People who want to get to the top of any profession aren't satisfied with doing okay or even reasonably well. They're keen to absorb every ounce of information and training they can get their hands on that will help get them there. The Sales Professional full course is designed to do just that.
For those of you in a hurry:
A Few Tasters To Whet Your Appetite
- How does the idea of getting past Gatekeepers easier grab you?
- Or what about only wooing those prospects that most closely resemble your ideal customer rather than going after anything and everything with equal zeal?
- How about pre-qualifying your sales meetings with Decision Makers and/or Influencers so that you maximise your time spent with them face to face?
- Do you resent being forced into "beauty parades" where you have to come up with presentations or proposals that cost time and money to put together yet you haven't a clue what chance you have of getting the business?
- And what about that old chestnut price negotiation? Does being thoroughly prepared to deal with it appeal? Or, better still, wouldn't it be more sensible to justify the value of your offer all the way along the line and minimise price negotiation at the end?
- If you could improve your telephone sales skills by even 10% (let alone double your current effectiveness) what effect would that have on your overall success rate as a sales person and your take home pay?
The Sales Professional course effectively addresses all of the above and lots more. You spend as long or as little time as you need to on each Module and the issue(s) it covers. The worksheets you complete and submit automatically show us your understanding and ability to apply the lessons in each.
Breakdown Of Course Content
Course Modules.....
Course Introduction
This shows you how to find your way around your course and explains how to get the most from it in general terms. The worksheet that you complete and submit at the end of this Module sets the scene for how you use your entire course:
- It asks you to complete a self assessment questionnaire
- Then it asks you for your objectives that you want your course to help you achieve and dates by which you realistically would expect to achieve them
Introduction To Serious Prospecting
This Module takes a good look at your approach to prospecting and you see how your telephone communication and sales skills - good or bad - will have a marked impact on your overall sales success with this activity.
So there are three Modules which concentrate purely on the use of the telephone in selling:
Get The Most From Each Call
Very few people like the idea of using the telephone to sell. This module firstly and firmly disassociates any of the telephone activities described in this course from any bad telemarketing calls you've been on the receiving end of, then gives you the structure for the sales call and a straightforward example of what a telephone sales call can achieve when it's done sincerely and professionally.
Open The Gate
We know that, because of the nature of your business, you will not be "cold" calling physically door-to-door. Therefore you will come in contact with gatekeepers either by telephone - which you can do something about, or by letter - in which case you can do nothing, because you won't even be aware of it. So here we concentrate on where your communication skills can make a difference and help you to make interactive contact with your target individuals.
Attempt To Secure A Meeting
This is an easy module for you as it takes a prospecting example right from getting the raw data, through making the call through to an analysis of the outcome. It demonstrates how the skills you are honing come together and enable you to secure valuable, qualified business meetings.
Other modules in the course apply equally to telephone and face-to-face sales situations:
Open The Sale
Understand the importance of selecting the most appropriate Opening for each situation. Get it wrong and it's curtains. Get it right and you're in with a chance. This module takes the eight types of opening questions, gives examples of them in use and analyses when they work and when they don't. It shows you a technique that enables you swiftly qualify your prospects in or out: Why waste time on someone who's never going to buy?
Create And Maintain Interest
Here we concentrate on to types of questions you can follow up with to gather information and help you to further qualify the prospect, together with three different ways to ask your questions: Learn how to differentiate yourself from 95% of sales people.
Buying Signals And Committal
Recognise Buying Signals when they arise and know how to gain committal to them
Present Your Offer
This module kicks off by checking that you're actually ready to make your offer because nerves sometimes make people rush headlong into this stage way too soon. Then we cover traditional selling points and benefits (you'll still have need of them from time to time) along with testimonials and how to link them back to fixing the pain and committal to your solution. And you see how to cushion the cost.
Close The Deal
By this stage, whether on the telephone or face to face, you will have accomplished most of the hard parts, so it's not far short of criminal to lose the business because you fail to close the sale properly. The moment you attempt to close the sale is when you find out how thoroughly you have covered the ground thus far. This module describes in detail the seven 'proper' closes plus a further nine 'helpers' that help get you out of a hole and back on track if it becomes obvious that you've skimped somewhere along the line.
Sort Out Objections Once And For All
As you hone your sales skills and techniques you’ll get fewer and fewer objections but they still form an integral part of any sales process, so, when they do crop up, understand why and learn how to make them one of your best allies to achieve a sale. This module examines the challenge of objections, what they signify, why different types of objections occur and how to handle them successfully. And, finally, it includes 10 tips about objections.
And there is a module specifically for the face-to-face sales situation:
Present Yourself In The Best Light
It kicks off with 10 tips on how to create a positive image in person (also available in the Tips section on our Home page), how to conduct the initial one-to-one meeting and what you can reasonably expect from it (having taken a tongue-in-cheek look at what you might be able to learn from the meeting place), through to preparation and delivery of formal presentations, and what to do after the meeting.
But sales skills alone will only get you so far. That's why each of the following modules is so valuable:
Source The Best Sales And Marketing Data
How many sales courses have you come across that recognise that the sales person in a small company often has to source his/ her own prospects? We do. You're probably never going to get ideal raw data for prospecting purposes but this module guides you on how to get the best you can for the job. It looks at the pros and cons of using free versus paid for data, directories versus specialist lists, buying from brokers versus list owners, gives pointers on parameters you can check when buying raw data and gets you to examine your approach to prospecting
Organise Your Prospecting Time
We prepare to go into action and look at a typical business-to-business buying model and the elements most likely to influence the size, shape and complexity of the Decision Making Unit, set the scene, plan a realistic prospecting routine and start making calls to clean and enhance the raw prospecting data.
Recognise Yourself And Others
The questionnaire at the beginning of this module enables you to identify your dominant behavioural styles then we analyse the strengths and weaknesses of each and finally see how you can use this newfound information in all of your interactive communications (not just sales situations).
Learn The Art Of Negotiation
Your negotiation skills can make the difference between a profitable or unprofitable sale and, sometimes, no sale at all. You'll see 6 rules that you should always follow regarding a negotiation situation (also available in the Pointers section on our Home page), together with 10 points to check before you negotiate, advice on how to behave during the negotiation, 6 tips on attitude and a couple of real life examples.
The sales professional Culmination
This Module goes over the sales and sales related activities you should now be totally comfortable carrying out. It gives you a simple process that shows how to continuously apply it in your sales role. And your answers to the final worksheet are the acid test on how everything has come together for you.Summary
If "The Sales Professional" course were delivered in the traditional way in a classroom with a trainer, it would be run over 3 days with each day building on the previous one and 2 weeks in between each for you to put in place the skills you learnt. It would have a final, fourth day to iron out any remaining issues. The cost would be prohibitive for most small companies and on each day you would be sharing your trainer's attention with the other course delegates.
Price: £1297 + VAT - includes 6 weeks' email and telephone mentoring
What are you waiting for?
This way you learn at your own pace and place and you have access to one-on-one consultancy and tuition for a whole two months provided you complete and submit the worksheets:
Complete the worksheet that accompanies each module and check your progress. Submit it to us for our feedback and input (you don't have to, but you want to get the most from this course, don't you?). Ask us questions about any process you don't understand or are having difficulty with.
We're only a phone call or an email away to provide you with practical training and moral support!
It's up to you: Do you want to be a top earning sales person?
Buy The Sales Professional full course
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