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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

CAPACITY:

Three to Ten Participants Per Masterclass

CERTIFICATE:

INLPTA (International NLP Trainers Association)

MATERIAL:

Researched, Authored, Designed, Commercially Tested, and Delivered by Nicholas Hill

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, 04-05 sep, 2018
Tiverton, 01-02 nov, 2018
London, 24-25 jan, 2019
Tiverton, 04-05 mar, 2019
London, 07-08 may, 2019
Tiverton, 08-09 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.

Time Management Course For Senior Managers

International Senior Leadership and Management Trainer and Master Executive Coach

Thought Leader and Leadership Columnist alongside Bear Grylls for Sorted Magazine

Former Managerial Magazine Founder, Editor, Author, and Interviewer of Celebrity Leaders

Sales Skills Course for Senior Salespeople

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

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

100% money back guarantee

Money Back Guarantee

guarantee-red

London, 04-05 sep, 2018

Tiverton, 01-02 nov, 2018
London, 24-25 jan, 2019
Tiverton, 04-05 mar, 2019
London, 07-08 may, 2019
Tiverton, 08-09 jul, 2019

REQUEST OTHER DATES & LOCATIONS

REQUEST IN-HOUSE QUOTATION
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