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Brilliant Selling Skills

Brilliant Customer Service
Course summary
1 day
Nationwide
Next available date: Contact Brilliant for more details about this course and future dates - United Kingdom
Corporate Training for Teams

Course description

Brilliant Selling Skills

Brilliant Selling Skills - 1 day In-house Course

This course is available as half-day and a one-day live workshop or an online and mobile-based learning App. Please ask for free demo App. Both the live training and mobile app feature micro-training methodology for learning more in less time.

This highly interactive Selling Skills workshop from Brilliant Customer Service is designed to teach the skills and confidence to build, manage and successfully close sales. Through a wide combination of short presentations, group discussions, practical exercises (including structured role-play), case studies, and breakout sessions, you will learn new techniques and update existing skills. 

Key learning points:

  • Learn how to differentiate your sales approach
  • Delight customers by making every customer feel valued
  • Improve helping your customers to buy now and buy more using options, personality, suggestions and follow-up.

Half-day workshop plus Mobile Learning App

All our courses are now avaliable as half-day workshop, plus a blended-learning format accompanied with a full e-learning follow-up course and mobile application.

This form of 'blended learning' can reduce time away from the workplace, and also has the potential for greater impact, usability and value. Unlike traditional training, the training content can be revisited many times in bite-sized chunks. This includes short, informative videos, audios, quizzes and information pages. We also offer a free email newsletter for each course.

Suitability - Who should attend?

This highly-practical consultative selling skills training program will benefit all those who are involved in approaching, developing, presenting or negotiating new business opportunities. This includes winning brand new customers and developing new revenue from existing clients, contacts or prospects. It is suitable for all levels and types of sales and marketing staff.

Training Course Content

Course content is as follows:

1. Introduction and key principles of Sales Success

  • Introduction and review of pre-course work – KPI’s, personal learning objectives and key principles
  • Defining your initial value proposition and comparative advantage.
  • Mapping and improving your sales process and strategies to increase your sales results in the next 30, 60 and 90 days.
  • Presentation by participants: Personal sales improvement goals

2. Making appointments by telephone – best practice review

  • Cold-calling made easy: Planning the call, telephone techniques, integrating with email, online tools and LinkedIn
  • Master the secret of effective appointment making – organised persistence.
  • Set and achieve the right level of telephone activity to achieve your appointment goals
  • Be able to overcome most common put-off’s to seeing or engaging with you
  • Make calls with improved confidence, control and results
  • Planning and practice session: Cold and warm calling

3. Connecting skills

  • Research before the meeting and the first few minutes – ways to gain instant rapport and setting the foundation for a successful outcome in a first sales call.
  • How to structure an effective first time sales call or meeting – the subtle differences that are important to master.
  • How best to differentiate your solutions and build credibility and enthusiasm early or at the start of the buying process.
  • Overcoming buying initial resistance and relaxing the prospect; gaining rapport, opening the meeting: PBC (purpose-benefit-check) and gaining agreement to proceed.
  • Planning and practice session: Connecting – first meeting with a new contact.

4. Consulting – building, developing and influencing client needs

  • Understanding the power of high-impact and third-level questions to influence people based around specific needs and solutions.
  • The importance of body language and other personal communication dynamics when asking questions; empathic listening, run-on questions, drawing out skills, summarising, etc.
  • Creating a ‘disturb’ approach to creating needs and opportunities and positioning your solutions.
  • Using proven advanced sales questioning techniques with greater skill: Outcome, SPIN and qualification questions.
  • ‘Decision making criteria’ – tools to help you develop this with the customer and in doing so progress your sales opportunities more accurately.
  • Planning and practice session: Questioning skills

5. Convincing – presentation and persuading skills practice

  • Substance and style – selecting the right tone and content to engage and enthuse your prospect.
  • Compelling benefits and reducing perceived risk – key messages to deliver.
  • Helping the customer choose you – by being convincing, compelling and credible when you present.
  • Professional and effective presentation skills – with personal coaching and practice sessions.
  • The keys of influence and persuasion and the keys to convincing new customers to choose you.
  • Planning and practice session:  Practice in presenting your solution.

6. Commitment

  • Knowing when and how to close for commitment to the next stage in your sales process, plus ways to ask for commitment professionally and effectively.
  • How to isolate, prioritise and answer objections and concerns more openly and accurately, using a consultative not confrontational approach.
  • Deal more effectively and profitably with price objections and reduce buyer’s remorse (which can lead to a ‘I want to think about’ reaction and cause delay and inertia).
  • Key negotiations skills around the closing process – getting to yes.
  • Planning and practice session: Mini-role-play in closing skills

Expenses

Please contact Brilliant Customer Service for more details on pricing and how to arrange this course.

About provider

Brilliant Customer Service

Customer service, support and consultative selling skills training and coaching

We specialise in providing a range of proven training courses delivered by a team of expert consultants and facilitators. There are a core of main courses available in a range of formats, including one day and half day in-house workshops...


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