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Selling Skills Masterclass for Sales Consultants - CPD Accredited

Exam Included . CPD Accredited Qualification . Lifetime access . Immediate Result


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Summary

Price
Save 90%
£18 inc VAT (was £175)
Offer ends 30 January 2020
Study method
Online, self-paced
Duration
18 Hours
Access to content
Lifetime access
Qualification
15 CPD points / hours
Additional info
  • Exam(s) / assessment(s) is included in price
  • Tutor is available to students

11 students purchased this course

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Overview

Excellent negotiation skills and sales training are vital in the large, aggressive business industry. In particular, there two are the key to remaining ambitious, encouraging sales and boosting revenue.

This course provides a comprehensive guide to master crucial selling skills, different sales strategies and sales techniques. Additionally, you will gain insight into the attitudes of successful dealmakers and develop a higher capacity by understanding, influencing, and active listening that ultimately leads you to successful negotiations.

Besides, learn to execute proven strategies that you will acquire from this course, improve your personal negotiating habits that convert your opponents into partners and develop your ability to bargain successfully, regardless of the job sectors.

On successful completion, you will be skilled enough to sell anything you want and overcome a wide range of challenges that professionals encounter during negotiations.

Course media

Description

Learning Outcomes:

  • Become a Sales Consultant by mastering the art of selling.
  • Maximise opportunity through sales preparation.
  • Develop a sales strategy, and learn to control your emotions in a sales situation and confidently influence others.
  • Achieve more win-win results at the negotiation table.
  • Develop the negotiation skills required to transform competition into partnership.
  • Gain excellent results in both formal and informal negotiations.
  • Learn to handle objections/rejections and improve communication by listening and asking questions.
  • Determine how to leverage your customers and make offers at the right time and in the right way.
  • Build positive and productive relationships with customers.

Course Curriculum

What will you learn in this Selling Skills Masterclass for Sales Consultants:

Introduction To The Sales And Negotiation Skills Masterclass

  • Introduction
  • Sales Skills Course Overview
  • Sales Skills Activities To Complete

Prepare The Train Driver - Self Development For The Sales Consultant

  • The Mind Of A Consultant
  • Mastering Sales Is Mastering Life Skills
  • The Continuous Journey
  • Universal Laws Of Success
  • The Three Pillars Of Success
  • Personal Honesty
  • Diligence
  • Deferred Gratification
  • Suppression Of Principle
  • Emotional Intelligence
  • Core Principles Of Emotional Intelligence
  • The Problem Is Internal
  • The Two Motivational Forces
  • Product Confidence
  • Sales Consultant Activities To Complete

Pre-suppositional Sales - Pre-Suppositions And Worldviews

  • The Train Track – Pre-Suppositional Sales Defined
  • What Is A Worldview
  • Why Pre-Suppositions Are Important
  • Two Modes Of Thinking
  • Logical Thinking
  • Emotional Thinking
  • The Dumb Dog
  • How We Create Our Values
  • Examples Of Rational Ideas
  • Examples Of Emotional Beliefs
  • Examples Of Values
  • Rational Or Emotional
  • Finding Someones Presuppositions
  • When The Presuppositions Are Not Clear
  • The Bank Robber Example
  • Why People Buy
  • How We Make Buying Decisions
  • Matching A World View
  • Testing A Worldview
  • Test Your Presuppositions
  • What Is A Buyer Persona
  • Presuppositional Buyer Persona Exercise
  • Creating The Persona
  • Traditional Buyer Personas
  • Combined Buyer Personas
  • Journal Activities To Complete

The SMART Process - Learn How To Manage Emotions

  • SMART Copyright
  • The SMART Process
  • Controlling The Room
  • The Core of SMART
  • How Negative Emotion Controls Us
  • How We Take Control
  • The 5 Steps Of SMART
  • Seperate
  • Monitor
  • Assess
  • Replace
  • Trust
  • SMART In Action
  • The SMART Sales Call In Full
  • I Will Never Be Any Good At Sales
  • The Power Of Self Talk
  • Using SMART For Self Development
  • Two Uses Of SMART
  • Short Term Emotional Management
  • Long Term Character Development
  • Experienced Negative Emotional Beliefs
  • Taught Negative Emotional Beliefs
  • Internal Negative Emotional Beliefs
  • Activities To Complete For SMART

The Coaches - Getting Ready For Passengers

  • Getting Ready For Your Passengers
  • Know Your Product
  • Product Strengths And Weaknesses
  • Knowing Your Competition
  • Become The Expert
  • Value Propositions
  • Activities To Complete Preparing For Your Passengers

The Train Route - Planning Your Sales Route

  • Planning Your Route
  • Building Your CRM Flow
  • Data Analysis
  • Implementing Your Sales Funnel
  • Activities To Complete For Your Route

Selling Tickets - Understanding How Prospecting Works

  • Prospecting The Three Rules
  • Qualifying Prospects
  • Identifying The Contacts Role
  • Dealing With The Gatekeeper
  • Dealing With Influencers
  • Dealing With Champions
  • Dealing With Decision Makers
  • Contact Identification Exercise
  • Prospecting Secrets
  • Getting Entrance Into The Castle
  • Activities To Complete For Dealing With Prospecting

