Overview
What is Coached e-Learning?
Sometimes you need to update your skills quickly, in your own timescales and use the new skills straight away.
So, to help we have introduced a series of programmes in a brand new format – ‘Coached e-learning’. These programmes include interactive online e-learning modules with telephone coaching to help consolidate the learning. Created so that the topics learnt can be immediately applied, the addition of coaching ensures you get a very efficient yet personalised experience. There are 10 programmes available!
What will I learn?
By the end of this programme you will be able to:
- Prepare and make effective sales calls
- Identify and summarising customers expectations
- Present your offer effectively
- Overcome objections
- Close a sale effectively
What will it cover?
Preparing for a sales call
Follow a young salesperson as she goes about her prospecting and sales calls, and see how to prepare for your calls, the mindset you should adopt, which tools to use and how to define your target audience
Identifying and summarising customer expectations
Do you find it hard to discover what your customer really wants? There are a number of effective techniques that you can use to define the customer's challenge, assess their needs and identify their motivations. This module will teach you when and how to apply these techniques.
Presenting your offer effectively
Once you have defined your customer's needs, you are at the stage where you can tailor your solution that solves your client’s wants and needs. Clients buy what your service/product does for them - The aim of this module is to prepare you for these two crucial phases of the sales cycle.
The art of overcoming objections
"Yes but this product seems a bit too expensive for what it is!" In sales, customers often raise quite imaginative objections to your sales offer. Learn to distinguish between the different types of objections and develop a technique for responding to them
Closing a sale
Once you have overcome the customer's main objections, it is time to close the sale. Don't fail at the last stages of the sales cycle: closing the sale and signing the contract. This is the aim of this module
Making an effective sales call
Follow a young salesperson as she goes about her prospecting and sales calls, and see how to engage your contact in the first few seconds and how to structure your call to achieve your objectives using appropriate sales questioning techniques.
Structure
Programme format:
- E-learning: 5 hours
- Personalised individual coaching follow-up: 2 hours
Interactive learning - In your own time – to fit with your schedule!