Detailed information
| Duration: | 3 Hours |
|---|---|
| Price: | £199 (Also available in-company) |
| Type: | Training |
| Method: | Short courses |
| Prepares for: | How to win more new business through smarter sales skills. Easily. And quickly. A half-day workshop, packed with proven ideas you can implement immediately. Guaranteed to help anyone who wants to sell more, whatever they are selling. |
| Geared towards: | Sales people and business owners. |
| Students per class: | 12 |
Do you need further information?
Contact the person in charge , free and at no obligation, for information on how to enroll, enrollment limit/availability and more.
Course program
Sales Tips - 33 of the best!
Learn more in less time with this fantastic
33 Top Tips Seminar!
Tuesday 26th June 2012, Harpenden
OVERVIEW
How to win more new business through smarter sales skills. Easily. And quickly. A half-day workshop, packed with proven ideas you can implement immediately. Guaranteed to help anyone who wants to sell more, whatever they are selling.
WHAT THIS 33 SALES TIPS WORKSHOP WILL DO FOR YOU
This is a half-day session, filled with practical sales tips (on average, one every five minutes) you can take away and start using immediately. Guaranteed to help sales novices and seasoned professionals alike – whether you’re selling B2B or B2C, products or services, houses or helicopters – these proven ideas will help you increase your sales dramatically.
Yes, every business, every customer, is different. But many of the underlying sales techniques you need are the same. We’ve taken the best of the many ideas, insights and techniques from our longer training courses and crammed then into this value-packed motivational session.
KEY SALES BENEFITS
This workshop will help you win more new business, more easily, more quickly, by:
Using advanced sales tips and ideas that will improve your results
Gaining increased motivation and confidence in sales situations, based on knowing you are doing the right things and in the right way
Avoiding costly ‘trial and error’ mistakes
Learning what you don’t know – and remember things that you used to know!
Being able to identify, develop, qualify and manage opportunities with more certainty and purpose.
WORKSHOP OUTLINE
Note: The 33 top sales tips are structured to match the sequence of a typical sales meeting or process. If you read the outline carefully, you’ll see that we’ve thrown in some bonus tips too!
1 Psychology of selling
Three ways to stop selling and help customers buy
How to increase the value of your sales conversations
Understanding the five reasons why people do not buy and how to overcome them
Training your voice tone and body language to project vital sales emotions
What are you selling? Define your comparative advantage
2 Face-to-face sales meetings – getting started
Making a great first impression – before the meeting!
Setting the perfect ‘agenda’ and structure for a first time sales call
Increasing your fizz-ology using mental preparation techniques common to all top sales people
The three most important things to do in the first five minutes of any meeting or one minute of a telephone call
The simple idea that will increase your sales effectiveness in every meeting
3 Sales questioning
Two ways to get even the most ‘resistant’ customer talking
Using ‘disturb’ questions to create opportunities and problems in the customer’s mind and change the customer’s perception of a problem
The single most important question in selling and how to use it to close more sales faster
The TED technique for uncovering more information
The single most important technique for active listening
The only qualification tool you ever need: MATCH (your boss will like it too)
4 Convincing sales strategies
The best way to present the features and benefits of your product or service
When and how to mention your price
Five proven ways to present your solution with more interest, engagement and persuasiveness
Using the ABC decision-making tool in a live sales meeting
5 Answering concerns and objectives
How ‘negatives’ can be a positive – changing the way you think about objections
A quick sure-fire method for dealing with minor concerns and questions
A proven process for isolating and overcoming major objections and mis-matches
What the customer is really saying when they tell you ‘You are too expensive’
6 Getting the big ‘yes’
The single most important question to test or pre-close, plus when and how to ask it
The big secret about ‘closing a sale’ that nobody ever admits to or will ever tell you – until now!
Three things you can do when the customer says ‘I want to think about it’
The single most important thing a customer needs to hear you say before making a decision to buy from you
How best to use flattery and liking to gain the advantage over your competitors
Building a sale through incremental commitment
The magic of ‘three’
For more top training tips, check out the other courses on offer:
33 Top Marketing Tips
33 Top LinkedIn Tips
Book now
Learn more in less time with this fantastic
33 Top Tips Seminar!
Tuesday 26th June 2012, Harpenden
OVERVIEW
How to win more new business through smarter sales skills. Easily. And quickly. A half-day workshop, packed with proven ideas you can implement immediately. Guaranteed to help anyone who wants to sell more, whatever they are selling.