Prospecting By Networking

  • Prospecting By Networking
  • Classification Of Networks
  • Door To Door Sales
  • Door To Door Conversation Methods
  • Getting The Most Out Of Your Networking
  • The Elevator Pitch
  • Activities To Complete For An Elevator Pitch

Prospecting By Phone

  • Finding Prospects By Phone
  • Planning Your Phone Calls
  • Split Testing Your Scripts
  • Dealing With The Gatekeeper Script
  • Dealing With The Influencer Script
  • Dealing With The Champions Script
  • Dealing With Decision Makers Script
  • Other Call Support Material
  • Voicemail Techniques
  • Activities To Complete For Prospecting By Phone

Online Prospecting

  • The Power Of Online Prospecting
  • Online Prospecting Tools
  • Email Statistics
  • Understanding Spam
  • Permission Based Email Marketing
  • Places To Get Their Email Addresses From
  • Email Writing Tips
  • AIDA Copywriting
  • A Sample Email Using AIDA
  • Activities Create Your Own Email Using AIDA

Making Friends - Friendliness And Personality Types

  • Making Friends
  • Ten Rules Of Friendliness
  • Ten Rules Of Friendliness Continued
  • Recommended Reading
  • Personality Types
  • Meet The Blues
  • Meet The Reds
  • Meet The Greens
  • Meet The Yellows
  • Advanced Profiling
  • Profiling Bob
  • Activities To Complete On Friendliness

Body Language - How To Read Your Prospect

  • Reading The Body
  • Social Spaces
  • Distance Can Change
  • Three Classes Of Body Language
  • Aggressive Body Language
  • Defensive Body Language
  • Friendly Body Language
  • Ten Body Language Patterns
  • The Crossing Pattern
  • The Expanding Pattern
  • The Defensive Moving Away Pattern
  • The Moving Towards Pattern
  • The Opening Pattern
  • Preening Pattern
  • Repeating Pattern
  • Shaping Pattern
  • And much more.......

Listening Station - Questioning And Listening

  • The Art Of Questioning And Listening
  • How To Show You Are Listening
  • Product Based Sales
  • Needs Based Sales
  • Needs Analysis Funnel
  • And much more......

Negotiation Station - How To Negotiate Successfully

  • The Negotiation Station
  • Core Principles Of Negotiation
  • Focusing On Them
  • Everyone Has To Win
  • Matching Values
  • The Path Of Least Resistance
  • Shifting The Weight
  • The Persuasion Secret
  • How To Persuade Someone
  • The Electric Car
  • The Fashionable Trainers
  • Competency Levels
  • Assessing Competency Levels
  • Features Benefits And Values
  • The Christmas Tree Negotiation
  • B2B Value Propositions
  • Deepening The Value
  • Over Decorating The Tree
  • The Big 12
  • Authority
  • And much more....

Objection Handling - How To Handle Objections To The Sale

  • Handling Objections
  • The Golden Rule To Handling Objections
  • Why Objections Happen
  • Objection Tags – Tagging Objections
  • Objection Types
  • Objection Class
  • Objection Source
  • The Objection Clarification Process
  • The Onion Technique – Peeling Back The Objections
  • Testing The Objection Type
  • Classify The Objection
  • Test The Objection Source
  • Summarise The Objection
  • The Objection In Full
  • Acknowledge The Objection
  • Acknowledgement Examples
  • Emotional Objections
  • Feel Statements
  • Felt Statements
  • Found Statements
  • Feel Felt Found Example
  • Rational Objection Guidelines
  • Responding To Rational Objections
  • Sharing Data And Information
  • Data Sharing Techniques
  • Using The Right Techniques
  • Valid Objections
  • And much more....

Closing The Sale

  • Destination Station Closing The Sale
  • Understanding Closes
  • Understanding Buying Signals
  • Closing Questions
  • Activities To Complete Closing The Sale

Selling Season Tickets

  • Season Tickets The Biggest Source Of Revenue
  • Understanding Season Tickets
  • First Class Passengers – After Sales Care
  • The Revolution – Practising The Principles
  • Thank You – Get In Touch

Method of Assessment:

Upon completion of the course, you will be required to sit for an online multiple-choice quiz based assessment, which will determine whether you have passed the course (60% pass mark). The test will be marked immediately and results will be published instantly.

Certification

After successfully completing the course, you will be able to obtain the certificates. You can claim a PDF certificate by paying a little processing fee of £2. There is an additional fee to obtain a hardcopy certificate which is £9.

Who is this course for?

Selling Skills Masterclass for Sales Consultants is suitable for anyone who want to gain extensive knowledge, potential experience and professional skills in the related field.

Requirements

Our Selling Skills Masterclass for Sales Consultants is open to all from all academic backgrounds and there is no specific requirements to attend this course. It is compatible and accessible from any device including Windows, Mac, Android, iOS, Tablets etc.

Career path

This course opens a new door for you to enter the relevant job market and also gives you the opportunity to acquire extensive knowledge along with required skills to become successful. You will be able to add our qualification to your CV/resume which will help you to stand out in the competitive job industry.

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