Selling – The Essentials for Success
Next Date:
15 January, 2025
Venue:
Online
Delegate Rate:
£375.00
Course Description
This state-of-the-art Master Class (delivered as two, half-day ‘live & online’ training sessions – see dates below) is designed for both new and experienced field salespeople selling either products or services and who are responsible for winning new business from new and existing accounts. It covers all the planning and ‘consultative’ selling skills (essential in today’s tough market place) needed to launch a new field salesperson on the road to success and helps to ‘refresh’ and ‘refocus’ experienced sales people to lift themselves back up to target.
A sure fire way to achieve rapid results, ‘Selling – The Essentials for Success’ shows delegates how to focus on the activities that really matter – how to work smart, rather than just hard!
Delegates will learn easier ways of attaining and maintaining peak personal performance by using Xel’s unique Personal Performance Manager (PPM system), a performance improvement management (self-appraisal) system that breaks down the job of a field sales person into 64 functions, and defines three levels of performance for each function: Not Good Enough, Good Enough and Excellent.
The highly participative content demonstrates modern-day sales strategies in a definable, structured way. Delegates learn how to be a ‘trusted adviser’ by becoming skilled at questioning and at using gap analysis strategies (Xel’s ‘Zip’ Principle) to uncover customer needs and objectives.
This Master Class inspires people and generates an immediate improvement in productivity and sales results!
Date Schedule:
- Session One – Wednesday 15th January 2025 (pm)
- Session Two – Thursday 16th January 2025 (am)
Master Class Objectives
- To double the sales with half the effort
- To sustain long-term performance
- To gain an in-depth understanding of the ‘sales process’ and structure of selling
- To create more selling opportunities by asking better, deeper, wider questions
- To differentiate the sales proposition and sell against competition
- To gain the desire and self-belief needed to win.
Delegates Will Learn
- The 3 stages of the ‘consultative-partner’ sales process
- The psychology of selling and what makes people buy
- The personal qualities of a professional salesperson
- How to develop a positive mental attitude and how to improve self-belief, enthusiasm and self-motivation
- How to use Xel’s unique PPM System (self-appraisal system) – The easy way to get from Good Enough to Excellent
- Effective questioning and probing skills
- How to identify customer needs & objectives – Using gap analysis strategies (Xel’s ‘Zip’ Principle) to uncover the customer’s requirement/s
- How to identify a customer’s purchasing criteria
- How to sell ‘Benefits’ rather than just discussing ‘Features’ and therefore how to ‘differentiate’ your offer against the competition
- How to handle objections and how to sell ‘The Difference’ when dealing specifically with price objections
