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Introduction to Sales - From Emerging Salesperson to Buying Advisor (2 days)


Practical Training for Professionals

Summary

Price
£960 inc VAT
Study method
Classroom
Duration
Part-time
Qualification
No formal qualification
CPD
6 CPD hours / points
Additional info
  • Tutor is available to students

12 students enquired about this course

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Location & dates

Location
Address
Somerset House
Temple Street
BIRMINGHAM
West Midlands
B25DP
United Kingdom
Address
EEF Venues
Clifton Down
Bristol
Avon
BS83NB
United Kingdom
Address
Cheadle House
Cheadle Royal Business Park
Cheadle
Cheshire
SK83FS
United Kingdom
Address
&Meetings
150 Minories
City of London
London
EC3N1LS
United Kingdom

Overview

Introduction to Sales - From Emerging Salesperson to Buying Advisor (2 days) - Overview

With so many businesses jostling for a share of the same marketplace/customer base, it is becoming increasingly more vital for our sales teams to be as strong and as professional as possible. One of the greatest costs to any company is on the loss of goodwill caused by poor or ill equipped sales people. This interactive training course ensures that delegates know how buying can contribute and when to apply a range of buying techniques.

CPD Value 11 Hours

Course Locations

Introduction to Sales - From Emerging Salesperson to Buying Advisor (2 days) London
Introduction to Sales - From Emerging Salesperson to Buying Advisor (2 days) Manchester
Introduction to Sales - From Emerging Salesperson to Buying Advisor (2 days) Nottingham
Introduction to Sales - From Emerging Salesperson to Buying Advisor (2 days) Birmingham
Introduction to Sales - From Emerging Salesperson to Buying Advisor (2 days) Bristol
Introduction to Sales - From Emerging Salesperson to Buying Advisor (2 days) Edinburgh
Introduction to Sales - From Emerging Salesperson to Buying Advisor (2 days) Leeds

CPD

6 CPD hours / points
Accredited by Approved By Law society

Description

Introduction to Sales - From Emerging Salesperson to Buying Advisor (2 days) - Timetable

Day 1

09:30 - 10:00 Coffee & Course Objectives

10:00 - 11:00 What do we need to do to identify our marketplace and then promote our products and services?
Too often we do not focus on profiling our market and identifying exactly who our potential customer is. We need to really focus on who they are, what they do, the literature they read, where they shop. By doing this, we are better able to tailor our marketing to capture their attention and see a stronger Return on Investment.

11:00 - 11:15 Coffee Break

11:15 - 13:00 How we break the sales process down into smaller, more manageable steps?
A step by step process enables us to structure the time and effort we put in

13:00 - 14:00 Lunch

14:00 - 15:00 Confidence, Enthusiasm and Belief
There are times when even the most experienced salesperson can become dispondant. Here we will look at how we can keep our motivation high and our work on track.

15:00 - 15:30 Planning and prioritising
How do we work out our day? What needs to happen, each and every day, to ensure that we can fill the sales ‘pipeline’ and ensure that we can deliver all that we have promised?

15:30 - 16:30 Individual 12 month Sales Activity Plans
What are our objectives? How will we achieve them? Who will we be targeting? How will we approach them? How will we measure success? Just some of the questions that we need to answer.

Day 2

09:45 - 10:00 What Works in Selling?
We need to step into the buyer’s shoes. It is important that we make it as easy as possible for them to work with us. What more can we do to help the buying process?

10:30 - 11:30 Establishing Interest, Rapport and Trust
Once we have identified the needs of the potential client, how do we ensure a long term relationship with them? What will keep them loyal?

11:30 - 13:00 Questions that Lead to Business

13:00 - 13:45 Lunch

13:45 - 14:15 Listening for Buying Signals
Again, talking too much means that we often work harder than we need to. We miss the moment when the buyer is assured and wants to work with us.

14:15 - 14:45 Overcoming the fear of objections
A lot of salespeople fear objections. Here we look at how we can pre-handle the objection or fully explore the cause rather than just deal with the difficulty. It enables us to avoid one-sided concessations and helps to maintain a healthy margin.

14:45 - 15:45 Securing the Decision
We have done all the work and now we have to ask for the business! This is crucial and yet is the part that most salespeople fall down on. They are worried that by asking, they may ruin the relationship. We need to overcome that fear and identify the right time to do just that!

15:45 - 16:30 How to be a ‘Customer Champion’
Our reputation is key. We spend an absolute fortune on attracting buyers to us. In order to maintain an excellent reputation that can reduce our marketing spend, we need to ensure that our existing clients would not dream of going anywhere else. How do we do that?

16:30 - 16:45 Summary & Action Plans Agreed
Time to agree the actions we intend to take, when we intend to complete them by and who else needs to be involved.


Introduction to Sales - From Emerging Salesperson to Buying Advisor (2 days) - Benefits

  • Understanding of the basic sales process
  • Gain confidence in the sales role - How to build rapport
  • Knowledge of listening and questioning skills
  • How to overcome objections and gain commitment
  • Provides delegates with an understanding of the sales process as a whole
  • An understanding of how and when to apply a range of buying techniques
  • A practical assessment of how delegates can approach the market and the image that they are promoting to entice the buyer in
  • Removes the dread of cold calling and establishes the format that is required to turn a reluctant buyer into an advocate

Questions and answers

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FAQs

What does study method mean?

Study method describes the format in which the course will be delivered. At Reed Courses, courses are delivered in a number of ways, including online courses, where the course content can be accessed online remotely, and classroom courses, where courses are delivered in person at a classroom venue.

What are CPD hours/points?

CPD stands for Continuing Professional Development. If you work in certain professions or for certain companies, your employer may require you to complete a number of CPD hours or points, per year. You can find a range of CPD courses on Reed Courses, many of which can be completed online.

What is a ‘regulated qualification’?

A regulated qualification is delivered by a learning institution which is regulated by a government body. In England, the government body which regulates courses is Ofqual. Ofqual regulated qualifications sit on the Regulated Qualifications Framework (RQF), which can help students understand how different qualifications in different fields compare to each other. The framework also helps students to understand what qualifications they need to progress towards a higher learning goal, such as a university degree or equivalent higher education award.

What is an ‘endorsed’ course?

An endorsed course is a skills based course which has been checked over and approved by an independent awarding body. Endorsed courses are not regulated so do not result in a qualification - however, the student can usually purchase a certificate showing the awarding body’s logo if they wish. Certain awarding bodies - such as Quality Licence Scheme and TQUK - have developed endorsement schemes as a way to help students select the best skills based courses for them.