« Go Back

Marketing - Progressive SellingApply Now »

Course Image

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 »

Go to top