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Putting Selling Skills Into Action

Putting Selling Skills Into Action
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PUTTING SELLING SKILLS INTO ACTION

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
Need PRICES or DATES?  See the blue link buttons on the right  >>>
COURSE OUTLINE

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

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.

MODULE 1:  Introduction and Course Overview
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
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

Introduction to Successful Selling

COURSE OUTLINE
[Duration: one day]

Introduction to Successful Selling

  • 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

Professional Selling Skills

COURSE OUTLINE
[Duration: one day]

Professional Selling Skills

  • 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

Successful Telephone Sales

COURSE OUTLINE
[Duration: one day]

Successful 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

Field Sales

COURSE OUTLINE
[Duration: one day]

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

Managing Key Accounts

COURSE OUTLINE
[Duration: one day]

Managing Key Accounts

  • 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
PUTTING SELLING SKILLS INTO ACTION COURSE

AVERAGE REVIEW: 4.4 out of 5  BASED ON 16 REVIEWS

Charlotte Cullen, May 4 2016
Course rating of 5 stars "very lovely training manager "

 
Samantha Roberts, Mar 16 2016
Course rating of 5 stars "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. "

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

 
Laura Quinn, Mar 25 2015
Course rating of 4 stars "Really knowledgeable and kind."

 
LEANNE EVANS, Mar 12 2015
Course rating of 3 stars "GREAT TRAINER VERY HELPFUL AND THROUGH OUT THE DAY GAVE GREAT REFERENCE FOR FUTURE SUPPORT"

 
Douglas Sehsuvaroglu, Feb 19 2015
Course rating of 5 stars "I would like to commend the facilitator, Simon, on delivering a fantastic course whilst being an excellent host. He was attentive to our needs throughout the entire day, keen and able to answer all of our questions, delivered a well structured and informative course, and was quite simply a delight to meet and engage with."

 
Lauren Marshall, May 15 2014
Course rating of 5 stars "The trainer was friendly and knowledgeable, I took lots of useful information away that I will now apply in my role to improve customer satisfaction and overall sales"

 
James Fell, Sep 19 2013
Course rating of 4 stars "Module leader interaction was excellent."

 
Ryan Shone, Sep 19 2013
Course rating of 4 stars "It was a very useful day and will allow me to be more confident in my role."

 
Chris Cassettari, Sep 19 2013
Course rating of 4 stars "I thought the trainer was very knowledgeable in the subject, which made for good conversational learning. The discussions between attendees and instructor were perfect for learning the topics with relevance to real life situations."

 
Sandra Fitzgerald, Jul 18 2013
Course rating of 4 stars "First time we have used Activia and would use them again."

 
David Horrocks, May 15 2013
Course rating of 3 stars "Course was brilliant, trainer was knowledgeable and engaging."

 
Gemma Arnold, Jan 3 2013
Course rating of 4 stars "Our trainer was lovely and great with general selling information. No question or answer was made to feel wrong and he was very patient."

 
Frankie Hilson, Jan 3 2013
Course rating of 5 stars "Excellent course trainer, explained everything very well and was a joy to learn from her wealth of experiences. "

 
Liam Riley, Nov 6 2012
Course rating of 4 stars "Enjoyed the course. Course instructor was very easy to work with and created a comfortable environment. "

 

MORE INFORMATION FOR
PUTTING SELLING SKILLS INTO ACTION

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 workbooks (and lunches if it's at our centre)
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 and a free buffet lunch will be provided, but please note that, as a training company who relies on caterers, we are unable to reliably provide for differing dietary requirements, so if you are in any doubt then please bring your own.   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 Sales 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:
SEND MESSAGE

PUTTING SELLING SKILLS INTO ACTION

We can enhance your skills with training for Sales Skills at any of our twelve training centres UK wide, or we can come to your offices: if you have groups of three or more staff who need training, this is a very convenient, flexible and cost effective option. Moreover, most of our selling skills courses are 1 day, which keeps "out of office" periods for attendees to a minimum.

We have been delivering putting selling skills into action all over the UK since 1995 and have continually developed our philosophy of high quality, flexible and results-driven provision of training for Selling Skills to ensure constantly improving standards of quality.   So you can be confident that we have the expertise, and the experience, to give you a great return on your investment in Training for Selling Skills from Activia.

Why not contact us today to see how we can help with providing your courses for Selling Skills Strategies ?


Stay in touch

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Contact Details

Activia Training

Locations Address: Head Office, Regus House,
268 Bath Road
Slough, Berkshire SL1 4DX

Phone Sales:           0333 6000 111

Service:       0333 6000 555

Accounts:   0333 6000 777



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