Open Sales Course - Sell more by understanding why people buy
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Open Sales Course - Sell more by understanding why people buy

Open Sales Course - Sell more by understanding why people buy

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Macdonald Burlington Hotel

126 New Street

Burlington Arcade

Birmingham, United Kingdom

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Event description

Description

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‘.

 

Award-winning

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:

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Date and Time
Location

Macdonald Burlington Hotel

126 New Street

Burlington Arcade

Birmingham, United Kingdom

View Map

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