Selling Benefits. Closing the Sale. Managing Objections

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1 SALES SKILLS Winning Appointments Questions and Active Listening High Yield Questioning Selling Benefits Closing the Sale Managing Objections The Sales Skills Series is a range of titles focused on the vital tools and techniques you need to excel in business to business selling, particularly where there is a need to develop long-term relationships. Each Skill Accelerator identifies a key part of the sales process and breaks it down in a simple and logical way to help you identify and understand how to maximise any opportunities or overcome any barriers you may face. Covering more than just features and benefits selling, the Sales Skills Series also explores the delicate art of sales psychology and customer expectations. Designed to engage and support all types of sales professional in a customer facing role, this range of professional sales titles are an essential addition to any business to business training programme.

2 Winning Appointments A clear, easy to follow and well-structured training module which explores a range of tactics needed for successful appointment setting. This title will help you understand the benefits of creating a structured process and approach to help you sell the appointment and manage the sales dialogue. You will look at the best way to deliver a continuous supply of qualified, high value appointments, as well as appropriate channels of communication and the power of social media. This title is designed for sales professionals and account managers in a business to business role.

3 The module includes a series of challenging personal and team exercises, which allow the participants to relate and apply the learning directly back to their business. The sessions provide the ideal environment for the coach to create role play opportunities to help the participants practise and refine their newly acquired skills amongst their peers. The unique business simulation (included with every Skill Accelerator title), is a new and interactive way to develop critical thinking skills and provide on the spot measurable results. This experiential learning medium is an extremely powerful way to learn and retain knowledge and skills. An example of a scorecard showing personalised results from the learning An example of a multiple choice question Included in the box: Coaching guide Participant notes A clear and engaging PowerPoint presentation Unique and interactive business simulation (with instructions for use) Robust action planning process CD containing soft copies of all the files

4 Quick summary Module Winning Appointments The first step in the sales cycle! Winning Appointments shows participants how to contact prospects and sell the appointment. Objectives The objective of this module is to help participants develop a four step approach to Winning Appointments: 1. The Process 2. The Approach 3. Selling the Appointment 4. Dealing with Gatekeepers Content Developing an appointment-making process Defining the approach: cold call, telephone contact, referral and social media Communication: , letter, telephone - a proven structure for contacting the prospect How to manage, align and pass the gatekeeper Selling the appointment! Winning Appointments is one title in the TLSA International Skill Accelerator range. For information on the full range of titles and how they can benefit your business call our Customer Support Team on , contact us at or visit

5 Questions & Active listening A clear, easy to follow and well-structured training module exploring the process behind effective questioning and the principles of active listening. The training will help you ask the right questions and develop business opportunities based on the responses you receive. Using Open, Closed, Qualifying and Summary questioning techniques, you will develop the skills to identify and qualify customer needs as well as learn how to effectively summarise to progress towards closing the sale. This title is ideal for anyone in an account management, sales or communications based role that would benefit from mastering these two essential sales skills.

6 The module includes a series of challenging personal and team exercises, which allow the participants to relate and apply the learning directly back to their business. The sessions provide the ideal environment for the coach to create role play opportunities to help the participants practise and refine their newly acquired skills amongst their peers. The unique business simulation (included with every Skill Accelerator title), is a new and interactive way to develop critical thinking skills and provide on the spot measurable results. This experiential learning medium is an extremely powerful way to learn and retain knowledge and skills. An example of a scorecard showing personalised results from the learning An example of a multiple choice question Included in the box: Coaching guide Participant notes A clear and engaging PowerPoint presentation Unique and interactive business simulation (with instructions for use) Robust action planning process CD containing soft copies of all the files

7 Quick summary Module Questions & Active Listening A module in which participants discover how to use these two essential sales skills. Objectives The objectives of the module are to: 1. Define the use of questions in making the sale 2. Explain three different types of question 3. Define why each type of question should be used and the benefits they bring 4. Cover the core skills of active listening Content When to ask questions in the sales process Reasons to ask questions How to develop a questioning approach When and how to use different types of question Become a great active listener Questions & Active Listening is one title in the TLSA International Skill Accelerator range. For information on the full range of titles and how they can benefit your business call our Customer Support Team on , contact us at or visit

8 high Yield Questioning A clear, easy to follow and well-structured training module demonstrating how to apply strategic questioning techniques that develop a deep understanding of your customers business. Using TLSA s unique model, you will learn a conversational questioning technique that will show you how to identify and confirm specific customer needs. You will learn how to develop relevant solutions for your customers that ensure you set the foundations for long term business relationships. You will also explore a range of tactics which will help you to uncover any customer anxieties that may hinder the sale and the techniques needed to overcome them. This title has been designed for people involved in national account management, key account management, consultative selling and managing the complex sale.

9 The module includes a series of challenging personal and team exercises, which allow the participants to relate and apply the learning directly back to their business. The sessions provide the ideal environment for the coach to create role play opportunities to help the participants practise and refine their newly acquired skills amongst their peers. The unique business simulation (included with every Skill Accelerator title), is a new and interactive way to develop critical thinking skills and provide on the spot measurable results. This experiential learning medium is an extremely powerful way to learn and retain knowledge and skills. An example of a scorecard showing personalised results from the learning An example of a multiple choice question Included in the box: Coaching guide Participant notes A clear and engaging PowerPoint presentation Unique and interactive business simulation (with instructions for use) Robust action planning process CD containing soft copies of all the files

