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Professional Selling Skills

Posted on October 12th, 2020

Professional Selling Skills

Learn to sell consultatively, confidently - and with your own distinctive style.

From opening to closing, the LDL Professional Selling Skills programme breaks the sales process into clear, manageable components, providing you with the skills and confidence to guide conversations, build relationships and secure business – whilst developing your own distinctive selling style.

Designed for today’s competitive business environment, the programme unravels the sales process using proven models. These frameworks provide a structured, yet flexible process that allows you to optimise your approach to suit each sales situation. With this toolkit you’ll easily be able to improve your sales effectiveness with both new and existing clients.

"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

From opening to closing, the LDL Professional Selling Skills programme breaks the sales process into clear, manageable components, providing you with the skills and confidence to guide conversations, build relationships and secure business – whilst developing your own distinctive selling style.

Designed for today’s competitive business environment, the programme unravels the sales process using proven models. These frameworks provide a structured, yet flexible process that allows you to optimise your approach to suit each sales situation. With this toolkit you’ll easily be able to improve your sales effectiveness with both new and existing clients.

What You’ll Learn

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 and credibility.
  • 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.
Frequently Asked Questions
Everything you need to know about the Professional Selling Skills programme

Professional selling is about guiding clients through consultative conversations rather than telling them why they should buy, or relying on scripted pitches. On this programme you’ll learn to ask insightful questions, uncover requirements and challenges, and position yourself as a trusted adviser.

Perfect for anyone new to sales or looking to refresh and refine their consultative selling skills, this sales training programme provides you with the skills and confidence to initiate, develop and close business opportunities.

Through interactive coaching and practical exercises, you’ll learn how to:

  • Build trust with customers
  • Structure conversations from opening to closing
  • Handle objections with confidence
  • Differentiate your proposition against competitors
  • Develop your own distinctive selling style

Skill+Will™ is central to LDL’s approach. Sales success requires not only the right techniques but also the mindset to apply them. This programme builds both, so you can sell consultatively and with confidence.

  • Open programme: virtual, two days (10.00–16.00 each day), £995 + VAT, includes comprehensive digital workbook.
  • In-company: tailored to your organisation, delivered in person or virtually.

Yes. We frequently deliver bespoke versions of this programme for individual companies. Content, examples and practice sessions can be adapted to match your products, services and client scenarios. Find out more on our tailored solutions page.

Public programmes are capped at six participants to ensure focus, interaction and personalised coaching.

A senior LDL consultant specialising in consultative selling. They’ll work with you to apply models and techniques directly to your own sales context.

Yes. Participants on the public programme receive an LDL certificate on completion.

What Participants Say
“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
“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
“Nick was so insightful and lovely – he made me feel so welcome, and though my product was totally different (and a lot smaller) than others in the group, I did not feel like an outsider, and Nick tailored the examples to me.”
– GH, Onboarding & Residential Sales Manager, MTH Networks/Monkey Tree Hosting
“It was informative, collaborative and very well-tailored to my role, company as well as me as a person. I didn’t feel like it was trying to forcefully change things, but instead offered a really valuable structure and framework.”
– DM, Direct Sales Executive, i-media
“I found the practical parts especially useful, particularly how they were tailored to our specific business units. It really helped to look at things not just from the salesperson’s perspective, but also through the eyes of the buyer!”
– LB, Sales and Marketing Support Specialist, Red Box Direct
Want to tailor this programme?
IN-COMPANY ENQUIRY

£995.00

BOOKING FORM – OPEN COURSE
Professional Selling Skills

Live virtual training. Develop your consultative selling skills with this participative two-day programme. £995 + VAT.

To tailor this programme: 020 7381 6233

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