Award-Winning Online Sales Training Course

The online sales training course received the BESMA Award for “Sales Development Programme of the Year” and is accredited by the Institute of Sales and Marketing Management (ISMM). The course has been tailored to meet exacting requirements across different areas of sales including the roles of telesales, field sales and key account managers. The course has also been tailored to enhance sales-specific skills such as sales negotiation and objection handling.

This fluid course will help you to understand the reasons why people buy, and exposes many sales myths. We also introduce you to the “DECIDE®” sales process, a methodology designed specifically to achieve and maintain the highest level of results.

The Single Sales Principle® (SSP) is used by successful sales teams across the world including Google, Yell, Nestle, Asda, Procter & Gamble and Black & Decker.

Course Duration:

The online learning part of this course can be completed in approximately 15 hours. The course however contains 31 short written task assignments which you need to complete to demonstrate that you understand what’s been taught and you can effectively apply your new skills in your sales role, plus 3x one hour live video support sessions.

To ensure that you receive a tailored approach to your learning you will be supported by a dedicated sales professional who will discuss your job role, sales ‘cycle’, the types of objections that you encounter and the specific sales skills that you need to achieve. The skills that you learn will be crafted using 4x one hour live online video sessions with your tutor, 31 Assignment Tasks, a multiple choice quiz, rigorous feedback and tips for implementing your understanding of the sales principles taught.

Upon successful completion of written and practical assessments you will receive a certificate, endorsed by the ISMM.

Here are some testimonials from clients who have implemented our online sales training programme.

“As a result of SSP our latest campaign produced the best ever set of results in the history of Yell”.
Yell

“They are highly professional sales trainers, who understand how to engage, motivate and generate results.”
British Telecom

“11/10. Absolutely fabulous. Totally engaging… Brilliant programme – I am enlightened. My performance is 158% better than last quarter since the training.”
Hellmann Worldwide Logistics

• The psychology of consultative-based selling
• Questioning and listening skills to draw out Compelling Need
• “Pitching” skills to deliver Credible Solutions
• Negotiation and closing skills to ensure Perceived Value.

The first part of the sales process occurs prior to meeting the customer. Its purpose is to define your value proposition, specifically for the client you are about to meet/call.

• Managing your own state
• Understanding your proposition
• Linking features and advantages to benefits.

Engaging with the prospect is vital to gaining their attention and interest. This is achieved by establishing your credibility early on in the sales call.

• Building rapport
• Creating confidence
• Engaging and exciting the client.

To make a recommendation there is certain information that must be obtained from the customer. A Single Principled Salesperson will establish the size of the opportunity ensuring that they maximise their sales time.

• Questioning skills to extract essential information
• Listening skills to develop great understanding.

Needs must be identified prior to presenting the proposition. Single Principled Salespeople also test the importance of the need, identifying whether the need will motivate the buyer into action.

• Asking open questions
• Probing through Socratic Questioning techniques
• Testing buyer motivation.

The proposition is demonstrated by matching the credible solution to the customer’s compelling needs in a dynamic way.

• Using “sizzle selling” techniques
• Focusing on buyer benefits.

The deal is closed when the customer appreciates the perceived value of the proposition. This occurs when the price is in line with the solution match (compelling need/credible solution). If the Single Sales Principle® has been achieved this should be simple as the customer is now ready to buy.

• Negotiation
• Objection handling
• Using “Value Tools” to strengthen value perception.

The Single Sales Principle® takes you through a series multiple choice knowledge tests plus a one-on-one role play assessment with a tutor to ensure that you’ve fully understood the course and feel confident implementing the skills you’ve learnt in the job role.

To enable our tutors to provide a tailored approach to your online sales training, prior you to starting the course a member of our team will contact you to discuss the following:

• Your role within the organisation you work for
• Details of your ‘sales ‘cycle’
• The types of objections you encounter
• Specific skills you need to achieve.

You will receive the following support through the course;

• Details to access our online learning platform
• A comprehensive User Guide
• Tutor Contact Details
• “The Single Sales Principle® and the 8 Myths of Selling” eBook
• Assignment Task Workbook (in Word format)
• Links to help videos
• FAQs
• Introductory welcome/induction video
• Dates for programme webinars/support.

There are 31 assignment tasks to complete which you write in a Word document off line and upload to our learning platform for tutor marking and feedback.

You receive a total of 4 hours tutoring throughout the courses including;

• Consolidate learning of the relative part of SSP
• Relate material directly to the learners’ industry/sector
• Discuss Assignment Tasks
• Q&A sessions.