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Beyond the Basics
 Beyond the Basics
 

BEYOND THE BASICS OF SALES

The best solution for Selling Skills Training Courses

A hands-on one-day course with free e-learning revision after your training and pre-course online skills testing
See Our Latest Reviews on TrustPilot:
CPD CERTIFIED COURSE
CPD accredited course

Note: this Beyond the Basics of Sales course is CPD certified.
It is delivered as a classroom course with post-course e-revision.
This means that not only has it been rigorously assessed in terms of content and quality, but it comes with a FREE CPD Certification certificate, as well as an Activia diploma of completion.

COURSE OUTLINE

Full details of modules and topics covered in this one-day course

VERSIONS COVERED

This course covers None versions

Blended learning
FREE E-LEARNING REVISION

Note: Free e-learning revision is available with this course: 12 months of access for each delegate on scheduled public (open) classes and standard on-site/private classes (not available for bespoke courses) .

DURATION

This is a one-day training course structured into 10 modules

COURSE AIMS

This hands-on one-day sales training course has been designed to give delegates a solid understanding of good selling practices and to enhance their ability to be effective. Introducing popular concepts, delegates are taken through simple but essential selling techniques, in a structured and proven way that will enable them to make instant changes to their working practices and achieve sustained improvements in their performance.

TARGET AUDIENCE

The course is intended for anyone involved in a process where sales opportunities exist. The concepts apply to both telephone and face-to-face environments, and while the course has been developed with salespeople in mind, it can also be applied to other people, such as Customer Service or Support staff, who often have the chance to turn situations into sales opportunities.

Want to see prices and options for delivery of your training?

MODULE 1:  Introduction and Course Overview
Learning outcomes:
None
Topics covered:
MODULE 2:  The Right Approach to Sales
Learning outcomes:
Analyse the right and wrong way of approaching customer sales calls from the use of a telephone.
Topics covered:
  • Case Study: Danny's First Day in Sales
MODULE 3:  Questioning Skills for Sales
Learning outcomes:
Learn how to control the process of conversation. Develop the tools for effective understanding and get the information you want first time.
Topics covered:
  • What Information Do We Need?
  • Types of Questions
  • Closed Questions
  • Open Questions
  • Leading (Assumptive) Questions
  • Summary Questions
  • Probing (Excavating) Questions
  • Reflective (Mirroring) Questions
  • Exercise: Questioning Practice
  • Powerful Words for Questions
  • Types of Question to Avoid
  • The Funnel Technique
  • The Inverted Funnel Technique
MODULE 4:  Listening Skills for Sales
Learning outcomes:
Why do we listen badly? Rate your ability to listen and learn the processes for active listening and discover how to understand others.
Topics covered:
  • Benefits of Good Listening
  • Why We Listen Badly!
  • Exercise: How Do You Rate Your Listening Ability?
  • Active Listening
  • Listeners Control Conversations!
MODULE 5:  Maximising Productivity in a Sales Role
Learning outcomes:
Discover the difference between an Influencer and a decision maker and get to the heart of the sale by talking to the right person.
Topics covered:
  • Deflective Tactics -- Time Wasters
  • Six Habits of Successful Sales People
  • Talking to the Right People
MODULE 6:  Attention - Getting your Customer's Attention
Learning outcomes:
Learn how to ask the right questions and build on introductions. This module explains those precious first steps.
Topics covered:
  • The 4 Ws
  • Exercise: Questions Using the 4 Ws
MODULE 7:  Interest - Creating Interest in your Customer
Learning outcomes:
Understand the expectations of your customers their wants and needs, and then identify the signals. This module will give you the tools to understand situation and problem questions.
Topics covered:
  • Customer Expectations, Wants and Needs
  • Buying Signals
  • Keeping Price in Its Place
MODULE 8:  Desire - Motivating Customers to Buy
Learning outcomes:
Learn how to sell the right benefits and show your expertise. From handling objections to selling advantages, this module will support those critical points that can make or break the process.
Topics covered:
  • Understanding the Customer
  • Features, Advantages and Benefits (FABs)
  • Selling the Right Benefits
MODULE 9:  Action - ABC: Always Be Closing
Learning outcomes:
"Always be closing" (ABC) is the key to any productive conversation with a customer. Discover the 6 types of closing techniques, the frames and the pitfalls of that crucial last step.
Topics covered:
  • Asking for the Business
  • Effective Closing Techniques
  • Types of Close
  • Framing the Close
  • Pitfalls When Closing the Sale
  • Trial Closing
  • Aiming For Repeat Business
  • Maximising Profit
MODULE 10:  Your Personal Action Plan
Learning outcomes:
None
Topics covered:

Want to see prices and options for delivery of your training?

