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Training Course Summary:

*Based on 2 people attending at £325 per person with 6 weeks notice*

The course covers the science of questions in qualification, advanced objection handling skills and participants will be expected to be comfortable participating in role-plays, which form a major part of the course. Finally, a review of closing techniques and a self-analysis of preferred styles highlights the most appropriate strategies for each individual.

Who Should Attend:

Any person involved in selling a product or service with previous sales experience and /or relevant sales training.

Training Course Overview/Content:

The ability to identify their strengths and weaknesses
Understanding why customers don't buy
How and when to use over 20 closing strategies
The ability to handle difficult objections · Improving qualification
The ability to handle objections and achieving excellent customer care
The importance of effective time management through prioritisation of tasks

DAY 1

09:30 - 10:00 Coffee & Course Objectives

10:00 - 10:15 Task

10:15 - 10:45 Personal SWOT

10:45 - 11:00 Coffee break

11:00 - 11:30 Five Reasons For a Customer Not to Buy Your Product (This module looks at the psychology and motivations of the buyer.)

11:30 - 12:15 The Science of Questions in Qualification (Here the advanced salesperson will analyse questions asked at the right time in the right tone which will maximise sales.)

12:15 - 12:45 Role Play (Participants practise techniques in questioning)

12:45 - 13:00 General Discussion

13:00 - 14:00 Lunch Break

14:00 - 15:00 Advanced Objection Handling
(This module gives participants an in depth look at why customers make objections and how they can be most professionally handled. The group will share their own experiences and discuss ways of improving this vitally important part of the sales process.)

15:00 - 15:45 What Type of Closer Are You?
(Here participants decide which closes they prefer in different situations and the results are analysed, highlighting delegates strengths and weaknesses.)

15:45 - 16:00 General Discussion And Questions

DAY 2

09:30 - 10:00 Summary of Day 1

10:00 - 10:15 Questionnaire on Time Management

10:15 - 10:45 Personal Time Management
(Delegates to look critically at their management of time.)

10:45 - 11:00 Coffee break

11:00 - 12:15 Life Management
(Advanced time management for experienced professionals)

12:15 - 12:45 Role Play
(Participants to prioritise a number of tasks. Contingency time encouraged as part of the planning process.)

12:45 - 13:00 General Discussion

13:00 - 14:00 Lunch Break

14:00 - 15:00 Advanced Customer Care
(How can we improve in this area? Troubleshooting and problems being looked at as solution opportunities. Winning customers for life.)

15:00 - 16:30 Selling The Whole Business
(Participants to look at how they can improve selling all other facets of their business. Lines of communication formalised.)

16:30 - 16:45 Summary & Action Plans Agreed