Open Sales Course - Sell more by understanding why people buy

Tuesday, Sep 6, 2016 at 9:30 AM to 4:30 PM GST

Radisson Blu Edwardian Manchester, Radisson Blu Edwardian Manchester, Peter Street, Manchester, Greater Manchester, M2 5GP, United Kingdom

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Tuesday, Sep 6, 2016 at 9:30 AM to 4:30 PM GST

Radisson Blu Edwardian Manchester, Radisson Blu Edwardian Manchester, Peter Street, Manchester, Greater Manchester, M2 5GP, United Kingdom.

This highly engaging one day open sales course is based upon the Single Sales Principle®, an Award-winning, ISMM endorsed sales development programme which states that ‘people buy when a compelling need is matched with a credible solution that offers perceived value‘.

 

Award-winning

The Single Sales Principle® programme won an award at the British Excellence in Sales and Marketing Award for ‘Sales Development Programme of the Year.

Focus of the course

  • How to find out, and help customers understand, their ‘Compelling Needs’

  • How to demonstrate their ‘Solution’ in a way that is ‘Credible’ and excites the prospect

  • How to overcome objections, demonstrate ‘Value’ and change the customer’s ‘Perception’.

The Single Sales Principle® programme is a new approach to selling founded on scientific research into the psychology of people’s buying motives and how to meet them. It is highly engaging, thought provoking and, most importantly, easy to apply in the ‘real world’.


Schedule for the day

09:30 - Welcome & Introduction

09:40 - The Single Sales Principle Overview

09:50 - Percieved Value

  • How we judge value
  • The relationship between price & value

10:20 - Compelling Needs

  • The importance of needs based selling
  • Emotional & rational needs
  • Testing motivation

11:00 - Break

11:15 - Credible Solutions

  • Features, advantages & benefits
  • Credibility statements

12:30 - Lunch

13:15 - Defining Value Proposition

  • Why use a sales process?
  • Importance of believing in your proposition
  • The elevator pitch

14:30 - Coffee

14:45 - Closing Skills

  • Value tools
  • Objection handling
  • Negotiation skills

16:15 - Action Plans

16:30 - Close

 

Post course learning and development

To ensure continued learning, each delegate will have access to sales development resources including weekly sales Masterclass webcasts on the Single Sales Principle®.

 

Click the links below for:

Jessica Field

http://www.lammore.com/

Lammore Consulting are an award-winning training company. With offices in London, Harrogate and New York we train across the UK, Europe, the USA, Middle East, Far East and Australasia. We have three core principles that apply to every single training programme and training course we create: INSPIRE We recognise that implementing training is down to the individuals who have been trained, and that changing approaches and behaviour can be challenging. We work hard to truly inspire people with the enthusiasm and passion to change. ENTERTAIN We’ve all experienced ‘death by Powerpoint’ and training courses that simply don’t work because no-one is paying attention. We entertain on our courses – it makes the training material memorable, it makes people keen to learn, and people who are enjoying themselves are far more positive and motivated to change. MAKE A DIFFERENCE Ultimately, all training is about ‘making a difference’ to the people on the training course and the organisation paying for it. Investing in people, like any investment, needs to deliver a return, and however hard it is to measure, it’s essential that your investment in training delivers tangible results.

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