Sales Foundation 4 Day Course
Four days spread over four weeks. Public scheduled course at Wokefield Park conference centre, near Reading in Berkshire.
Key Takeaways
- Top answers to the top six customer questions
- Get through more often and make more appointments
- Take the risk out of the need to achieve a target
- Home in on prospects who want what you have
- Begin developing mentalist skills
- How to persuade with questions alone
- How to listen persuasively
- How to be liked by anyone
- How to get anyone to do anything
- How to have the customer do the selling
- How to overcome the toughest sales obstacles
- How to sell through presentations and proposals
- How to bring a sale to its conclusion
- How to recognises and deal with negotiation ploys
- How to get your price in a tough negotiation
- How to maintain professional sales competence
- How to plan for sales target achievement
- How to manage a sales career
Participant Comments
Very useful insight into selling a service compared to a product. Excellent role plays which enable you to put what you have discussed into practice. Enjoyed talking around customer objections and how best to counter them.
Great content, pace, and delivery. Would recommend to anyone selling services.
Memory jerking. Eye opening.
Four day classroom course includes:
- Pre Course Questionnaire
- Pre Course Preparation Guide
- In course materials
- Online resources
- Career long support
- Lunchtime meals
- Refreshments
Scheduled Dates
Course Details
Course materials and resources
- Pre Course Questionnaire
- Pre Course Preparation Guide - Day 1
- Sales Foundation Course Agenda - Day 1
- Self Study Guide
- Accelerated Learning Guide
- Course Slides - Day 1
- Top Six Customer Questions - Response Worksheet
- Top Six Customer Questions - Response Guide
- Call Planning - Template
- Making Voicemail Work - Guide
- Opening Gambit - Guide
- Turn Around Fob Off Excuses - Guide
- 'Fob Off' Excuse Turn Around - Participant Examples
- 'Fob Off' Excuse Turn Around - Collected Examples
- More 'Fob Off' Excuse Turn Around Examples
- Pipeline Management Spreadsheet
- Quantified Qualification Analysis
- Quantified Qualification Presentation
- Thinking Style Identification Exercise
- Sensory Language Exercise
- Pre Course Preparation Guide - Day 2
- Sales Foundation Course Agenda - Day 2
- Course Slides - Day 2
- Reasons for Asking Questions - List
- Persuasive Questions - Guide
- Questions to Stimulate Dialogue - List
- Reading People's Thoughts - Guide
- Recognising Personality Style - Assessment
- Influence - the psychology of persuasion by Robert Cialdini - Book
- Pre Course Preparation Guide - Day 3
- Sales Foundation Course Agenda - Day 3
- Course Slides - Day 3
- Profit Contribution Calculator
- CLEAR Rules - Guide
- CLEAR Prompt - Template
- CLEAR Questions - Guide
- Turn Around Solutions for Budget Objections
- Turn Around Solutions for Access Objections
- Turn the Sales Process into a Collaboration - Guide
- The Power to Speak - e-book
- Pre Course Preparation Guide - Day 4
- Sales Foundation Course Agenda - Day 4
- Course Slides - Day 4
- Negotiation Preparation Template
- Countering Negotiation Tricks and Ploys - Guide
- Sales Target Achievement Plan - Template
- Managing a Sales Career - Guide
Guarantee
We unconditionally guarantee the quality and effectiveness of our services. In addition, we warrant that application of the principles, methods, and practices presented in our materials will lead to a gain in value equivalent to at least five times the fees. Should you decide that our services have not met this guarantee, we will refund your fees promptly and courteously.
Note: Quoted fees exclude VAT chargeable in the UK and EU. Terms of Site Use and Terms of Supply apply.