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Stage one - the course

• Understand the range of skills a successful salesperson needs
• Planning and objective setting to make the most of the limited time you have to sell
• SWOT and PESTLE planning tools
• Differentiating yourself and your proposal from the competition
• Questioning techniques to uncover opportunities:
• Open and closed questioning
• Background and difficulty questions
• Consequence and improvement questions
• Creating flexibility in your prospect
• Using features and benefits to demonstrate capability - apply this to you own product/service
• Gaining commitment using the CSA model
• Techniques to handle and overcome objections, practiced in a role-play
• Selling face to face
• Understand the importance of body language, pitch, pace and projection
• The PROEP method for structuring your proposal
• The fundamentals of negotiation
• plan
• negotiate
• consolidate
• Build a personal action plan to put skills into practice at work

Stage two - MP3 Learning bites

• Successful Selling Skills
• Successful Negotiation Skills
• Building Relationships

Stage three - e-learning
After attending the course a modular e-learning programme will be delivered to your inbox. These interactive, bite-sized follow-ups can be completed in your own time, cementing the learning from the course with further practical exercises designed to help you practice your essential new sales skills.