9

SALES

2017
 SALES
2017

SAL.1A Core Sales Skills - Level 1 2

SAL.1B Core Sales Skills - Level 2 4
SAL.2 Advanced Sales Skills 6

2017 Course Calendar 8
 Who should attend?
Sales executives and sales
representatives

C O R E
Sales team members
Sales Account Managers
Employees working as sales support
staff and/or sales admin

S A L E S
Customer service staff moving into a
sales role

S K I L L S
LEVEL 1

Learning Objectives
To develop the key toolkit of skills of successful sales
people
To learn the sales process & improve sales performance
results
To present your products/service having a key
understanding of features and benefits and how to relate
that to client needs
To explore buyer motivation and discover how psychology
affects winning or losing a sale
To tailor your selling-style to meet any situation and
becoming more customer-focused
To overcome objections through good problem solving
and winning sceptical buyers on your side
To improve your communication and influencing skills

2 www.lct.co.uk
 Overcoming Objections Selling An Art or a Science
How to deal with client Through interactive learning
objections and still get the sale delegates will explore the

Course Content 7 steps to maintain calm in

Effective Planning and Prioritising
Account analysis, planning and
time management
How to plan your territory more
productively
Prioritising lead prospects well
to ensure more consistent sales
conversion ratio
Meeting and diary management
and increasing opportunities for
new business
Strategies for hitting and
surpassing your targets
Researching into client, the
global, market and customer
profiling
Identify key trends in the
marketplace
adverse selling situations
How to use objections as a
basis to develop the sale into a
mutual beneficial outcome
Maintaining professionalism
during the sales process to
create a long term focus while
gaining short and mid-term wins
Dealing with client excuses for
delaying strategies and not
buying
Making Lasting Impressions
Tuning in to your clients
mindset and building trust
Generate influence through
matching body language and
increased personal credibility
Apply The Aristotle Principle of
Persuasion
Becoming a positive reference
to your client and building more
loyalty and sales compared to
your competitors
Becoming a better
communicator using positive
unconditional regard (Rogers
and Carnegie)
Personal psychometric profiling
factors that make excellent
sales people
How to raise personal
standards in order to encourage
profitability
Do you use a hunter or a
farmer selling style?
The background of selling and
defining your role as part of the
organisations mission
How to use persuasion ethically
without crossing boundaries
Winning the business
10 closing styles to suit your
personality and clients buying
style
Overcoming any fear of asking
for the business
Dealing with delayed sales
proposals
Practical exercises to practice
getting the sale with confidence
Creating a clear vision
for yourself using positive
psychology

Course code: SAL.1A 13th - 17th March

Duration: 1 week 3rd - 7th July
6th - 10th November
Course fee: 2,550

www.lct.co.uk 3
 Who should attend?
Sales Executives and Account Handlers
Sales Managers, Operations Managers

C O R E
and Account Managers
Customer Service Managers and
Relationship Managers

S A L E S
S K I L L S
LEVEL 2

Learning Objectives
To move towards a consultative selling model rather than
simply transactional selling
To build more profound and lasting relationships with
clients and develop a key account focus
To identify the root cause of your clients issues and offer
the best solutions/services
To know how to mix elements such as influence, product
knowledge and people skills to increase the organisations
profitability
To use market and competitor knowledge to get the lead
and carve the best solutions
To maximise customer relationship management

4 www.lct.co.uk

Course Content
Relationship Building
Become a trusted adviser to
your client
Using advanced influencing
skills to connect to your client
and get them to reveal more
Selling across different cultures,
codes and practices
Understanding your personal
brand in sales
Mastering emotional intelligence
and positive psychology
Explore psychometric profiling
of yourself and clients
Making a plan to increase
loyalty and pin that to
profitability
Course code:
Duration:
Course fee:
Dealing with Difficult Clients
Problem clients and handling
the effects of their action/
inaction
5 different types of difficult
buyers
5 things you must never do
while handling a customer
objection
Winning back lost business and
raising the stakes
Using refined communication
strategies of worlds leading
business coaches and
entrepreneurs to deal with any
problem
Buyers expectations of
suppliers
Strategic sales
Motivating yourself and your
team to be results focused
Dealing with C Level selling
selling to the board
Getting buy in for internal
stakeholders to improve
strategy
Increase conversion ratios and
customer feedback ratings
Create a success roadmap
SAL.1B 20th - 24th March
1 week 10th - 14th July
2,650 13th - 17th November
www.lct.co.uk
Sales Presentation and
Pitching Mastery
How to be more effective
and charismatic during sales
presentations
Presentation challenges for
individual client meetings vs.
selling to a procurement team
How to bring separate
viewpoints together to still leave
with a sale
The elevator pitch
How to present more confidently
and describe your products and
services using customers needs
Moving from transactional
selling to consultative selling
Key Principles of Selling
Increasing opportunities for new
business
Hitting and surpassing your
targets
Developing streams of income.
new business vs. existing
customers
How to deal with client
objections and still get the sale
Maintaining professionalism
during the sales process to
create a long term focus while
gaining short and mid-term wins
Apply the Aristotle Principle of
Persuasion
5
 Who should attend?
Sales Executives, Managers and Direc-
tors
Operations and Account Managers and
Directors
Managers/Directors moving more into a
strategic business development role
ADVANCED

