Identify Authentic Needs, to Close Innumerable Sales Nicholas Hill is an authority on the psychology of leadership and management.

Transcription

1 FROM THE AUTHOR OF MANAGERIAL MAGAZINE INTERVIEWER OF CELEBRITY LEADERS DOWNLOAD BROCHURE TM Est UK-WIDE SCHEDULED COURSES NICHOLAS HILL S ESCALATION Identify Authentic Needs, to Cose Innumerabe Saes Nichoas Hi is an authority on the psychoogy of eadership and management. DR WYATT WOODSMALL, Father of Behavioura Modeing ADVANCED TRAINING FOR INDUSTRIOUS PEOPLE

2 YOUR COURSE SUMMARY M O D U L E S CERTIFICATION CATEGORY PURPOSE PARTICIPANTS DURATION SCHEDULE LOCATION PSYCHOLOGY COMPETITOR ANALYSIS APPOINTMENT SETTING NEEDS ANALYSIS SOLUTION DEVELOPMENT OBJECTION RESOLUTION NEGOTIATION CLOSING THE SALE Advanced Saes Skis Training Course Identify Authentic Needs, to Cose Innumerabe Saes Saespeope, Saes Managers, Saes Directors One or Two Days 08:00 18:00 Hrs Internationa NLP Trainers Association London Head Office, Birmingham, Bristo, Gasgow, Leeds, Manchester, In-House Wordwide Expose persona reservations about your products or services, which dampen enthusiasm Prepare your mind for successfu saes presentations and smooth saes transactions Address your imiting beiefs, to overcome paraysing fears of rejection and objection Define the distinctions, which separate you from your competitors products or services Estabish the difference between your unique features and your unique benefits Design an eevator pitch that communicates your rare and potent saes message Identify your target audience, before taking your first step in the saes process Design and adapt a practica and reaistic teesaes or teemarketing ca framework Hande gatekeeper objections and estabish rapid contact with decision makers Identify the conscious and unconscious requirements of your prospective customers Discover your customer s genuine motives for buying, to personaise your saes process Respond to buying or warning signas, and then ask questions in the right order Design inteigent and customised soutions that satisfy the needs of your prospects Deiver your taiored saes presentations with integrity, credibiity, and persuasion Present your product knowedge ceary and concisey, without any waffe or jargon Uncover your prospects spoken and unspoken objections, to revea the rea barriers Deveop your questioning skis, to carify and overcome difficut objections Spot red herrings quicky, by navigating around any fase objections to save you time Prevent regretfu negotiations, by ceary defining your parameters beforehand Understand the fundamenta principes, for the practise of successfu saes negotiations Negotiate quicky and get out of any deadock, to achieve a favourabe resoution Experiment with extensive creative and proven methods for cosing the sae Use tria coses at particuar points in the saes process, before then finaising the sae Ask for the saes order at the appropriate time and with absoute sef-confidence In this ast month aone WE HAVE BEEN ABLE TO SECURE AN UNPRECEDENTED EIGHT NEW ACCOUNTS. I have been deighted with the course! M. Long Genera Manager ADVANCED BUSINESS EQUIPMENT LTD LIMITED SEATS ENROL NOW CALL:

