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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

Conventional wisdom in the world of business development once suggested that “selling was selling” - and that techniques that were successful in smaller consumer sales worked equally well in more complex business-to-business transactions.

But research has showed that, on the contrary, widely used conventional methods failed miserably when applied in more complex transactions.

Entry requirements

This course is for those involved significantly with large organisations, structures and projects where knowledge (and opinion) can offer real value to a client.

Course Content

  • Focus on a pattern of questions (situation, problem, implication and need - payoff)
  • A behaviour analysis method that is based on the belief that customer behaviour changes according to the size of the sale
  • Build the perceived value of your proposition
  • The Sale and Buying Cycles
  • The Implied and Explicit Needs
  • The Four Stages of a Sales Call
  • The Development of Needs
  • The SPIN Questions
  • Successful probing strategy for larger sales
  • Effectively using the SPIN Model
  • Demonstrating Capability
  • The Three Ways to Demonstrate a Solution
  • The Obtaining Commitment Stage
  • Preventing Objections

How will I be assessed?

Benefits for the individual

  • This course aims to help recruiters become perceived by their customers as real consultants or problem solvers who are working in the customers’ best interest.
  • A positive side effect of the technique is that decision makers will remember the seller in a more positive light and a “solution focused” attitude is associated with the seller

Are there any additional costs or specialist equipment required?

Benefits for the organisation

  • Greater success can be achieved in larger-scale deals
  • Revenue and contract longevity improvements can be achieved by succeeding in higher value deals

What can I do after this course?

Did you find the course information on this page useful?


* 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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