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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

"|I now have a thorough sales strategy|. I am also conscious of my language patterns which were contaminating my presentations. Your advanced sales skills training course for senior salespeople was intensive and delivered what it promised."

C. Wu Senior Sales Consultant, CHASE COOPER LTD

"Your advanced sales skills training course for senior salespeople led to |improved productivity and sales turnover|, as well as a significant REDUCTION IN OVERHEADS. By implementing your strategies, my business will continue to improve."

C. Hawkes Managing Director, NEW DAWN GARDEN LIFE LTD

"I have benefited from your tools and have overcome many of the barriers that previously inhibited my performance. Your advanced sales skills training course for senior salespeople helped to |increase our business turnover| over these last five years."

S. Mussell Managing Director, NICE SMILE LTD

"As a result of completing your advanced sales skills training course for senior salespeople, our |turnover increased by 26%| and continues to rise. My sales skills have developed exponentially over the period we have worked together!"

S. Bhalla Managing Director, PROMOTIONS TRADE COMPANY LTD

"Your advanced sales skills training course for senior salespeople helped us to improve our sales presentations significantly. You helped us to establish customer relations with many of the |key clients in our business|, some of which are multinationals."

J. Stankard Managing Director, MOSAIC DIGITAL IMAGING LTD

"As a result of your advanced sales skills training course for senior salespeople, in this last month alone we have been able to |secure an unprecedented eight new accounts|. I am delighted with this outcome!"

M. Long Sales Manager, ADVANCED BUSINESS EQUIPMENT LTD

"Your sales knowledge and advanced sales skills training for senior salespeople has been well-received. You have influenced the |generation of some of our largest accounts|. We have been delighted with your services over these past five years."

D. Brown Managing Director, THE LETTERWORKS LTD

"Your tools are already having a significant impact on |turning around our business and sales performance|. We made a wise investment by enrolling on your advanced sales skills training course for senior salespeople."

A. Panatti Sales Director, FINISH CREATIVE LTD

"|Our UK sales have increased by 37%| and productivity has improved by 104%. Furthermore, we are still improving. Your advanced sales skills training course for senior salespeople has provided me with new tools to continue growing at this rate."

L. Puccetti Sales Director, VIMER UK LTD

"Over the last 18 months, you have been an invaluable asset to our company. As a direct result of using your advanced sales skills training for senior salespeople, we have |significantly improved our profitability|."

R. Crosby Partner, SLATER CROSBY PHOTOGRAPHIC

"We are extremely satisfied with the quality of the services that you have provided over the last twelve months. In addition, your advanced sales skills training course for senior salespeople helped us to |win multinational accounts|."

R. Goldby Managing Director, PHOTOGRAPHIC ASSIGNMENTS LTD

"We have |profited financially on each occasion| we have used your services. Your advanced sales skills training for senior salespeople transformed my sales principles and strategies. We would have no hesitation to use you again in the future."

L. Robins Proprietor, LLEWELLYN ROBINS PHOTOGRAPHY

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

STANDARD
Two-Days Training
E-Learning Resources
Professional Certification
Training Manual Portfolio
Lunch & Refreshments
Diagnostic Assessment
Skills Assessment
£100 Training Vouchers
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List Price (+VAT) £1850
Online Price (+VAT) £799
Your Saving (+VAT) -£1051

ENROL NOW

Enrol Now to Select Your City, Dates, Participants, and Discounts

EXECUTIVE

ENROLMENT PACKAGE

£899

EXECUTIVE
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
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List Price (+VAT) £2800
Online Price (+VAT) £899
Your Saving (+VAT) -£1901

ENROL NOW

Enrol Now to Select Your City, Dates, Participants, and Discounts

VIP

ENROLMENT PACKAGE

£999

VIP
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
List Price (+VAT) £4100
Online Price (+VAT) £999
Your Saving (+VAT) -£3101