Professional Selling Skills The Psychology of Sales Strategic Selling

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2 MAGUIRE SALES ACADEMY The Maguire Sales Academy provides delegate with the opportunity to be exposed to consultant trainers with many years of experience and knowledge in a variety of industry sectors. All Maguire tutors who lead the Academy have impressive academic credentials and real-world sales experience which they will share with you as you take journey through the development experience. The Academy caters for delegates who are taking their first steps into sales roles and then beyond for those seeking higher level knowledge and strategic sales development. Our three primary programmes are: Professional Selling Skills The Psychology of Sales Strategic Selling In addition to these programmes Maguire also offer a range of supporting tools including highly targeted sales courses and on-line learning modules covering a broad range of commercial and personal development subjects. Overall, the Maguire Sales Academy combines impressive tutors with innovative teaching methods that will challenge and excite. Graduates of these programmes leave well equipped to manage the commercial challenges that they face and with the skills that can fast track their ambitious career plans. PROFESSIONAL SELLING SKILLS This programme will provide delegates with a thorough grounding in the essential sales skills required to be successful in a competitive commercial environment. Participants will learn how to be thoroughly prepared for any sale, deal effectively with incoming business and help the customer identify and clarify their needs designed to open up new opportunities. Highly practical in its approach the main focus will be on core skill development covering all aspects of sales and giving each delegate the opportunity to practise those skills. The key areas included in the programme include: The structure of the sale and the sales process Explain features and how to sell benefits How to handle objections Developing powerful closing techniques Improved communication skills Over a period of two days you will experience classroom tuition led by our sales training specialists. Plus you will experience first-class coaching, group workshops and support guiding you to reach the challenging accreditation standards of this Level 2 Award. The core themes of the programme can be found overleaf:

3 CORE PROGRAMME THEMES Day One Personal qualities and attributes Questioning techniques Active listening Using your voice to powerful effect Tone, pace, pitch Probe / Match / Confirm / Close Essential sales tools Preparation & research Establishing decision makers quickly Constructing powerful sales stories Creating a hook of interest Day Two Practical application Presenting your product Presenting the solution Objection or buying signal? Factual or emotional How to manage price objections Recognising buying signals When to close Asking for the order

4 CHALLENGING & REWARDING Maguire Training has some incredibly talented facilitators and coaches who hold an impressive array of qualifications right up to PhD level. Most importantly, they have decades of real experience ready to share with you on your development journey. Their tuition is powerful, intensive and engaging meaning you will be both challenged and rewarded throughout this programme. DECADES OF REAL EXPERIENCE AT YOUR FINGERTIPS CPD CERTIFIED Many professionals are also required to undertake continual professional development and accrue CPD points in acknowledgment of this work. Professional Selling Skills is designed to carry a minimum award of at least 12 CPD points and these can be carried forward, where relevant, in your CPD portfolio towards your total requirement. NATIONAL ACCREDITATION The programme will be Nationally Accredited at Level 2 for each student who succeeds in meeting the standard. Your award will be independently verified by NCFE, the longest established awarding body in the UK and you will receive official certification on completion of the development programme. THE MAGUIRE TUITION APPROACH Our primary responsibility to you is to give you the best quality tuition that will facilitate your development and ultimately, your capability to increase sales for you and your organisation. The Maguire sales trainer team use a broad range of methodologies to help every delegate get the most out of the programme. During the programme you will experience: Classroom tuition over 2 days at the Hilton, East Midlands Airport Coaching suport Access to bespoke on-line e-learning through the exclusive Maguire Training portal Assessment for National Accreditation status Group networking and discussion forums are also encouraged

5 WHO CAN JOIN THE MAGUIRE PROFESSIONAL SELLING SKILLS PROGRAMME? This programme will be suitable for anyone in a commercial role whether you are new to the role or wish to update and refresh on current sales and commercial thinking. The content will be suited to those who have a healthy attitude to learning and a willingness to embrace new ideas and concepts. You will also need a sponsor from your own organisation who the Maguire tutorial team can give feedback to and whom will be able to mentor you after you complete the programme. PROGRAMME DATES & VENUE This programme is delivered monthly For details, please see: Hilton Hotel, East Midlands Airport A38 A61 M1 Nottingham PROGRAMME FEES & SUPPORT FUNDING The fee for the Professional Selling Skills Programme is 595 plus vat per person. The total programme fee includes refreshments and buffet lunch on both days (residential fees for your stay at the Hilton are not included). The fee also includes programme notes, NCFE registration and assessment for National Accreditation. Derby A52 M1 A52 Beeston A453 Individual expenses and travel are not included. If you are being funded by a Small or Mediumsized Enterprise (SME) then GrowthAccelerator ( may be able to help with up to 50% of the tuition fee. A50 Castle Donnington A42 M1 A6 Loughborough Self-Funded Fees & the Maguire Scholarship Fund: One outstanding self-funded delegate from each intake may be offered 120 toward the cost of the programme by the Maguire Scholarship Fund (The equivalent of the value of the VAT). This is only open to self-funded applicants who will automatically be considered.

6 MAGUIRE PROFESSIONAL SELLING SKILLS BOOKING FORM Requested programme date(s): Delegate Name: Job Title: Company: Address: Telephone Number: Sponsors Name: Job Title: Address: Telephone Number: Company Address: THIS PROGRAMME CAN ALSO BE DELIVERED IN-HOUSE FOR YOUR COMPANY! If you are interested in running this programme in-house or have any questions, please contact our team Please fax bookings to: or to: For full terms and conditions of booking, plus further information on all or programmes and services, please visit: