has developed a multitude of delegates from corporations and SMEs at all management levels since 1996. Nicholas Hill is an ILM Recognised Trainer, INLPTA Accredited NLP Trainer, and INLPTA Accredited Master Executive Coach, having received over one thousand CPD training hours. Nicholas is also a qualified Fellow of the Chartered Management Institute, Fellow of the Institute of Leadership and Management, and a Fellow of The Institute of Consulting.

RECOGNISED AUTHOR AND THOUGHT LEADER

As the former founder, author, and editor of the widely acclaimed publication Managerial Magazine, which received more than twenty thousand views and downloads per issue from 2013-2015, Nicholas Hill is now a recognized contemporary thought leader. Each one of the eleven published issues contained an exclusive interview with a celebrity leader. These interviews included One Minute Manager Ken Blanchard; Master of Attitude Nick Vujicic; Environmental Attorney Erin Brockovich; Rich Dad Robert Kiyosaki; Reformed Wolf of Wall Street Jordan Belfort; Millionaire Maker Richard Denny; Twenty Million Pound Woman Lara Morgan; Father of Behavioural Modelling Wyatt Woodsmall; and many other celebrity leaders.

LEADERSHIP COLUMIST ALONGSIDE BEAR GRYLLS

Since May 2015, writing alongside TV personality Bear Grylls and Olympic Gold Medallist Kriss Akabusi, Nicholas Hill is the appointed leadership columnist for Sorted Magazine, (the men’s magazine with morals), which you can find in most UK-based WHSmith stores and across 23 separate countries. Nicholas Hill is personally responsible for over three hundred and fifty published articles on the topics of leadership and management development. His articles also regularly feature in industry journals.

QUALIFICATIONS

  • ILM Recognised Training Provider
  • INLPTA Accredited Management Trainer
  • INLPTA Accredited NLP Trainer
  • INLPTA Accredited Master Executive Coach
  • Former Dale Carnegie Management Trainer
  • Fellow of Chartered Management Institute
  • Fellow of Institute of Leadership & Management
  • Fellow of Institute of Consulting

CREDENTIALS

  • Management Experience Since 1993
  • Executive Coaching Experience Since 1996
  • Management Training Experience Since 2001
  • Former Founder and Editor of Managerial Magazine
  • Professional Leader™ Magazine Founder, Editor
  • Interviewer of Celebrity Leaders and Entrepreneurs
  • Leadership Columnist for Sorted Magazine
  • Author of 350+ Published Management Articles

ILM Accredited Consultative Sales Skills Course



Independent study conducted by INLPTA from 2009 to 2016

Learn More


92%
TRAINER DELIVERY STYLE
92%
TRAINER EXPLANATION OF THEORY
92%
TRAINER FACILITATION OF DISCUSSION
96%
TRAINER ETHICS
91%
PARTICIPANT EXERCISES
92%
PARTICIPANT MANUALS
91%
COURSE MANAGEMENT
90%
RESULTS ACHIEVED
91%
LEVEL OF SATISFACTION
92%
OVERALL SCORE

Hill Training Ltd Client Reviews

ILM Accredited Consultative Sales Skills Course

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
Sales Ebooks
Sales Podcasts
Sales Culture Kit
Sales Survival Kit
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
Sales Ebooks
Sales Podcasts
Sales Culture Kit
Sales Survival Kit
Sales Webinars
1-2-1 Virtual Mentoring
Coaching & Mentoring 1
Coaching & Mentoring 2
Coaching & Mentoring 3
VIP

List Price (+VAT)

£4100

Online Price (+VAT)

£999

Your Saving (+VAT)

-£3101

Sales Skills Course Satisfaction Guarantee

Sales Skills Course Skills Guarantee

Sales Skills Course Best Price Guarantee

Bristol, 15-16 apr, 2019

London, 23-24 may, 2019
Bristol, 22-23 jul, 2019
London, 05-06 sep, 2019
Bristol, 04-05 nov, 2019
London, 19-20 dec, 2019

REQUEST OTHER DATES & LOCATIONS

REQUEST IN-HOUSE QUOTATION
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