S A L E S
S K I L L S

Learning Objectives
To refresh and develop key sales development skills
To improve sales management methods and empower
your team to succeed
To drive sales performance, optimise the sales funnel and
improve sales performance results
To create and give excellent sales presentations and
pitches
To develop and manage a Strategic Key Account and
create loyalty
To explore buyer motivation and sales psychology and its
link to market positioning
To move towards a consultative solution focused selling
To build more profound and lasting relationships with
clients and develop a key account focus
To identify the root cause of your clients issues and offer
the best solutions/services
To excel at customer relationship management

6 www.lct.co.uk

Course Content
Sales Presentation and Pitching
Mastery
How to be more charismatic
during sales presentations
How to deal with presentation
challenges for individual
client meetings vs. selling to a
procurement team
How to bring separate
viewpoints together and still
leave with a sale
The elevator pitch
How to present more confidently
and describe your products
and services using customers
needs
Moving from transactional
selling to consultative selling
Relationship building
Become a trusted advisor to
your client
Using advanced influencing
skills to connect to your client
and get them to reveal more
Selling across different cultures
Understanding your personal
brand in sales
Mastering emotional intelligence
and positive psychology
Increase loyalty and pin that to
profitability
Course code:
Duration:
Course fee:
Strategic Sales
Motivating yourself and your
team to be results focused
Dealing with C Level selling
selling to the board
Getting buy in for internal
stakeholders to improve
strategy
Increase conversion ratios and
customer feedback ratings
Create a success roadmap
Winning the Business
10 closing styles to suit your
personality and clients buying
style
Overcoming any fear of asking
for business
Dealing with delayed sales
proposals
Creating a clear vision
for yourself using positive
psychology
Dealing with Difficult Clients
Problem clients and handling
the effects of their action/
inaction
Handling a customer objection
Winning back lost business and
raising the stakes
Using refined communication
strategies
Buyers expectations of
suppliers
Selling An Art or a Science
How to raise personal
standards in order to encourage
profitability
Do you use a hunter or a
farmer selling style? Working to
your strengths
The background of selling and
defining your role
To persuade ethically without
crossing boundaries
13th-24th March
SAL.2 3rd-14th July
2 weeks 6th-17th November
3,850
www.lct.co.uk
Effective Planning and Prioritising
Account analysis & time
management
Managing field sales people
Prioritising lead prospects to
ensure more consistent sales
conversion ratio
Diary management and
increasing opportunities for new
business
Hitting and surpassing your
targets
Researching the client, global
market and customer profiling
Making Lasting Impressions
Building trust
Generating influence through
matching body language and
personal credibility
Aristotle Principle of Persuasion
Becoming a positive reference
to your client and building more
loyalty and sales compared to
your competitors
Using positive unconditional
regard (Rogers and Carnegie)
Personal psychometric profiling
Overcoming Objections
Maintaining calm in adverse
sales situations
Using objections as a basis to
develop the sale into a mutually
beneficial outcome
Maintaining professionalism
during the sales process to
create a long term focus
Dealing with client excuses
of not buying and delaying
strategies
7
 2017

March
Course Dates Fee Page

SAL.1A Core Sales Skills - Level 1 13th-17th 2,550 2

SAL.2 Advanced Sales Skills 13th-24th 3,850 6
SAL.1B Core Sales Skills - Level 2 20th-24th 2,650 4

July
Course Dates Fee Page

SAL.1A Core Sales Skills - Level 1 3rd-7th 2,550 2

SAL.2 Advanced Sales Skills 3rd-14th 3,850 6
SAL.1B Core Sales Skills - Level 2 10th-14th 2,650 4

November
Course Dates Fee Page

SAL.1A Core Sales Skills - Level 1 6th-10th 2,550 2

SAL.2 Advanced Sales Skills 6th-17th 3,850 6
SAL.1B Core Sales Skills - Level 2 13th-17th 2,650 4

8 www.lct.co.uk