3 YOUR RADICAL OBJECTIVES PREPARE YOUR MIND In your saes career, you experience rejection and objection on a reguar basis. If you are unabe to manage this practicay, each occurrence wi eventuay erode your sef-esteem and ki your passion for your products or services. Nichoas Hi s ESCALATION TM shows you how to buid a resiient mindset that strives ahead, despite the repeated knock backs in your fied. BEAT YOUR COMPETITION Seing ordinary products and services cause your customers to contact your competitors, at the first sign of dissatisfaction. You get ost in the marketpace and aow customer disoyaty when you merey refect your competition. Nichoas Hi s ESCALATION TM heps you identify your hidden and authentic Unique Seing Points that estabish you as an authority in your industry. CONTACT DECISION MAKERS Gatekeepers and voicemais exist to keep you from disturbing decision makers. Many gatekeepers have the skis to get you off the phone as quicky as possibe. You waste time by caing buyers who hide behind these defences. Nichoas Hi s ESCALATION TM provides you with proven saes anguage patterns, which get past gatekeepers inteigenty and respectfuy. IDENTIFY CUSTOMER NEEDS If you se products or services, which mismatch the needs of your prospects, you entertain endess refunds, compaints, and poor press. Your prospects have needs, which they wi never share with you if you insist on meeting your needs first. Nichoas Hi s ESCALATION TM reveas how to identify the conscious and unconscious needs of your prospects, to maximise customer satisfaction. CUSTOMISE PRESENTATIONS You may have exceptiona products or services but if your saes presentations are rambing and jargonised, your customers ook for a quick exit. Poor saes presentations defame your subject, ower your standards, and run your organisation into the ground. Nichoas Hi s ESCALATION TM gives you saes presentation toos, to deiver jargon-free product knowedge ceary and concisey. OVERCOME DIFFICULT OBJECTIONS Your customers aways have objections, which change continuay due to the ever-shifting marketpace. When prospects decide that your product or service is not of interest, they choose to keep reservations to themseves, osing you the sae. Nichoas Hi s ESCALATION TM heps you identify and overcome overt or covert objections, through inteigent questioning skis. NEGOTIATE FAVOURABLE RESOLUTIONS Your customers aways want the maxima product for minima outay. Some customers aim to negotiate outcomes, which eave you itte margin in saes transactions. If you have weak negotiation tactics, then you wi aways achieve a sma return on investment. Nichoas Hi s ESCALATION TM shows you how to negotiate, overcome the deadocks, and reach a favourabe resoution. CLOSE MORE You waste your time, money, and effort when you fai to cose saes. Your prospects may be ready to buy, but impersona cosing tactics make them uncomfortabe about pacing the order, so make haste towards your competition. Nichoas Hi s ESCALATION TM provides you with a broad range of powerfu saes cosing techniques, to enabe you to cose more saes responsiby. You have heped OUR TURNOVER TO INCREASE BY 34% and it continues to rise. My saes skis have significanty improved over the period we have worked together! S. Bhaa THE PROMOTIONS COMPANY LTD LIMITED SEATS ENROL NOW CALL:

4 CLIENT TESTIMONIALS As a resut of your training, our UK HAVE INCREASED BY 37%. Moreover, we are sti improving. L.Puccetti Saes Director VIMER UK You have heped us to ESTABLISH VALUABLE RELATIONSHIPS WITH MANY OF THE KEY CLIENTS IN OUR BUSINESS, some of which are goba enterprises. J. Stankard MOSAIC DIGITAL IMAGING LTD I have GROWN EXPONENTIALLY OVER NINE MONTHS both personay and professionay. I am now abe to tacke. Cick Screen to Watch Cient Interviews You have infuenced the generation of some of our argest accounts D. Brown THE LETTERWORKS LTD D. Kennedy Saes Manager COBRA GROUP Your training courses are of the highest standard and have HELPED US TO STAY ON TARGET. I am deighted with the resuts! D. Raimbaux Business Deveopment Director COMMVAULT The standard of training that Nichoas Hi provides is NOTHING LESS THAN OUTSTANDING. I am more than satisfied with my new skis. J. Marriott Commercia Director LONSDALE DIRECT LTD I now understand mysef and other peope better than ever before. I have SEEN MANY IMPROVEMENTS in my business reationships. We now have a tookit to deveop and move forward in our business. P. Ovington OXFORD MANAGEMENT SOLUTIONS LTD LIMITED SEATS ENROL NOW CALL:

