SALES TRAINING FOR COLLEGES
Business Development and Sales Training for Colleges Selling Apprentice Schemes, Work Programs, Apprenticeships and Full Cost Training
Sales Success – More Sales, Shorter Sales Cycles, Higher Margins, More Referrals, Stronger Pipelines
Sales Training For Colleges: Aims:
Highly consultative – this program is designed to increase sales performance over a very short period by simply focusing on the key sales points that have a direct relationship with success.
- What Does Sales Success Look Like?
- Identifying Ideal Prospect Targets
- Dealing with Sales Prevention Staff
- What Are You Selling?
- Why Should The Buyer Listen To You?
- Psychology Of Buying – The Buyers Perspective
- What Is The Buyer Looking For?
- Sales Call Structure – The Holistic View To Consultative Selling
- The Objection Free Pitch – Selling The Solutions
- Meaningful Questioning Techniques – Questioning To Understand Their Needs And Motivation
- Responding To Different Resistances To Change
- Creating Urgency In The Sales Process
- Checking and Reinforcing Commitment To Buy
- Understanding The Money Question
- Cross Selling And Up Selling
- Active Listening Skills
- Testing The Pitch
- Create And Use The Buying Signals
- Summarising Your Understanding
- Selling Their Motivations Back To Them
- Handling Prospect/Customer Questions
- Trial Closes
- Gaining In Principal Decision To Commit
- Selling The Price
- Asking For The Order
- Price Negotiation
- Using Influence and Persuasion Skills
- Building Referral Networks
- Using The Sales Pipeline Model
- Gaining Success With Different Buyer Types
- Creating Certainty In The Sales Cycle/Forecast
- Self Motivation/Goal Setting
- Creating Winning Sales Proposals
- Getting The Purchase Order Signed
Sales Training for Colleges: Course Outcomes
Having attended this program you will be able to:
- Quickly establish common ground with key influencers and decision makers
- Have a compelling, persuasive and logical sales presentation
- Conduct a commercial sales based conversation with any targeted prospect
- Quickly establish if there are any commercial opportunities, when, budget, process
- Move from sales person to trusted industry expert
- Build rapport and gain the confidence of the key buyer(s)
- Structure logical and relevant questions
- Work with the buyer(s) to establish and explore the scope of their current service provider
- Identify points of weaknesses in their current provision
- Guide the buyers(s) thinking towards blue sky solutions
- Explore the cost and impact of the current weaknesses and gaps
- Structure relevant solution(s)
- Challenge the buyers thinking
- Use influencing skills to trial close
- Deal with the budget question without causing a negative impact
- Sell your propositions based on the value delivered
- Speak knowledgeably about the life value of the product or service, not just the cost
- Explore costs and value as part of the same conversation
- Fluently establish the costs of remaining with the current provider
- Sell the price
- Handle objections
- Deal professionally with incumbent relationships
- Ask for the business
- Gain an in principal decision to buy before you leave
- Create urgency in the sales process
- Build networks
- Seek referrals from all prospects/customers
- Build, maintain and account manage a sales pipeline
- Create certainty in your sales forecast
- Design and deliver sales proposals that will make it easy for the buyer to say yes
Sales Training for Colleges: Duration
This is a 1 day program delivered on site at your offices.
Price on application
0114 236 3658 or carol@mortonkyle.com
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Hi, thanks for visiting….if you’re looking to increase or optimise your sales results, then please book a call to discuss how I can help you (use the links at the end of this box for direct message options) If you need a few more details, then here you go…. I’m an experienced data-driven, analytical sales trainer and sales improvement specialist. Proud to design sales training and sales improvement solutions that stick! Happy to share some insights if you want a quick steer – just book a call, especially if you’re not seeing the sales results you’d like, you’re struggling to know what to do next, or you’d really like to give your competitors something to worry about!
What’s you sales challenge?