Excelling in Selling

Excelling in Selling - a one day 'everything you need to know' certified course

New dates / venues coming soon. Or book your own tailored version - delivered on your premises

For personalised one to one sales coaching - click here
For Excelling in phone selling - full day fast track- click
For Total Selling Skills - 2-day certified course - click
For Strategic Sales Management - how to develop a customer focused sales strategy - click here

If you don't make a sale - you don't have a business. It's that simple.

However, it’s a myth to think that good sales people are born with the ‘gift of the gab’ and there are some that still think selling is about persuading people to buy something they don’t want.

Nothing could be further from the truth

Selling in the 21st Century is all about relationships. The art of selling is fast moving over to the science of selling. The salesperson who was born to sell and could sell coals to Newcastle is largely a thing of the past.

Selling today is a specialised profession.

It’s not simply good enough to ‘know your product inside out’ Customers are now looking for much more than that. A sales person today needs to understand the psychology of the buyer, helping them to obtain a solution to a real or perceived problem.

Good sales people have developed a whole range of marketing and communication skills that enable them to identify what people really want and how they can help them achieve it.

Selling is all about problem solving

Today’s top sales people are very clear about the huge benefits to be had from continually honing their skills and techniques. As do their employers. They know that a highly trained sales force produces the highest number of sales. And even though the best sales training is unlikely to turn someone who has no passion for helping others to become sales person of the year, it has been proven over the years to be a major contributory factor to improving a company’s bottom line.

This highly acclaimed workshop shows you not only how to win the sale but also how to create a customer. In less than a day you will discover what makes a good sales person a better sales person, what customer’s value in a sales person and what motivates Prospects to say YES

'David, I Want to thank you so much for such an inspirational course "excelling at selling" at Spalding. I must confess I was not really that sure about attending the course, as I would not say that selling was my passion, however, having received your enthusiasm and knowledge I really have gone away with some very valuable facts and information, in fact I would say that I was buzzing!!'
Louise Tunnard www.v-trek.com

Together, we explore the key aspects of successful selling - using proven techniques and practical ideas from over 35 years experience in selling at all levels and to all types of client and customer.

In one day, you will discover

*The sales person’s four deadly sins – and how to deal with them
*The psychology of selling – techniques that will change the way you currently sell
*How to identify and attract the ‘perfect Prospect’ – the value of referrals and recommendations
*The difference between ‘face to face’ selling and ‘telephone’ selling – using the phone to make appointments (what to say and – more importantly – what not to say)
*The 5 steps to problem solving – the primary route to a successful sale
*The psychological factors that motivates people to buy – demonstrating the difference between buying and selling
*The truth behind objection handling – the rule of six
*Closing techniques that guarantee results – 16+ different closes including Oliver Twist

A great workshop, ideal for both novice and veteran alike.

In the morning session you will:

•Find out what makes people tick – remember people buy people
• Learn how to identify your best customers
• Know how to plan the call
• Understand the key stages to selling a product or service
• Discover powerful selling toolsand profitable applications
• Pinpoint your customer’s motivating key– what makes them say YES
• Evaluate the effectiveness of your product/ services USP / UPB
• Discover how to ask the right questions and create interest using FAB
• Learn the ABC of selling – the key to your sales success
• How to recognise a buying signal and what to do about it

The morning session takes you beyond making the sales presentation and up to overcoming objections and closing the deal. We complete the sales coaching in the afternoon with:

Overcoming objections, criticisms and no's

Many sales people – even those who may have been selling a long time – say that closing the deal is the hardest part of the whole sales process.

But why should this be? After all, if you are confident you have followed all the key steps in building the initial relationship then closing the sale should be a natural progression in the selling sequence.

The afternoon session looks at overcoming Prospect objections – but first we have to define them – leading on to achieving a simple closing statement that suits your style. And this is the cruncher. Thousands of words have been written and spoken about the ‘big secret’ – techniques that may very well work for the author but does one size really fit all?

This workshop makes you the key player relating very much to your own temperament, your specific communication style (how to be an effective communicator) and the relationship you have with the client. Only then can we consider the many different styles of closing that apply to you.

During the afternoon session you will learn:

• The importance of qualifying your prospect – the customer may be right but is this customer right for you?
• How to recognise and define an objection – the 2 main types
• That there is no secret to overcoming objections – we share some sample responses
• How to close the deal / sale – the skills needed to successfully overcome Prospect resistance

The TOTAL investment to discover how to SELL MORE FOR LESS is just £195 (No VAT) per person (with discounts for 2 or more) and INCLUDES:

* Strictly limited numbers to ensure personal tuition and support

* 78+ page PRINTED Resource manual - a COMPLETE ‘How to Sell’ ‘bible’ – everything you need to know about selling (worth the price of the workshop alone) in a loose leaf format (so you can keep it up to date with FREE printed handouts downloaded from our web site EXCLUSIVE to course participants) in a FREE binder worth £4.97

* FREE after – course support for as long as required. Not only do we give you a printed resource manual to take home but we also let you take the course tutor home after the course.

Phone or e-mail him with any queries – no extra charge for this valuable service

* Attendance certificate for framing and as evidence for personal CPD

This desk based interactive seminar (with no embarrassing role play) is written and delivered by David Watkins who has 36 years continual experience in 'doing it' and 22 years helping others do it better.

Each participant also receives a personal priority indicator prior to the course that ensures the course is tailored to their needs.

To Pay by credit & debit card / Paypal transfer - click on the link at the bottom of the page

To confirm your details, pay by any other method or request further information - click here

To phone our bookings line - 0114 288 5951

Please note, the all inclusive fee includes welcome coffee on arrival, two mid session break refreshments, light buffet lunch, all printed material and after - course helpline for as long as required (no time limit)

Excelling in selling

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