Face to Face Selling Skills

Course Content and Details

Sales Training with a Twist – It’s Experiential
(Course duration 2 days)

All of the renowned benefits of the experiential training programs that we have crafted for large corporations over the past 12 years are now available to you - the serious minded individual sales professional with a real desire to improve your performance.

For sales people who want to shine in their chosen profession through gaining a deeper insight into how they can polish their existing skills
and gain new skills, then an Actuality course from Sold Out Trainers is the must attend experience.

If you have found that other traditional sales training leaves you wanting and what you really value is the experience of how to put your skills into
practice in realistic scenarios, then the experiential approach of an Actuality course delivers just what you have been searching for.

Courses in 2008 are currently scheduled in Milton Keynes on the following dates and the cost is just £645 with an early booking discount of 10%
available up to 4 weeks before your chosen course date - click on a date below to secure your course now:

Course Content

Day One

• Welcome and Introductions.

• Icebreaker – A fun and upbeat exercise to relax delegates and raise everyone’s energy.

• Intro to the Professional Selling Skills Structure - A consensus decision making exercise will be undertaken by the delegates to
  discuss the key skills before the Model is introduced and explained. This also looks at assertiveness and introduces delegates into a winning way of selling, which not only delivers results but also helps establish and maintain firm business relationships.

• Actuality Scenario - Actors perform a bespoke scenario that participants are encouraged to critique, change and develop and then work with
  throughout the course.

• Opening the call – Actuality session working on selling the value of the meeting and motivating the client to listen. We look at the image of the sales person and the impact this positive or negative image may have upon the client. Then we work on setting the scene for a professional sales orientated meeting. Delegates will be encouraged to practice in short sharp skill practice sessions with the
  actors playing different types of personality and attitude. Delegates will then receive constructive feedback from their
  peer group, the facilitator and the actor who is playing the part of the buyer.

• Questioning skills – A game called Secret Profession is run using the actors where the delegates learn by their mistakes in a competitive
  environment. They are reminded of the use of open and closed questioning and introduced to linear probing and tunnel questioning.

• Listening Skills – A series of exercises and demonstrations to make delegates aware of the barriers that buyers often put in place to
  protect themselves in one to one sales/buying situations and introduce them to focused listening.

• Summarising and gaining commitment.

• Skills practice session – Using the Actuality scenario delegates practise what they have learnt in real life situations with the actors taking the role of the buyer. Each delegate will have to use the skills they have learnt to uncover the big picture as well as business needs and personal motivators of the buyers.

Day Two

• Presenting Products – The importance of relevant and powerful presentations and understanding the difference between features and benefits.
  Practising and developing presentation skills that are professional, interactive and dynamic. Looking at personal
  impact, body language and the voice as tools that can be used to gain influence and win commitment.

• Dealing with Objections - Actuality workshop to practice dealing with product related and general objections.

• SMART Closing – Teaching delegates to take sales conversations as far as they are able taking into account the circumstances of the
  conversation and gain at least some form of commitment from the buyers, even if that is only to agree to a further meeting.

• Final Case Studies - An Actuality improvised session where each delegate will have the opportunity to create a
  scenario that is relevant to their own situation then work that through with the actors.

Secure your place now - just £645

Courses in 2008 are currently scheduled in Milton Keynes on the following dates and an early booking discount of 10% is available up to 4 weeks
before your chosen course date - click on a date below to secure your course now:

10th & 11th of September

15th & 16th October

12th & 13th November

What you will gain from the course

• The insight that will enable you to create desired outcomes and win-win solutions

• Listening and questioning skills that will enable you to adjust your approach to fit the requirements of your prospect in a relevant way

• An understanding of the motivations that may be driving your sales prospect

• The assertiveness and sensitivity that will enable you to overcome objections in a positive manner

• The ability to make real connections and establish rapport with the people you seek to influence

• An understanding of how to develop your personal style in a way that leads to improved performance and enhanced career prospects

• The ability to use the SMART closing approach

Course Benefits

The most effective sales people never actually seem to be selling. They are natural, likeable, clear, and consultative and find out about you, the
buyer, by asking a range of intelligent and open questions. Good sales people make it easy for a buyer to buy through first identifying and then removing the obstacles to purchase.

We offer training that focuses on core, natural sales concepts like active listening and questioning and clear communication and messaging that will
enable you to enhance your sales skills in a way that will lead to you closing more sales and regularly exceeding your targets.

Who Should Attend

Professional sales people who wish to raise their levels of performance and enhance their career prospects through a clearer understanding of the
sales process and a sharpening of their sales skills.

Venue

Ramada Encore hotel in Milton Keynes. Full details will be sent to you after registration.

Milton Keynes has excellent accessibility for a training venue from London through the Midlands and the North with superb road, rail and air links for easy and quick access.

We have also arranged for the opportunity for you to upgrade to an overnight stay which includes dinner and breakfast (subject to availability). Please contact us if you would like to take advantage of this.

What’s Included

• Buffet lunch on both days

• Unlimited tea, coffee and biscuits throughout the course

• Pens, paper and stationery

• A full training tool kit that includes a set of digital notes, credit card style training prompts, note pad, pen and gift

Don’t delay, secure your place now

Simply click on the course date that you would like to attend and complete the booking and payment process as directed. Payment can be made by most major credit/debit cards. The course costs just £645 plus VAT per person and an early booking discount of 10% is available up to 4 weeks before your chosen course date.

Milton Keynes - 10th & 11th September 2008

Milton Keynes - 15th & 16th October 2008

Milton Keynes - 12th & 13th November 2008