Value Based Selling

Duration:  3 days (2 days + 1 day follow-up workshop)  | Maximum group size: 12 people

Course overview:
This course is designed for sales professionals who want to develop a modern approach to both winning new business and growing existing customer accounts. Delegates will learn how thorough preparation and account planning will allow them to conduct sales conversations that focus on the business issues of the customer.

Understanding the importance of how you sell and not what you sell will be the underpinning theme of the course.

Who would benefit from attending?
This course is for sales professionals who want to transform the way in which they sell. Using a customer centric approach to help write compelling proposals that demonstrate real value.

Core development objectives covered
• Understanding different approaches to selling

• The key principles of Value Based Selling

• Recognising your key differentiators & value proposition

• Applying a ‘Challenger Sale’ mindset

• Developing valued based customer relationships

• Identifying different buying and selling behaviours

• Handling multiple decisions makers / buyer types

• Getting the customer to see you as a trusted business adviser

• Understanding how a customer will use your products / services

• Selling against the competition or the existing supplier

• Identifying the problems / challenges that your customer faces

• Producing a well-structured and value-based proposal

• Gaining agreement & commitment to move forward

Other related subjects you may be interested in viewing

Consultative Selling Skills

High Impact Presentation Skills 

Delivery methodology
Futureproof’s training workshops require all delegates to take a full and active role throughout. Our mix of trainer led discussion, facilitation, coaching and skills practice ensures that all delegates enjoy an interactive and supportive learning experience.

Just a thought…

“You Don’t Need A Big Close As Many Sales Reps Believe. You Risk Losing Your Customer When You Save All The Good Stuff For The End. Keep The Customer Actively Involved Throughout Your Presentation, And Watch Your Results Improve.” – Harvey Mackay

Maximise Incoming Sales Enquires

Duration: 1 day  | Maximum group size: 12 people

Course overview
This workshop is designed to help customer service and telephone sales professionals get the best out of every incoming sales call. We will cover in detail the use of excellent questioning and listening skills to fully understand the wants, needs and expectations of the customer.

Delegates will develop the confidence to use the information gathered to present the customer with a well-matched solution that demonstrates clear benefits and value. Handling objections effectively and gaining agreement will also be covered during this workshop.

Who would benefit from attending?
This course is ideal for all staff across the business who answer the telephone to maximise incoming enquiries and sales related customer queries.

Core development objectives covered

• Understanding the sales process & the part you play

• Why a business needs to maximise incoming enquiries?

• Essential telephone communication skills

• Using a professional greeting & introduction to the business

• Building rapport quickly

• Exploring the needs of a customer ~ opening up new opportunities

• Identifying different customer types

• Adapting your approach to maximise customer engagement

• Using your voice, tone & pitch to maximum effect

• Presenting your products / services in a professional manner

• Selling features / advantages / benefits

• Isolating and handling objections effectively

• Turning objections to your advantage

• Gaining agreement & securing the sales

• Professional follow-up procedures

Other related subjects you may be interested in viewing

Handling Objections

Customer Service Excellence

Delivery methodology
Futureproof’s training workshops require all delegates to take a full and active role throughout. Our mix of trainer led discussion, facilitation, coaching and skills practice ensures that all delegates enjoy an interactive and supportive learning experience.

Just a thought….

The difference between a successful person and others is not a lack of strength, not a lack of knowledge, but rather a lack of will. – Vince Lombardi

Handling Objections and Closing Skills

Duration: 1 day  | Maximum group size: 12 people

Course overview

This course will develop the skills and confidence of sales professionals who are regularly handling objections. Delegates will learn the importance of isolating objections and employing excellent communication skills to fully understand the customers point of view. Only then can you start to gain agreement and secure the sale.

Who would benefit from attending?

Sales staff who want to develop the confidence and techniques required to handle objections professionally and improve their sales conversion ratio.

Core development objectives covered

• What objections do you currently encounter?

• Why objections occur?

• Objection or buying signal?

• Reducing the number of objections by using pre-framing techniques

• Handling objections framework

• Using questioning techniques fully understand the objection

• Turning objections to your advantage

• Handling objections on price

• Understanding different closing techniques

• Gaining agreement & securing the sale

Other related subjects you may be interested in viewing

Negotiation Skills

Field Sales Skills

Delivery methodology

Futureproof’s training workshops require all delegates to take a full and active role throughout. Our mix of trainer led discussion, facilitation, coaching and skills practice ensures that all delegates enjoy an interactive and supportive learning experience.

Just a thought…

“Treat objections as requests for further information.” – Brian Tracy

Customer Service Excellence

Duration: 1 day  | Maximum group size: 12 people

Course overview

This course provides delegates with the key skills and behaviours necessary to provide outstanding customer service. Delegates will learn how to make each customer feel important and develop the confidence to successfully handle a range of different enquiries.

Note: This course can be tailored to include sections ‘dealing with difficult customers’ or ‘handling complaints professionally’.

Who would benefit from attending?

Employees who are responsible for managing a range of different customer enquiries on a daily basis.

Core development objectives covered

• What is customer service excellence?

• Identifying the customer experience that you currently offer

• Identifying your role in keeping the customer satisfied

• How to recognise moments of truth

• Essential communication skills

• Communicating with different personalities

• Professional telephone techniques

• Applying a positive attitude to handling customer enquiries

• How to calm an upset customer.

• Maintaining personal energy levels

• How to build strong & long lasting customer relationships

Other related subjects you may be interested in viewing

Maximising Incoming Sales Enquiries

Effective Communication Skills

Delivery methodology

Futureproof’s training workshops require all delegates to take a full and active role throughout. Our mix of trainer led discussion, facilitation, coaching and skills practice ensures that all delegates enjoy an interactive and supportive learning experience.

Just a thought….

“Just having satisfied customers isn’t good enough anymore. If you really want a booming business, you have to create raving fans.” -Ken Blanchard

“A customer is the most important visitor on our premises, they are not dependent on us. We are dependent on them. They are not an interruption in our work. They are the purpose of it. They are not an outsider in our business. They are part of it. We are not doing them a favor by serving them. They are doing us a favour by giving us an opportunity to do so”. – Mahatma Gandhi

Telephone Sales Skills

Duration: 1 day  | Maximum group size: 12 people

Course overview

Ideal for employees working in a busy telephone sales environment. This training course can be tailored to cater for those tasked with making appointments, maximising incoming opportunities or making outbound sales calls.

Who would benefit from attending?

Telephone sales professionals who are required to sell directly or make sales appointments for field based staff.

Core development objectives covered

• Understanding the sales process

• Identifying different buyer types

• Planning & research for the call ~ producing call plans / objectives

• Effective questioning & listening skills

• Professional telephone techniques

• Exploring the needs of a customer

• Creating powerful & compelling sales stories

• Presenting strong benefit statements

• Handling objections effectively

• Pre-framing customer objections

• Closing the sale ~ gaining agreement

• Professional follow up procedures

Other related subjects you may be interested in viewing

Maximising Incoming Sales

Handling Objections & Closing Skills

Delivery methodology

Futureproof’s training workshops require all delegates to take a full and active role throughout. Our mix of trainer led discussion, facilitation, coaching and skills practice ensures that all delegates enjoy an interactive and supportive learning experience.

Just a thought……

We all need a little inspiration and motivation sometimes to re-shape our attitudes and our actions, and keep us on the road to success. Seasoned sales professionals have to learn early on how to maintain a thick skin and a positive attitude. A great way to keep both yourself and your sales team motivated, especially during tough times, is to remind them of why they do what they do, the impact their efforts have on others, and how to stay resilient.