Three-Day Programme Content – Students will Learn:
- The 3 stages of the ‘consultative-partner’ sales process
- The psychology of selling and what makes people buy
- The personal qualities of a professional sales person
- How to develop a positive mental attitude and how to improve self-belief, enthusiasm and self-motivation
- How to use the telephone to secure face-to-face appointments with decision makers
- How to ‘sell’ the appointment rather than products or services
- How to overcome objections given by both gatekeepers and decision makers when telephoning for appointments
- Effective questioning, probing and listening skills
- How to identify customer needs & objectives – Using gap analysis strategies to uncover and develop the prospect’s requirement
- How to identify a prospect’s purchasing criteria
- How to sell solutions and ‘differentiate’ the offer against the competition – Using features and benefits effectively
- How to develop and present an effective sales proposal rather than a traditional quote
- How to handle objections and how to sell ‘The Difference’ when dealing specifically with price objections
- How to develop and present financial justifications
- How to use a ‘six-step’ approach when planning for a negotiation
- How to identify customer objectives and ‘motives’ when negotiating
- How to develop a co-operative and collaborative style rather than a competitive (adversarial) style when negotiating
- How to create the ‘feel good factor’ for the other party when negotiating
- How to use the Stanford Research Institute’s Values and Lifestyle Survey (VALS) to create and maintain rapport when negotiating
- How to develop the closing habit and ask for the most appropriate form of ‘commitment’
Five-Day Programme Content as above and also includes:
- What to ‘Say’ on Social Media to engage with potential clients
- How to use Social Media to secure more face-to-face appointments with potential clients
- How to use Social Media as a prospecting and networking tool
- How to create a Personality on Social Media, helping you stand out from the ‘noise’ of the crowd
- How to optimise your Twitter, LinkedIn & Facebook accounts to attract your ideal client
- How to create a Social Media Strategy and Daily Plan
- What ‘Centres of Influence’ are, and why they’re so important
- How to grow a large targeted following of potential clients on Twitter, LinkedIn and Facebook – for free
- How to create an overall Social Media Strategy, focussing on securing new appointments
- How to develop high impacting ‘group’ presentations
- How to structure and deliver an effective and exciting presentation
- How to project a message with confidence and charisma
- How to manage an audience effectively
- How to overcome nerves and feel more confident and at ease when presenting to large groups
- How to interpret a profit and loss statement
- What is ‘break-even’ point and how it is calculated
- How to analyse a balance sheet
- What impact discounting has on profit margins
- How to maximise the profit from every sale
- How to interpret financial information in order to make better commercial decisions
To reserve your place(s) please please email your contact details (full name, telephone number, email address) to info@xeltraining.com and enter ‘Business School Application Summer Intake’ in the subject line, or call 01772 611115 or 020 7100 1331 and speak to one of our programme advisors.
