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The Quantum Certificate in Professional Selling. Module 1: Value Added Sell...

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The Holiday Inn

Guildford

GU2 7XZ

United Kingdom

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In the face of the increasing influence of procurement functions and downward pressure on margins this programme is designed for people in a sales or account management role at any level. Whether new to the discipline or a seasoned professional, this programme will help delegates to raise their game and enable them to sell value on a higher plane. The programme is equally applicable to people who aspire to a professional selling career and who want a grounding in the fundamentals of successful selling in the 21st century.

Using a keynote case study, delegates will learn about the 8 criteria required to ensure that every sales call is effective. They will then go on to develop their skills in questioning, listening, presenting, handling objections and gaining customer commitment. In module 2 they will learn how to develop effective account plans including the development of sales propositions for all stakeholders and how to compose a pre call plan to maximise sales effectiveness.

PROGRAMME OUTLINE

MODULE 1. Value Added Selling

DURATION 2 Days

TOPICS:

  • The Quantum definition of selling
  • The 8 criteria for an effective sales visit
  • Understanding buyer motives
  • Questioning and listening skills
  • Defining our sales propositions
  • Controlling a sales conversation to get the customer to want what it is we sell
  • Structuring the call—CHANGE framework
  • Handling and positioning a customer meeting
  • Presenting our solution
  • Handling objections
  • Handling price pressure
  • Gaining customer commitment
  • Personal action plan
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Date and Time

Location

The Holiday Inn

Guildford

GU2 7XZ

United Kingdom

View Map

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