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Selling Skills Fast Track


Activia Training

Summary

Price
£298.80 inc VAT
Study method
Classroom
Duration
1 Day, Part-time
Qualification
No formal qualification
CPD
6 CPD hours / points

19 students enquired about/purchased this course

Location & dates

Location
Start date
End date
24/04/2020
24/04/2020
Add

End date: 24/04/2020

Address
The McLaren Building
46 The Priory, Queensway
Birmingham
B47LR
United Kingdom
29/04/2020
29/04/2020
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End date: 29/04/2020

Address
Easton Business Centre
Felix Road
Bristol
Avon
BS50HE
United Kingdom
17/04/2020
17/04/2020
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End date: 17/04/2020

Address
100-114 Wellington Street
Leeds
LS11BA
United Kingdom
23/04/2020
23/04/2020
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End date: 23/04/2020

Address
Tower Bridge Business Centre
46-48 East Smithfield
London
E1W1AW
United Kingdom

Overview

Our Selling Skills Fast Track course will push your Selling Skills skills to a new level.

This highly intensive one-day course takes delegates through the major elements of making a success in sales. It provides an understanding of how the sales process works, moving through the structure of how to sell effectively and finishing with a treatment of the importance of relationship building for long term success.

CPD

6 CPD hours / points
Accredited by The CPD Certification Service

Description

This course contains the following modules:

Introduction and Course Overview
- About the Course
- Learning Objectives

The Sales Process and AIDA
- The Four Steps of a Sale
- How the Sales Cycle Works
- The Sales Process - A Prcatical Example
- Outline of the AIDA Model
- ATTENTION - Gettion your Customer's Attention
- INTEREST - Creating Interest in your Customer
- DESIRE - Motivating People to Buy
- ACTION - Closing the Sale

Core Selling Skills
- Communications Skills in Sales
- Questioning Skills
- Listening Skills
- Getting Organised for Sales
- Core Attributes You Need to Succeed
- Types of Questions
- Levels of Listening
- What to Avoid

People Buy From People
- The Rules of Likeability
- The Importance of Empathy
- How People Make Buying Decisions
- Building Trust and Rapport
- What Makes People Buy
- Other Reasons People Buy

Action - ABC: Always Be Closing
- Asking for the Business
- Buying Signals
- Effective Closing Techniques
- Types of Close
- Framing the Close
- Pitfalls When Closing the Sale
- Trial Closing
- The Most Poerful Word in Sales
- Getting Repeat Business
- Maximising Profit

Handling Objections
- The Four Types of Objection
- Good Practice when Dealing with Objections
- Poor Practice when Dealing with Objections
- Objection Handling with the LAAC Process

Advanced Selling Techniques
- Cross Selling
- Up Selling
- Value Added (Suggestive) Selling
- Advancing Opportunity
- Exceeding Customer Expectations
- Lifetime Value
- Giving Recognition

Negotiation Tactics
- Basic Negations Quiz
- Positional Bargaining or Principled Negotiation
- Problems with Positional Bargaining
- Opening Up the Negotiation
- Reverse Psychology in Negotiation

Building Profitable Relationships
- Prospecting
- Influencers and Decision Makers
- Talking to the Right People
- Making that Good First Impression
- How to Win Friends and Influence People
- Dale Carnegies Six Principles of Relationship
- Whats In It For Me? (WIIFM)
- Honesty and Integrity
- The Leaky Bucket Problem
- Identifying Key Individuals

Your Personal Action Plan
- Statements of Intent
- Further Notes

Who is this course for?

Anyone who needs to improve their selling skills and can only afford or justify a single day of training. Attendees can be anyone who has a selling element in their job -- so can be working in any role which involves dealing with customers, not necessarily a pure sales environment.

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