This state-of-the-art programme is highly structured
and is designed to give sales people of all levels a
complete IN-DEPTH coaching in the next generation consultative-partner selling skills demanded by today’s market place. Both
the skill to win and the will to win are dealt with
in detail.
"All our new business sales people have been through the LDL Professional Selling Skills Programme and the results have been
absolutely fantastic!"
Microsoft Dynamics GP
The highly participative content coaches collaborative sales strategies in a definable, precise
way. Participants learn to become a trusted adviser and use questions not reasons
as their main persuasive tools.
When
they plan their calls, they concentrate NOT on what
they will tell the prospect, but on what they will ASK. It's the only way to sell.
Participants become skilled at using both gap analysis and the highly effective LACPOMAC® selling model.
The end result inspires people and generates an immediate
improvement in
productivity.
Course
Objectives
At the end of the course participants will:
Have an in-depth understanding of the STRUCTURE of selling from making the appointment to understanding the issues to closing the business.
Be able to build value by asking better, deeper, wider questions.
Know how to differentiate their proposition and sell against competition.
Have the will to win. With the all important drive, confidence and attitude to ignite success.
'It's desire not ability that determines success.'
Delegates
Will Learn
The 7 principles of consultative-partner
selling.
How to make appointments by telephone. How to handle voicemail.
How to build trust..
How to sell an idea. The new psychology
of selling. What makes people buy.
How to open the sale. How
to probe for requirements. How to match.
How to gain commitment and close.
How to use gap analysis strategies to uncover
and develop the prospect’s requirement.
Advanced questionning skills.
How to use the LACPOMAC® selling
model. LACPOMAC® is a navigation tool - an underlying system of questions to move the sale forward.
How to sell against competition.
How to sell the concept of partnership.
How to present a solution.
How to handle and pre-handle objections.
How to handle ‘I want to think
about it’ using the LACPAAC®
model.
Introduction to negotiating tactics.
How
to develop unshakeable confidence. Whether
we think we can or whether we think we
can’t, we’re right - lack
of confidence holds many would be top
producers back.
How to use attitude development to build
drive, enthusiasm and self-motivation. You can have the best skills in the world, but if the attitude is not there you will not peak perform.
Who should attend
The course is suitable for anyone who is responsible for winning new business from new and existing accounts. Salespeople, account managers, business development managers and client service managers.
The content is suitable both as an introduction to the novice and a valuable update for the established professional.
Course
Details
Dates:
20-21 August 2008
17-18 September 2008
15-16 October 2008
12-13 November 2008
9-10 December 2008
Times:
Day one: 9.30 am - 5.30 pm
Day two: 9.00 am - 5.00 pm
Fee:
£895
+ VAT
Includes comprehensive notes, post programme elearning support & the book Outsell Your Competition by LDL CEO Robin Fielder.
