At the end of the programme participants will:

• Have an in-depth understanding of the structure of selling from opening to closing.
• Be able to build value by asking consultative questions.
• Know how to differentiate their proposition and sell against competition.
• Have the confidence to apply these selling skills.

• Consultative-partner based selling.
• Selling against the competition.
• Selling the difference – your products/services, your company, and yourself.
• Building trust.
• The psychology of selling, and what makes people buy.
• The use of the LACPOMAC® sales process to navigate each stage of the sale.
• Making appointments.
• Opening the sale.
• Using gap analysis strategies, and consultative questioning, to uncover and develop requirements.
• Matching, and presenting solutions.
• Pre-closing, test closing, and final closing.
• Pre-handling, and handling objections.
• Gaining commitment, and handling procrastination, using the LACPAAC® process.
• Sales negotiation – developing value, defending price and margin, and trading negotiable variables.
• Building self-confidence, and self-motivation.

*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 ‘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

“Nick was great, I really appreciated the way he got me to reflect and think things through instead of throwing the answers at me. I found the training to be dynamic and engaging. I feel like I have gained lots of skills and knowledge to help me in my sales career.” – RS, Territory Manager, Nimrod Veterinary Products

“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

 

“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

 

“Covered all areas of selling/negotiating, reinforcing and refreshing my own knowledge.” – VC, Design & Sales Director, The Odd Chair Company
 

“The trainer was very thorough with the information. The programme helped me understand sales a lot more and I know what I can do now to hopefully have more success.” – JK, Account Manager, Compassa Ltd
 

“It gave me the grounding I needed in sales, I just wish I’d had this when I started my role!” – K, Account Manager, Academy21