WHAT THIS 33 SALES TIPS WORKSHOP WILL DO FOR YOU
This is a half-day session, filled with practical sales tips (on average, one every five minutes) you can take away and start using immediately. Guaranteed to help sales novices and seasoned professionals alike – whether you’re selling B2B or B2C, products or services, houses or helicopters – these proven ideas will help you increase your sales dramatically.
Yes, every business, every customer, is different. But many of the underlying sales techniques you need are the same. We’ve taken the best of the many ideas, insights and techniques from our longer training courses and crammed then into this value-packed motivational session.
KEY SALES BENEFITS
This workshop will help you win more new business, more easily, more quickly, by:
Using advanced sales tips and ideas that will improve your results
Gaining increased motivation and confidence in sales situations, based on knowing you are doing the right things and in the right way
Avoiding costly ‘trial and error’ mistakes
Learning what you don’t know – and remember things that you used to know!
Being able to identify, develop, qualify and manage opportunities with more certainty and purpose.
WORKSHOP OUTLINE
Note: The 33 top sales tips are structured to match the sequence of a typical sales meeting or process. If you read the outline carefully, you’ll see that we’ve thrown in some bonus tips too!
1 Psychology of selling
Three ways to stop selling and help customers buy
How to increase the value of your sales conversations
Understanding the five reasons why people do not buy and how to overcome them
Training your voice tone and body language to project vital sales emotions
What are you selling? Define your comparative advantage
2 Face-to-face sales meetings – getting started
Making a great first impression – before the meeting!
Setting the perfect ‘agenda’ and structure for a first time sales call
Increasing your fizz-ology using mental preparation techniques common to all top sales people
The three most important things to do in the first five minutes of any meeting or one minute of a telephone call
The simple idea that will increase your sales effectiveness in every meeting
3 Sales questioning
Two ways to get even the most ‘resistant’ customer talking
Using ‘disturb’ questions to create opportunities and problems in the customer’s mind and change the customer’s perception of a problem
The single most important question in selling and how to use it to close more sales faster
The TED technique for uncovering more information
The single most important technique for active listening
The only qualification tool you ever need: MATCH (your boss will like it too)
4 Convincing sales strategies
The best way to present the features and benefits of your product or service
When and how to mention your price
Five proven ways to present your solution with more interest, engagement and persuasiveness
Using the ABC decision-making tool in a live sales meeting
5 Answering concerns and objectives
How ‘negatives’ can be a positive – changing the way you think about objections
A quick sure-fire method for dealing with minor concerns and questions
A proven process for isolating and overcoming major objections and mis-matches
What the customer is really saying when they tell you ‘You are too expensive’
6 Getting the big ‘yes’
The single most important question to test or pre-close, plus when and how to ask it
The big secret about ‘closing a sale’ that nobody ever admits to or will ever tell you – until now!
Three things you can do when the customer says ‘I want to think about it’
The single most important thing a customer needs to hear you say before making a decision to buy from you
How best to use flattery and liking to gain the advantage over your competitors
Building a sale through incremental commitment
The magic of ‘three’
For more top training tips, check out the other courses on offer:
33 Top Marketing Tips
33 Top LinkedIn Tips
Book now
Do you need clarification regarding the course program?
Contact the person in charge , free and at no obligation, for information on how to enroll, enrollment limit/availability and more.
Course location
8020 Pareto Ltd
I (and my associates) specialise in helping companies, sell smarter, serve customers better,communicate clearer and focus sharper. I do this through business training, presenting and consulting.
Since 1993, I have personally trained and worked with over 20,000 people in 25 different countries, from hundreds of organisations.I have also written over ten books on training and business and I am an NLP Master trainer, attending training with both Richard Bandler and John Grinder.
Graham Roberts-Phelps
Since 1993, I have personally trained and worked with over 20,000 people in 25 different countries, from hundreds of organisations.I have also written over ten books on training and business and I am an NLP Master trainer, attending training with both Richard Bandler and John Grinder.
Graham Roberts-Phelps