10 Quick summary Module High Yield Questioning This module shows participants how to use High Yield Questions to develop a deep understanding of the customers business. Objectives An advanced questioning module, designed to achieve three objectives: 1. Define the use of High Yield Questions in the sales process 2. Introduce the RAIN model - a structure for using High Yield Questions 3. Demonstrate the process for using high yield questions Content Understanding what High Yield Questioning means Key ares in which to develop meaningful conversations Developing a four stage questioning model to identify and agree customer needs Testing the model to understand how different questions expand customer conversations High Yield Questioning is one title in the TLSA International Skill Accelerator range. For information on the full range of titles and how they can benefit your business call our Customer Support Team on , contact us at or visit

11 Selling benefits A clear, easy to follow and well-structured training module which helps you understand how to provide your customers with compelling reasons to buy. This training module will help you explore the fundamental differences between features and benefits and then convert benefits into advantages that meet customer needs. Plus you will learn how to use benefits as a powerful sales aid to pre-empt objections. This title is designed for professionals in an account management, sales or communications role.

12 The module includes a series of challenging personal and team exercises, which allow the participants to relate and apply the learning directly back to their business. The sessions provide the ideal environment for the coach to create role play opportunities to help the participants practise and refine their newly acquired skills amongst their peers. The unique business simulation (included with every Skill Accelerator title), is a new and interactive way to develop critical thinking skills and provide on the spot measurable results. This experiential learning medium is an extremely powerful way to learn and retain knowledge and skills. An example of a scorecard showing personalised results from the learning An example of a multiple choice question Included in the box: Coaching guide Participant notes A clear and engaging PowerPoint presentation Unique and interactive business simulation (with instructions for use) Robust action planning process CD containing soft copies of all the files

13 Quick summary Module Selling Benefits In this module participants discover how to create advantages by selling benefits! Objectives A compelling module that shows participants how to achieve four objectives: 1. Define the difference and explain the relationship between features and benefits 2. Explain how benefits should be converted into advantages 3. Demonstrate how benefits deliver personal wins 4. Show how benefits can be used to pre-empt customer objections Content Understanding what customers buy! Defining what a benefit is Stopping information dumping Using link statements Turning benefits into advantages Understanding decision factors and buying motives Creating personal wins Using benefits to pre-empt objections Selling Benefits is one title in the TLSA International Skill Accelerator range.. For information on the full range of titles and how they can benefit your business call our Customer Support Team on , contact us at or visit

14 closing the Sale A clear, easy to follow and well-structured training module covering the skills and tactics needed to successfully Close the Sale. This module will teach you how to identify your customers buying signals and manage the opportunity by using either a direct, assumptive, alternative or concession close. You will also learn how to structure the close using pre-close and silence techniques. This title is designed for anyone in business who needs to gain more experience at successfully closing a sale.

15 The module includes a series of challenging personal and team exercises, which allow the participants to relate and apply the learning directly back to their business. The sessions provide the ideal environment for the coach to create role play opportunities to help the participants practise and refine their newly acquired skills amongst their peers. The unique business simulation (included with every Skill Accelerator title), is a new and interactive way to develop critical thinking skills and provide on the spot measurable results. This experiential learning medium is an extremely powerful way to learn and retain knowledge and skills. An example of a scorecard showing personalised results from the learning An example of a multiple choice question Included in the box: Coaching guide Participant notes A clear and engaging PowerPoint presentation Unique and interactive business simulation (with instructions for use) Robust action planning process CD containing soft copies of all the files

16 Quick summary Module Closing the Sale A module in which participants cover the use of the Pre-Close and the Close. Objectives A module that is designed to help participants achieve three objectives: 1. Define the timing of Pre-Close and Closing Techniques in the sales process 2. Cover the use of a Pre-Close 3. Explain and test four Closing Techniques Content The role of the pre-close and close in the sales process Why professionals use a pre-close Timing the pre-close Four easy to use closing techniques Closing the Sale is one title in the TLSA International Skill Accelerator range. For information on the full range of titles and how they can benefit your business call our Customer Support Team on , contact us at or visit

17 Managing objections A clear, easy to follow and well-structured training module which covers a range of tactics used to effectively overcome customer objections and keep the sale progressing. Objections can be good news because it means the customer is listening; however you must know how to manage them. In this module you will learn how to recognise objections as Feasibility, Value and Price. Then using TLSA s unique APAC model, you will learn how to answer each type of objection and progress the sale. This title is for anyone in an account management, sales or communications role who needs to master the art of objection handling in order to build credibility and successfully progress the sale to a close.

18 The module includes a series of challenging personal and team exercises, which allow the participants to relate and apply the learning directly back to their business. The sessions provide the ideal environment for the coach to create role play opportunities to help the participants practise and refine their newly acquired skills amongst their peers. The unique business simulation (included with every Skill Accelerator title), is a new and interactive way to develop critical thinking skills and provide on the spot measurable results. This experiential learning medium is an extremely powerful way to learn and retain knowledge and skills. An example of a scorecard showing personalised results from the learning An example of a multiple choice question Included in the box: Coaching guide Participant notes A clear and engaging PowerPoint presentation Unique and interactive business simulation (with instructions for use) Robust action planning process CD containing soft copies of all the files

19 Quick summary Module Managing Objections A module that shows participants how to apply a winning approach to managing objections. Objectives This module is designed to help participants to achieve three objectives: 1. Define what objections are in the sales cycle 2. Understand how to deal with different types of objection 3. Plan and test practical solutions Content Defining objections: the gap between needs and capability Recognising three different types of objection Understanding the price objection Handling objections using the APAC model Pre-empting objections to create benefits Managing Objections is one title in the TLSA International Skill Accelerator range. For information on the full range of titles and how they can benefit your business call our Customer Support Team on , contact us at or visit

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