9 - 13 Jun 2025
London (UK)
Hotel : Landmark Office Space - Oxford Street
Cost : 5250 € Euro
This course is perfectly positioned for those starting a career in sales. It is also of great benefit to experienced sales professionals who would like to refresh their selling skills and techniques with the latest developments in this vibrant field, and to other professionals keen on understanding the sales function in general. While this course focuses on providing participants with core knowledge about sales as a function and as a process, it will also give them an in-depth understanding of self-management, the art of prospecting, opportunity planning, and resource allocation. In addition, participants will acquire several skills related to negotiating deals, overcoming obstacles, resolving customer issues, and closing sales.
Identify the right professional selling behaviors and skills needed to maximize sales performance
Develop the right personal habits to optimize selling effectiveness
Apply the different steps of the sales process and identify the need for each step
Analyze and apply the principles of successful negotiations and handling objections
Recognize the basics of customer relationships management and influencing outcomes
Day 1: The changing business environment
The evolution of personal selling
Marketing
Consultative
Strategic
Partnering
Social
The new sales competencies
Behaviors, characteristics, and skills of a successful salesperson
Assessing performance according to specific sales indicators
The 10 root causes of sales problems
Personal selling profile
Day 2: Preparation and self-organization
Personal management
Self-mastery
Personal planning
Self-talk
Personal image
Time management for salespeople
Understanding the psychology of selling
Developing strategies for sales success
Day 3: The sales process
Prospecting and qualifying
Pre-approach
Approach
Presentation and demonstration
Overcoming objections
Closing
Follow up and maintenance
Product selling versus service selling
A glimpse into different selling models
Day 4: Business negotiations skills
Principles of successful negotiations
Communication
Planning
Trading concessions
The six elements of successful sales negotiations
The power of questioning and probing
The BATNA principle
Establishing ranges and understanding the limits
Day 5: Managing the customer relationship
Basics of building customer relationships
5 rules for successful relationships
The essence of attitude in relationship building
The art of sales communications
Influencing sales outcomes