Essential Sales Skills Training

Our 2-Day Essential Selling Skills Training Course is the perfect solution for salespeople looking to improve their sales process and close more sales. It’s ideal for those who have had no formal training or are new to the role.

• Our course will provide you with techniques and strategies to overcome objections and understand the sales process, allowing you to exceed your targets.
• The course is a formally endorsed qualification by the Institute of Sales Management (ISM), which is an industry recognised benchmark for high-quality sales training programmes.
• Upon attending this sales skills training, you will receive the “Selling Skills Professional” certificate from the ISM.
• The course is also CPD certified, and you will receive a CPD certificate at no extra cost.
• You can attend this course along with others from different businesses or if there are a number of you, we can run this course as an in-house version and tweak anything that you need.

Course Objectives

• Learn the difference between an average salesperson and a superstar salesperson
• Learn how to identify the specific needs of your client and how to match these with what you are selling/offering
• Learn how to prepare for sales presentations and calls
• Learn how to overcome objections and excuses in a positive and influential manner
• Learn how to build up credibility and “likeability” from your prospect
• Learn how to elicit your prospects needs and desires and how to read these
• Enhance your questioning and listening skills
• Learn how to use body language and non-verbal communication to your advantage – how to influence your client without them knowing!
• Learn how to understand the motivations of your prospects
• Learn techniques of how to get to that “YES” and close the sale
• How to get your point across without the waffle
• Learn how to build effortless rapport with your prospects
• Learn how to make that positive first impression
• Learn how to generate business over the telephone

Target Audience & Who Will Benefit

• Field salespeople
• Business to business salespeople
• Salespeople who have had no formal training on the subject before
• Salespeople who need a refresher and need to get “back to basics” and refocus their time and effort
• New salespeople
• Client relationship managers
• Account managers
• Business development managers
• Commercial managers

Course Overview

Day 1
Introduction & Objectives

How To Be A Superstar Sales Person

• Discover the differences between average salespeople and outstanding salespeople.
• Understand what makes an outstanding salesperson and how to adjust to changes in the selling landscape due to the pandemic and the current economic situation.

Understanding The Sales Process

• Learn the different stages of the sales cycle and what influences buying decisions.
• Understand how to process decisions in the prospect’s brain and how to influence their choices.

Learning How To Understand Your Prospect’s Needs

• Step into your client’s shoes to see their situation from their position.
• Learn how to adapt your approach based on what they want and position yourself, your company, and your product in light of their needs

The Techniques & Communication Skills Of Superstar Sales People

• Learn how to ask the right questions at the right time.
• Understand the different selling techniques and models, consultative and collaborative selling models.
• Develop your ability to listen attentively, read body language and buying signals, and build rapport with your prospect.

Day 2
Recap & The Day Ahead

How To Overcome Objections & Excuses

• Discover how to turn negative responses into positive situations, including overcoming price objections and stalling.

How To Get To The Close & Ask For The Business

• Learn strategies for identifying buying signals.
• Understand when the right time is to close and how to close more prospects comfortably.

How To Make Effective Sales Presentations & Sales Calls

• Learn how to plan out and structure sales presentations, sales calls, and talks.
• Develop the ability to work out what to focus on and what style to deliver the presentation in.

Developing New Business

• Discover how to generate leads and set appointments over the telephone, via LinkedIn and other sales platforms.
• Learn essential inbound and outbound sales techniques, including opening calls with impact, getting past gatekeepers and building a strong personal brand.
• Develop your skills in handling common objections such as “I don’t have time” and “We don’t have the budget” through persuasive verbal and written responses.

Close & Actions

• Summarise what you’ve learned and plan your actions for applying your new skills and strategies to your sales approach.

ISM & CPD Certified

• The Essential Selling Skills Training Course is a formally endorsed qualification by the ISM and is also CPD Certified. Upon attending the course, you will receive the “Selling Skills Professional” certificate from the ISM and a CPD certificate.