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Location: Broomfield Hall

Years: 1

Weeks: 1

Hours: 7.00

Start: Roll On Roll Off - Contact Us

Days / Times: Contact Us

Tuition (£): 325.00*

Interview: N

Course Summary

This course focuses on building relationships with new prospects via practical and proven systems and processes.  It offers comprehensive and detailed introductions to the theory and practice of sales, drawing on real-world  examples of best practice predominantly in the B2B sector.

Entry requirements

The course is ideal for individuals starting out in sales or for experienced business developers who have had little or no formal development.  It would also benefit those seeking to refresh their skills and boost performance in both telephone and face-to-face sales-based roles.

Course Content

  • The difference between an average sales person and a highly successful one
  • Preparing for sales presentations and calls, including techniques for getting past the gatekeeper
  • How to build credibility, develop rapport and create a positive first impression
  • How to elicit your prospect's needs and read buying signals, while enhancing your questioning and listening skills
  • How to use body language and non-verbal communication to your advantage
  • How to identify your own and your company’s USPs, then identify the specific needs of your client to match these with what you are selling
  • How to get your point across without the waffle
  • How to identify and overcome objections in a positive and influential manner
  • Demonstrate a variety of closing techniques while learning the importance of the practice.

How will I be assessed?

Benefits for the individual

  • A formal insight into a key business skill
  • Confidence in an area sometimes seen as a ‘dark art’
  • Practical ideas to help in real time situations
  • A starting point to self-managed financial enhancement.

Are there any additional costs or specialist equipment required?

Benefits for the organisation

  • Often immediate improvements to ROI within the organisation
  • Shorter bedding-in periods for sellers to achieve their benchmark
  • Greater staff retention through target achievement.

What can I do after this course?

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* Tuition - This figure is the fee to be paid if you are not entitled to any concessions.
*** Co-Tuition - This figure is the fee to be paid if you are entitled to any partial concessions.

This course is run at the Broomfield Hall Campus

broomfiled hall campus

About Broomfield Hall »

Aimee Woore

Aimee Woore

New qualification is “massive help” for assessor Aimee

Business Administration assessor Aimee Woore has found that taking the Level 4 Preparing to Deliver Apprenticeship Standards course at Derby College is helping her massively in her daily work.
Aimee, a sales and marketing co-ordinator for Kettering Borough Council, also delivers business admin training to staff across the borough via the ETF, the Education & Training Foundation.
And, since completing her course at Derby College's Academy of Professional Education, Training and Development, she has taken on an additional role – heading up a work experience programme for 16 to 18 year olds in Kettering – and has found her new qualification invaluable.
Aimee, who found the course online via the ETF, opted to take it at Derby College, rather than at another centre in London, and is pleased with her decision. She also welcomed the opportunity to be in a roomful of people in similar roles to her own but from a variety of different sectors and providers.

Taking the Derby College course has helped me massively in my job. The course was well structured, the facilities and materials were good and our tutors were excellent. The biggest thing I learned while on the course was teaching strategies, including hints and tips on the different options available. It was interesting to see our tutors demonstrate these options in their own teaching.

The techniques and strategies we were taught have been very helpful, both in my work and on a personal level. I thoroughly enjoyed the course and would like to use the credits to continue studying.

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