At the end of the programme 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.

• The 7 principles of consultative-partner selling.
• How to sell virtually.
• How to build trust.
• How to make virtual & F2F appointments by telephone. How to handle voicemail.
• LinkedIn – The new handshake.
• 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 questioning 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 solutions and insights.
• How to sell against competition.
• How to differentiate yourself on video conferencing calls.
• How to sell the concept of partnership.
• 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.

*Tailored in-company programmes are available either in-person or virtual.

“I feel compelled to put in writing how outstanding this course is. It took the ‘myths’ out of selling and showed you instead a logical, common sense and workable way of winning business. Now that I am in a position whereby I need to develop and train others, I look no further than LDL. They return from you highly motivated, inspired, enthusiastic and focused.” – MR, Sales Director,  Majestic Wine Warehouses 

“We routinely send our sales staff on ‘The New Professional Selling Skills’ course, and having attended this myself I can say with total candour that the course and follow up material was exhilarating, instructive and head and shoulders above anything comparable in my experience.” – DL, Sales Director, Bernard Group

The delivery throughout was excellent. It’s not like learning a process that only works in one way, it’s about developing more skills to use in your own way.” – HT, Senior Sales Manager, Vidcheck.

“Loved the course and trainer. Have learnt so much and can’t wait to try out my new skills. Very well structured. Will definitely recommend.” – JO, Product Account Manager, McLaren Software.

“Excellent. Professionally run, superb instructor with credibility in spades.” – DO, Business Development Manager, Rohde and Schwarz

“Nick was extremely enthusiastic and informative. I found the whole experience fantastic and would not hesitate to recommend it to others.” – TG, Business Development Manager, G2 Speech

“Excellent. It makes you aware of the little things that can potentially make a big differenence. Very detailed and informative.” – RJ, Sales Engineer, Comsol

“Very enthusiastic. Great use of interactive exercises and vibrant examples. Well structured.” – SR, Area Sales, A Menarini Diagnostics

“Concepts were explained very well. All aspects of the course will be useful in my career. We were led through a well structured model of how to work with clients at all levels.” – JK, Product Manager, Red Box

“Excellent. Nick was fantastic and enthusiastic about the sales process. Made the learning a more experiential one” –SS, CEO, Data Zuum

“Extremely informative….enthusiastically run by brilliant/vibrant instructor who conveyed the course messages extremely well.” – CP, Sales, Intel Corporation

“All our new business sales people have been through the LDL Professional Selling Skills Programme and the results have been absolutely fantastic!” – JD, Sales Manager, Microsoft Dynamics GP

“Excellent format with good variety of group/individual tasks and open discussions. Nick was excellent at building on focuses through examples and detail to reach the final conclusions. I feel I will take away lots of big and small points to apply in my workplace, out on the road, and at events.” – SW, Project Manager, CI Group

“Really engaging course which looked at the sales process in a different light. Very much appreciated the structured approach which built on layers of understanding. It has definitely answered questions for me, in terms of situations I knew were not right but couldn’t define why!” – MA,
EMEA Business Development Manager, Retrogenix

“Having a coach who is so enthused about a subject is so rare, especially when they are so knowledgeable in the area. Honestly the most refreshing course I’ve been on.” – NP, Spares Account Executive, Foster Refrigerator

“Great group. Nick was amazing and allowed us to relate to the examples given. Brilliant coach and guide. Very patient and understanding.” – MS, Sales, Martindale

“Engaging delivery of concepts and content. Incorporated real examples from the group, enabling active and interesting discussions and sharing of knowledge and experience.” – GP, Senior Business Consultant, Siemens

“Nick Evans has superlative clarity and extraordinary rapport with the group. Nuances in the sales process were walked through in a clear and structured manner. I’ve taken multiple elements which will be useful in outlining sales process enhancements.” – JM, Product Director, IEG4 Ltd

“Clear and logical course with excellent and memorable lessons – always tied back into jobs for relevance.” – NB, Global Business Development Associate, Retrogenix

 

“The pace was perfect, I was engaged the whole time and never lost interest. The trainer also remembered everything about everyone and made me feel very included. Learned lots from this!” – HP, Sales Development Representative, Thrive Networks Limited

 

“Excellent. Engaging; applicable; ‘non-salesy’ sales training” – GK, Cellular Pathology Sales Specialist, A. Menarini Diagnostics 

“Nick was fantastic and made sure we understood everything. Easy to follow and very informative.” – MH, Cellular Pathology Sales Specialist, A. Menarini Diagnostics

“Gave me lots of ideas to tweak existing things I am doing (keeping what works but adding new things). Gave me more insight into how a buyer approaches the whole process.” – EN, Product Manager, Columbus Instruments

 

“Excellent. Good instruction and very relevant content.”- IB, Sales Manager, Cellixon

 

“The trainer was so informative and very engaging to listen to. I found the advice so valuable and it’s given me so much confidence to perform in my role!” – EM, Cellular Pathology Sales Specialist, A. Menarini Diagnostics

“Clear and concise, very well laid out and explained. Taught me lots of things I did not know. Will take a lot from this, particularly liked the widening the gap analogy, will definitely take that forward with me. As well as incorporating more questions into my interactions with customers going forward.” – BC, European Sales Manager, Red Box Direct

 

“After many years of no training, I understand in more depth each part of the selling process, how to lead, close, meet objections. Most of all it has given me confidence.” – KD, Establishment Manager, Care Dynamics

 

“Nick was an excellent presenter, he kept the sessions very interesting and entertaining. The LACPOMAC approach to a sale makes perfect sense to me and it is easy to remember.” – MD, Sales & Marketing Representative, Willow Technologies

 

“Nick was a great trainer. I liked the conversational approach to the course and applying it to my role.” – MD, Senior Sales Executive, Ignite Growth

 

“I found a lot of the content interesting and gave me a new outlook on my role and how I can grow in it.” – CB, Account Manager, Academy21

 

“Nick Evans was very informative and interacted with the group fairly. I also learnt new information in terms of how to be a better salesperson.” – KT, Regional Sales Manager, Quidelortho