This highly engaging one day open sales course is based upon the Single Sales Principle®, an Award-winning, ISMM endorsed sales development programme which states that ‘people buy when a compelling need is matched with a credible solution that offers perceived value‘.
The Single Sales Principle® programme won an award at the British Excellence in Sales and Marketing Award for ‘Sales Development Programme of the Year.
Focus of the course
How to find out, and help customers understand, their ‘Compelling Needs’
How to demonstrate their ‘Solution’ in a way that is ‘Credible’ and excites the prospect
How to overcome objections, demonstrate ‘Value’ and change the customer’s ‘Perception’.
The Single Sales Principle® programme is a new approach to selling founded on scientific research into the psychology of people’s buying motives and how to meet them. It is highly engaging, thought provoking and, most importantly, easy to apply in the ‘real world’.
Schedule for the day
09:30 - Welcome & Introduction
09:40 - The Single Sales Principle Overview
09:50 - Percieved Value
- How we judge value
- The relationship between price & value
10:20 - Compelling Needs
- The importance of needs based selling
- Emotional & rational needs
- Testing motivation
11:00 - Break
11:15 - Credible Solutions
- Features, advantages & benefits
- Credibility statements
12:30 - Lunch
13:15 - Defining Value Proposition
- Why use a sales process?
- Importance of believing in your proposition
- The elevator pitch
14:30 - Coffee
14:45 - Closing Skills
- Value tools
- Objection handling
- Negotiation skills
16:15 - Action Plans
16:30 - Close
Post course learning and development
To ensure continued learning, each delegate will have access to sales development resources including weekly sales Masterclass webcasts on the Single Sales Principle®.
Click the links below for:
- Sales Training Articles - http://www.lammore.com/courses/sales-training/articles/
- In-House Courses - http://www.lammore.com/courses/sales-training/in-house/
- Sales Skills Videos - http://www.lammore.com/courses/sales-training/sales-skills-videos/
- Membership Club - http://www.lammore.com/courses/sales-training/ssp-membership/