open - (Page 64) Sales In-Company Foundation Certificate in Selling The Foundation Certificate in Selling accredited programme is designed for those who are new to the sales role. It moves delegates systematically through a logical development process, and provides templates/tools unique to Cegos UK. 9 questioning funnel, active listening and summarising 9 SPICES © model Module 4: Presenting your offer 9 features and benefits, matching solutions to needs 9 making a powerful and focused presentation Module 5: Handling objections 9 models to handle simple, true, emotional, price objections 9 spotting false objections Module 6: Closing the sale 9 recapping benefits, announcing exact costs 9 the golden rule of gaining commitment 9 from sales relationship to true partnership 9 following-up, protecting customers from your competitors PROGRAMME Module 1: Preparation and planning 9 buying cycle, territory planning, sales objectives/targets 9 preparing/planning the call, setting up the meeting Module 2: Establishing rapport 9 behavioural awareness, building rapport and trust Module 3: Diagnosing needs 9 identifying your customer’s needs, mapping the buyer Foundation Certificate in Selling Gap Analysis Learning Objectives Diagnostic Best Practice Live Training Event Action Plan Coaching Validation Coaching Blended and Extended Learning Track™ supported by Dedicated Tutor throughout In-Company Certificate in Value Selling The Certificate in Value Selling is designed for experienced sales people who are looking for a logical sales training progression, or those who are consistently being challenged on pricing and find it hard to “revalue” their offering in the eyes of their customers. It offers a logical process and practical tools to help build a tailored approach for each customer and plan next actions/meetings. Module 1: Macro to micro diagnostic Module 2: Segmentation definition and modelling Module 3: Purchasing need states Module 4: Building tailored solution bundles Module 5: Value selling cycle Module 6: Enhanced selling skills MERIT © - Cegos Value Selling Process Macro to micro diagnostic of market, channel, competitor and customer Evaluate outputs and drive segmentation definition and modelling Reveal and segment purchasing need states to tailor approach to value sell Identify and build solution bundles tailored to segmentation outputs your approach through enhanced value selling skills enabling short term success and longer term loyalty Tailor Certificate in Value Selling Diagnostic Best Practice Exercise Learning Objectives Live Training Event Exercise Best Practice Conference Call Validation Coaching Blended and Extended Learning Track™ supported by Dedicated Tutor throughout 64 bookings & enquiries: 0161 445 2426 training.solutions@cegos.co.uk © Cegos UK 2008 www.cegos.co.uk www.cegos.co.uk
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