RELATED COURSES

Selling Skills Fast Track

COURSE OUTLINE
[Duration: one day]

Selling Skills Fast Track

  • Introduction and Course Overview
  • The Sales Process
  • The Fear Factor in Sales
  • Attributes of a Good Sales Person
  • Core Selling Skills
  • People Buy From People
  • Questioning Skills for Sales
  • Listening Skills for Sales
  • Maximising Productivity in a Sales Role
  • Building Profitable Relationships

Essential Selling Skills

COURSE OUTLINE
[Duration: one day]

Essential Selling Skills

  • Introduction and Course Overview
  • Why Do We Contact Our Customers?
  • Starting Out in Sales
  • The Sales Process
  • The Fear Factor in Sales
  • Attributes of a Good Sales Person
  • The AIDA Sales Model
  • Core Selling Skills
  • Handling Objections
  • People Buy From People
  • Making Action Plans
  • Your Personal Action Plan

Advanced Selling Techniques

COURSE OUTLINE
[Duration: one day]

Advanced Selling Techniques

  • Introduction and Course Overview
  • Building Profitable Relationships
  • Advanced Objection Handling
  • Advanced Selling Techniques
  • Controlling the Conversation
  • Advanced Questioning Skills
  • Negotiation Tactics
  • Writing Effective Proposals
  • Your Personal Action Plan

Success in Telephone Sales

COURSE OUTLINE
[Duration: one day]

Success in Telephone Sales

  • Introduction and Course Overview
  • The Sales Process
  • The Fear Factor in Sales
  • Maximising Productivity in a Sales Role
  • The Importance of Voice
  • The Telephone as a Business Tool
  • Outbound Calls: Developing Your Script
  • Setting SMART Goals for Yourself
  • Pre-Call Planning
  • Generating Appointments
  • Dealing with Gatekeepers
  • Incoming Calls
  • Voice Mail Messages
  • Action - ABC: Always Be Closing
  • Your Personal Action Plan

Effective Field Sales

COURSE OUTLINE
[Duration: one day]

Effective Field Sales

  • Introduction and Course Overview
  • Maximising Productivity in a Sales Role
  • Meetings and Your Time
  • Generating Appointments
  • Successful Customer Meetings
  • Creating a Good Impression in Sales Meetings
  • Making Great Sales Presentations
  • Interest - Creating Interest in your Customer
  • Desire - Motivating Customers to Buy
  • Action - ABC: Always Be Closing
  • Your Personal Action Plan

Profitable Sales Account Management

COURSE OUTLINE
[Duration: one day]

Profitable Sales Account Management

  • Introduction and Course Overview
  • Identifying Key Accounts
  • Building Profitable Relationships
  • Writing Effective Proposals
  • Managing Customer Expectations
  • Planning Customer Contact
  • Developing Your Key Account Strategy
  • Negotiation Tactics
  • Meetings and Your Time
  • Successful Customer Meetings
  • Your Personal Action Plan

DELEGATE FEEDBACK FOR OUR
BEYOND THE BASICS COURSE

AVERAGE REVIEW: 4.4 out of 5  BASED ON 21 REVIEWS

Barbara Leonard
, Nov 28 2018
"Thank the Tutor for her time and delivery of the subject "


 
Course rating of 4 stars
Lorraine Farnon
, Sep 6 2018
"The trainer was very knowledgeable "


 
Course rating of 4 stars
Ella Briley
, Jul 25 2018
"Very informative, trainer was lovely."


 
Course rating of 4 stars
Joanna Williams
, Jul 16 2018
"Our trainer was very good and took the time to learn from us about our company and our role to tailor the training to our specific needs."


 
Course rating of 4 stars
perrier wilson
, Jul 4 2018
"BRILLIANT TRAINING!"


