Programme Content

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.