The skills look at how to use process so that you know what to do from the very start of your interactions with people in sales situations. They cover the aspects of meeting people, qualifying their needs and seeing how and where your product or service is saleable to them. They also cover the need to manage your resources and time so that you can handle different types of sales effectively. A brief description of the courses that cover these skills is shown below:
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This course enables you to:
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This course enables you to:
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 Understand differences between features, advantages and benefits
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Know exactly what your product or service does for customers
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Position your value to customers effectively
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Create a compelling argument in the customer's mind
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Qualify customer needs using "The FAB model"
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To be really effective when selling
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This course enables you to:
 Use tried and trusted methods for building a sales pipeline
- Target buyers to ensure you get your fair share
- Create an "unfair advantage" to win more deals that put pressure on your competitors
- Examine how markets work and what to know when building a sales pipeline
- Compete for and using already stretched resources effectively
- Use the most valuable resource (time) effectively so that you spend it with people who are likely to buy from you
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This course enables you to:
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 Examine techniques for closing sales and what "closing" really is
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This course enables you to:
 Understand why asking the right questions in the right way creates an advantage
- Get people, who you meet for the first time, to tell the whole truth
- Build trust so that people share their business issues and pain
- Know how and when to ask questions that build relationships quickly
- Understand when to ask "open" or "closed" questions and how saying the right thing at the right time has a major bearing on your success
- Appreciate how to ask difficult questions so that they do not offend, know when to probe and how to structure follow-up questions
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This course enables you to:
 Understand how to discover customer needs and why buyers express their needs as "pain”
- Appreciate the dfferent types of buyer pain and map your products and services accordingly
- Comprehend that we all express needs in different ways
- Understand the “need framework” and need dependencies
- Know why needs and pain are inseparable in the buyers' mind
- Qualify customer needs to determine whether your products and services are a good fit
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This course enables you to:
 Sell solutions as opposed to stand-alone products or services
- Achieve higher value sales, larger margins and longer lasting customer relationships through value propositions
- Move up the value chain and proving value to customers through price performance
- Examine the principles of value based selling and avoiding competitive leapfrog
- Highlight traps that can turn good sales people into order takers
- Increase your credibility with customers to generate more business
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| Title: |
Sales Account Planning |
| Price: |
£25.00 $37 Approx €29.50 Approx |
| Days Access: |
30 days |
| Course Duration: |
28 mins 42 secs |
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This course enables you to:
 Understand how to plan accounts and sales campaigns to maximise your effectiveness
- Plan account strategies and conducting reviews to determine outcomes
- Use processes effectively to working in a structured and disciplined manner
- Obtain the views of team members and communicating information
- Involve other people in sales bids to ensure the latest position within sales campaign is communicated
- Appreciate why well kept account plans are often the difference between success and failure
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| Title: |
Using the Sales Cycle |
| Price: |
£25.00 $37 Approx €29.50 Approx |
| Days Access: |
30 days |
| Course Duration: |
30 mins 31 secs |
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This course enables you to:
 Appreciate why following a sales cycle means going down a well trodden path that increases your probability of success
- Maximise the value of your time by using powerful qualification techniques
- Follow a recipe that has worked many more times than it has failed
- Understand why following a sales cycle continually qualifies sales as you progress through the cycle
- Know the importance of defining sales campaigns and sharing the latest thinking is the route to success
- Understand a generic sales cycle for most types of products and services
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| Title: |
Matching the Buying Cycle |
| Price: |
£25.00 $37 Approx €29.50 Approx |
| Days Access: |
30 days |
| Course Duration: |
29 mins 51 secs |
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This course enables you to:
 Understand and recognise key buyer behaviours
- Examine techniques successful sales people use to be in control of the buying cycle
- Understand processes buyers follow when purchasing
- Know how to synchronise the sales and buying cycles
- Know how to predict next actions of buyers
- Analyse buyer behaviour to appreciate why buyers want to maximise value
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Technical sales skills are used when we are engaged directly with customers. This could be face-to-face, over the phone, contact through messaging or when emailing. These Technical skills are the very fabric of selling and having a sound knowledge of these is fundamental to succeeding in Sales. 
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