 
Course rating of 5 stars
Elliott Sowden
, Apr 25 2018
"The trainer was exceptional, and it was clear that he had a good grasp of the material and was truly excited to deliver the course. "


 
Course rating of 4 stars
Mike Walker
, Sep 27 2017
"Please could I be sent a copy of the Delegates Workbook, as there weren't any provided during the training. "


 
Course rating of 4 stars
Charlotte Cullen
, May 4 2016
"very lovely training manager "


 
Course rating of 5 stars
Samantha Roberts
, Mar 16 2016
"Louise was a pleasure to work with and she explained everything so perfectly. I left feeling very confident that I am able to put all of her skills and knowledge she taught me into action within my job role. "


 
Course rating of 5 stars
Mary Nonde
, May 21 2015
"The trainer was excellent and obviously very experienced in the sales. He had an instant understanding and appreciation of the business I was in."


 
Course rating of 5 stars

MORE INFORMATION FOR
BEYOND THE BASICS

Blended learning
FREE E-learning Revision

With our latest Sales courses, you get free e-learning revision for a full 12 months after your class so you can reinforce the knowledge you have gained.

Access is simple: go to www.activia.co.uk/login/ and log in using your email address.   This will give you free access to our e-learning revision modules.

Note: These have been developed and written exclusively by Activia to maximise effectiveness, by matching the e-learning exactly to what you cover in class.   We hope you have fun, on the day of the course and with honing your knowledge afterwards!

General Information

All Activia selling skills training courses have been created, reviewed and developed to ensure up to date provision and constantly improving standards of content. Our Sales training is interactive and classroom-based which maximises learning through the ability to ask questions and discuss specific issues.

Class Sizes

Maximum class size for Sales courses is 10 delegates, which ensures that attendees get adequate time for personal attention from the instructor. At some of our centres, the maximum class size is 12 delegates.

Note that we never cancel our scheduled classes -- even if there are only one or two delegates -- so once you have booked, your place is assured.

For training at your offices, we can deliver classes of up to 15 delegates, though with bigger class sizes you must understand that there is less time for questions from delegates, and this may affect the quality of their experience.

How to book
Course, dates and delegate numbers
Decide on the Sales course you want, the date(s) you can attend, and the number of delegates involved
Training location
Also decide whether you want training at your offices or at one of our centres
Speedy course booking
You can use the Speedy Quote option to contact us for a quick price, or you can book online from the schedule on this website
Call us
if at any time you want help or advice, or you want to book on the telephone, just call us on 0333 6000 111 to speak to one of our friendly training advisors

Note: With non-credit card bookings you must sign and return a Booking Form before we can confirm your training.

Also note: If you are a private individual you must pay by credit card at the time of booking.

The confirmation process
Course places allocated
Your place is allocated, along with the trainer, workbooks and exercise files if appropriate
Booking confirmation
You receive an official confirmation, with joining instructions (and directions if it's at our centre)
Training invoice
You receive a VAT invoice

Note: Please allow 1 - 2 working days for your confirmation and invoice.

What happens on the day

If you are coming to our centre, dress code is smart casual.   Refreshments in the form of tea/coffee will be provided for morning and afternoon breaks, but please note that we do not provide lunch.   The timetable is as follows:

9:15

ARRIVAL TIME

9:30

TRAINING STARTS

11:00

MID-MORNING BREAK



1:00

ONE HOUR LUNCH BREAK

3:15

MID-AFTERNOON BREAK

4:30

WRAP UP

Note: break times can vary according to the needs of the training, and course duration for smaller class sizes are usually shorter because fewer delegates have fewer questions !

For training at your offices, this itenerary can be varied by prior arrangement.

What you get

With your Sales training course from Activia, you get a free workbook, so you can review and revise afterwards to reinforce your knowledge. With all courses, you are also given 12 months access to free e-learning revision which will further help you to reinforce the lessons you have learned.

Every delegate on a Sales course also gets an Activia Training Attendance Certificate.



GET IN TOUCH

Call us on:
0333 6000 111

   You can Email us direct (You'll usually get a response within 2-3 working hours)
   Or fill out the details below and we'll be in touch very soon:
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