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

2 Days
Birmingham 15th Mar 2021
16th Mar 2021
11 hours

Course 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

This course is worth 5.5 Continuous Professional Development hours.Learn more about CPD

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 concessions 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.

Testimonials

Extremely helpful in overcoming a lot of fears in cold calling/visiting. Also techniques in gathering relevant information from a contact.

Robert Wilkes, Kuka Systems UK

Excellent!

Thomas Ladbrook, Netzsch Mastermix Ltd

Very good course!

Daisy Baldwin, Conferma

Tracey has been fabulous! I have really found the course useful.

Louise Oliver, LMT Tools

Good trainer, set a comfortable pace and good ample opportunity for delegates to ask questions.

Matt Wherlock, Applied Market Information Ltd

New skills and tips learnt throughout the course. Very enjoyable to learn.

Rebecca Waters, Cellecta Ltd

Very engaging, took an interest in all, adapted course for specific needs, exceeded expectations.

Adam Gallagher, Cellecta
Excellent
Nick Amiss, Infors UK Ltd
Enjoyable course. Tracey helped me pinpoint areas I need to concentrate on.
Laura Salmon, Pyramid International
Excellent course!
Simon Durham, Pyramid International

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
Live Virtual Training
In-Person Training
Book your place on one of our online courses...
16th Mar 2021
2 Day
£560.00
Places
15th Apr 2021
2 Day
£560.00
Places
17th May 2021
2 Day
£560.00
Places
16th Jun 2021
2 Day
£560.00
Places
15th Jul 2021
2 Day
£560.00
Places
17th Aug 2021
2 Day
£560.00
Places
16th Sep 2021
2 Day
£560.00
Places
14th Oct 2021
2 Day
£560.00
Places
16th Nov 2021
2 Day
£560.00
Places
15th Dec 2021
2 Day
£560.00
Places
...or create a training session that suits you using one of the options below.
Private Virtual Training
1-2 delegates £1,060.00
Each additional £160.00
1-2-1 Virtual Training
Per session£950.00
U-Choose Virtual Training
Per delegate£560.00
Places
Book your place on one of our scheduled courses...
15th Mar 2021
Birmingham
£800.00
Places
16th Mar 2021
Edinburgh
£800.00
Places
5th May 2021
Bristol (Clifton)
£800.00
Places
5th May 2021
London
£800.00
Places
8th Jun 2021
Nottingham
£800.00
Places
29th Jul 2021
London
£800.00
Places
3rd Aug 2021
Leeds
£800.00
Places
31st Aug 2021
Birmingham
£800.00
Places
7th Sep 2021
Manchester
£800.00
Places
20th Sep 2021
Edinburgh
£800.00
Places
View 3 more available dates
4th Oct 2021
London
£800.00
Places
28th Oct 2021
Bristol (Clifton)
£800.00
Places
24th Nov 2021
Nottingham
£800.00
Places
...or create a training session that suits you using one of the options below.
Inhouse Training
1-5 delegates £2,200.00
6-10 delegates £2,600.00
Each additional £200.00
1-2-1 Training
Per session£1,000.00
U-Choose Training
Per delegate£800.00
Please choose a training location
Places