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  • 101 - The Psychology of Buying

    The Psychology of Buying
    The professional salesman cannot hope to sell effectively without a basic understanding of Buying Psychology. In this Module we'll look at a total of 10 Buying Motives - universal reasons why people buy and apply them to everyday situations we ourselves encounter both at home and when selling. Topics include:

    • Why Do People Buy?
    • 10 Buying Motives
    •  How to Maximise The Biggest Buying Motive of All 
  • 102 - Selling to a Structure
    A sale has to have direction and should be handled logically and fluently by the salesperson. Although unaware of it, all experienced salespeople sell to a structure, and there are new ones being invented all the time. This Module examines the 3 which capture the sales process the best for most products and services. We'll also look at what happens when they're put into practice and how you can stay in control of the sales structure - and not the other way around!

    Topics include:
    • Introduction
    • The Sales Process
    • 3 Structures: 'PMCC', 'AIDA' & 'DIPADA'
    • How to Make Your Product Desirable

  • 103 - Communicating Your Message
    Whatever your product or service; whether you sell face to face, on the telephone, or even on paper, how you express yourself is very important. Here we’ll take a look at the best ways of expressing yourself; how to communicate your sales message in the most clear and direct way without ambiguity or offence. Topics include:
    • Do You Sell or Tell?
    • It's the Way You Say it
    • Good v Bad Communication
    • Accentuate the Positive
  • 104 - Effective Telephone Selling
    This is an introduction to successful selling on the telephone. It has been designed for all Salespeople who sell proactively: i.e. outbound Telephone Selling. Topics combine basic theory together with practical advice, and include:
    • Preparation
    • Using the Telephone
    • The Incoming Call
    • The Outgoing Call
    • Getting Through to the Decision Maker
    • The Receptionist, PA or Secretary 
    • Voicemail
    • The Outbound Sales Call
  • 105 - Question Technique
    To sell successfully we must make our product or service relevant to the client's requirements. And we can only do this by asking questions early on in the sale. This Module shows how a good question technique can build rapport as well as give Salespeople valuable information about their client or prospect which can then be used to sell. Topics include:
    • Why Question
    • When to Question
    • How to Question
    • Question Techniques
    • Types of Question
    • Hints & Tips
  • 106 - Benefits & How to Sell Them
    Many Salespeople concentrate so hard on the facts and figures of their product or service that they end up boring themselves as well as their clients. This Module is a simple look at how to sell the sizzle not the sausage. Topics include:
    • How to Sell Benefits
    • Hints & Tips
  • 107 - Objection Handling - Part 1
    This course allows guest users to enter  
    As a Salesperson you are only as good as your Objection Handling. Of course, a lot of it comes with experience, but forewarned is forearmed. This Module takes you through many of the most common general Objections you are likely to encounter plus a few more for good measure. Topics include:
    1. Introduction
    2. Handling Objections
    3. Types of Objections
    4. Hints & Tips
    Objection Handling Part 2 which follows this Module concentrates on Objections particular to Price.
  • 108 - Objection Handling - Part 2

    "I'd like to, but you're too expensive," you hear yet another prospect say. Banish those price objection fears once and for all with this Module which follows Objection Handling - Part 1. 

    Here we'll examine in detail all those price objections you dread hearing and look at how to overcome them - competently and smoothly.

    Topics include:

    1. How to Answer Price Objections
    2. Six Typical Price Objections
    3. The Attitude of the Buyer and theSalesman
    4. Hints & Tips
  • 109 - Closing Without Tears

    Closing Without Tears will tell you everything you always wanted to know about Closing but were afraid to ask. 

    On the first day of their first sales job every salesperson is anxious about their ability to close a sale. Fortunately, however dicey our initial closing technique we soon manage to make a sale, and go on to make many more - but how much more could we sell if our Closing was better? In this Module we'll take a look at tried and tested methods and get behind the perception of Closing as a "dark art" with the following Topics:

    1. Introduction to Closing
    2. What is Closing?
    3. When to Close
    4. 5 Facts About Closing
    5. How to Close 
    6. Closing Techniques
    7. Hints & Tips
  • 110 - The Perfect Negotiation
    Everyone would benefit from learning more about how to negotiate. After all, we negotiate all the time - in our personal lives as well as in business - and most of us could do a better job of it.
    As far as Salespeople are concerned, they don't have to be in sales very long before they realise that selling is not a one way process: sooner or later in every sale, they have to involve the client by asking him to buy at their company's set rate. In this Module we'll take a detailed look at the whole Negotiation process from planning, through to tactics and key principles. Topics include:
    • Introduction
    • The 7 Steps
    • Preparation
    • Opening & Discussion
    • The Proposal
    • Bargaining
    • Agreement & Final Commitment
    • Hints & Tips
    • Re-Cap