5 GUARANTEED RESULTS YOUR UNRIVALLED PACKAGE 100% money back guarantee* Skis deveopment guarantee* Schedued course dates guarantee* Quaified, experienced, and named trainer Internationay recognised ILM certification Comprehensive fu-coour training manua portfoio Lunch and a day refreshments Prestigious training venues and faciities Dedicated customer care account manager Post-course on-demand FREE webinars, artices Optiona subscription to Manageria Magazine Discounts for sef-funding individuas Discounts for registered charities *Subject to terms and conditions Courses designed excusivey for saespeope, saes directors saes strategy and saes psychoogy topics Unique, tested, proven, copyrighted content Modes deveoped with renowned eaders Animated training deivery of course materia Provocative discussions with other ssaespeope in-cass thinking, panning, and execution Cognitive conditioning techniques In-cass saes coaching and mentoring Demanding and profitabe exercises Enforced accountabiity and foow-up No PowerPoint side presentations No Waffe. No Twadde. No Padding NICHOLAS HILL S PROVERBS Ethica saes has roots in a hierarchy of vaues. As an ethica saesperson, you are responsibe for deveoping, communicating, and enforcing vaues that support your organisationa vision and mission. Nichoas Hi s Proverbs have over haf a miion Twitter foowers and Manageria Magazine downoads. We have over five hundred copyrighted proverbs to add vaue to your saes presentations. NICHOLAS HILL S STRATEGIES Nichoas Hi s Manageria Strategies are the unique products of deveoping thousands of saespeope and managers since 1996, as we as interviewing some of the word s foremost eaders and entrepreneurs. Nichoas Hi has conducted excusive interviews for Manageria Magazine with One Minute Manager Ken Banchard; Environmenta Attorney Erin Brockovich; Rich Dad Robert Kiyosaki; Reformed Wof of Wa Street Jordan Befort; Miionaire Maker Richard Denny; Father of Behavioura Modeing Wyatt Woodsma; Master of Attitude Nick Vujicic; Proific Storyteer J.John; Power Connector Judy Robinett; Twenty Miion Pound Woman Lara Morgan; Mister Customer Service Shep Hyken; and many other ceebrity eaders. Your booking accompanies a participant needsanaysis form, on which you inform us of the top three skis that you want to deveop on our course. We guarantee that you wi deveop these skis. Foowing fu course attendance, if you beieve that you have not yet deveoped your top three skis, pease inform your trainer. Our team wi then continue to work with you, over a reasonabe period, at no further cost unti you have done so. We buid our reputation on hundreds of pubished testimonias. Therefore, we need you to be satisfied with your training. Consequenty, we work hard to fufi our promises to you. If you beieve we do not deiver the resuts that we advertise in this brochure, then hand a your course suppements back to us at the mid-morning break of day one. We wi either transfer your booking to any other course in our cataogue, at no further cost to you, or refund one hundred percent of your money. OUR PROVEN METHODOLOGY The requirement to do reguar and INTENSIVE EXERCISES encouraged us to put into practice the VALUABLE WISDOM we gained from your BRILLIANT TRAINING COURSE. C. Corrigan Project Manager SITA LIMITED SEATS ENROL NOW CALL:

6 ESCALATION NICHOLAS HILL FCMI FIC FInstLM FBIPP N R O L NICHOLAS HILL TRAINING LIMITED ENROL NOW O +44 (0) saes@nichoashi.com N CREDENTIALS Management Experience Since 1993 Executive Coaching Experience Since 1996 Management Training Experience Since 2001 Author of 350+ Pubished Management Artices Manageria Magazine Founder, Editor, Author Interviewer of Ceebrity Leaders and Entrepreneurs Leadership Coumnist for Sorted Magazine Licensed ILM Endorsed Provider Guid of NLP Registered God Trainer Member ENROL NOW to partake in strategic thinking, provocative discussions and profitabe exercises that chaenge your existing paradigms, to identify authentic needs and cose innumerabe saes. E QUALIFICATIONS INLPTA Accredited Management Trainer INLPTA Accredited NLP Trainer INLPTA Accredited Executive Master Coach Former Dae Carnegie Management Trainer Feow of Chartered Management Institute Feow of Institute of Leadership & Management Feow of Institute of Consuting Feow of British Institute of Professiona Photography Dipoma Graduate in Theoogy TM W