Professional Selling Skills

This state-of-the-art sales training programme is highly structured and is designed to give sales people of all levels a complete IN-DEPTH coaching in the next generation virtual and F2F consultative-partner selling skills demanded by today’s market place. Both the skill to win and the will to win are dealt with in detail.

“All our new business sales people have been through the LDL Professional Selling Skills Programme and the results have been absolutely fantastic!” – Microsoft Dynamics GP

This highly participative programme coaches modern day hybrid sales strategies in a definable, precise way. Participants learn to become a trusted adviser and use questions not reasons as their main persuasive tools.

When they plan their calls, they concentrate NOT on what they will tell the prospect, but on what they will ASK. It’s the only way to sell.

Participants become skilled at using gap analysis and both the LACPOMAC® and LACPAAC® selling skills models. LACPOMAC® is a navigational tool for the entire sales process. LACPAAC® is a model for handling mismatch which still exists at the end of the sale.

The course inspires people and generates an immediate improvement in productivity. It is suitable for anyone who is responsible for winning new business from new and existing accounts: salespeople, account managers, business development managers and client service managers.

At the end of the programme participants will:

• Have an in-depth understanding of the STRUCTURE of selling from making the appointment to understanding the issues to closing the business.
• Be able to build value by asking better, deeper, wider questions.
• Know how to differentiate their proposition and sell against competition.
• Have the will to win. With the all important drive, confidence and attitude.

Delegates will learn:

• The 7 principles of consultative-partner selling.
• How to sell virtually.
• How to build trust.
• How to make virtual & F2F appointments by telephone. How to handle voicemail.
• LinkedIn – The new handshake.
• How to sell an idea. The new psychology of selling. What makes people buy.
• How to open the sale. How to probe for requirements. How to match. How to gain commitment and close.
• How to use gap analysis strategies to uncover and develop the prospect’s requirement. Advanced questioning skills.
• How to use the LACPOMAC® selling model. LACPOMAC® is a navigation tool an underlying system of questions to move the sale forward.
• How to sell solutions and insights.
• How to sell against competition.
• How to differentiate yourself on video conferencing calls.
• How to sell the concept of partnership.
• How to handle and pre-handle objections.
• How to handle ‘I want to think about it’ using the LACPAAC® model.
• Introduction to negotiating tactics.
• How to develop unshakeable confidence. Whether we think we can or whether we think we can’t, we’re right – lack of confidence holds many would be top producers back.
• How to use attitude development to build drive, enthusiasm and self-motivation. You can have the best skills in the world, but if the attitude is not there you will not peak perform.

Reviews

“I feel compelled to put in writing how outstanding this course is. It took the ‘myths’ out of selling and showed you instead a logical, common sense and workable way of winning business. Now that I am in a position whereby I need to develop and train others, I look no further than LDL. They return from you highly motivated, inspired, enthusiastic and focused.” – MR, Sales Director, Majestic Wine Warehouses

“We routinely send our sales staff on ‘The New Professional Selling Skills’ course, and having attended this myself I can say with total candour that the course and follow up material was exhilarating, instructive and head and shoulders above anything comparable in my experience.” – DL, Sales Director, Bernard Group

The delivery throughout was excellent. It’s not like learning a process that only works in one way, it’s about developing more skills to use in your own way.” – HT, Senior Sales Manager, Vidcheck.

“Loved the course and trainer. Have learnt so much and can’t wait to try out my new skills. Very well structured. Will definitely recommend.” – JO, Product Account Manager, McLaren Software.

“Excellent. Professionally run, superb instructor with credibility in spades.” – DO, Business Development Manager, Rohde and Schwarz

“Nick was extremely enthusiastic and informative. I found the whole experience fantastic and would not hesitate to recommend it to others.” – TG, Business Development Manager, G2 Speech

“Excellent. It makes you aware of the little things that can potentially make a big differenence. Very detailed and informative.” – RJ, Sales Engineer, Comsol

“Very enthusiastic. Great use of interactive exercises and vibrant examples. Well structured.” – SR, Area Sales, A Menarini Diagnostics

“Concepts were explained very well. All aspects of the course will be useful in my career. We were led through a well structured model of how to work with clients at all levels.” – JK, Product Manager, Red Box

“Excellent. Nick was fantastic and enthusiastic about the sales process. Made the learning a more experiential one” –SS, CEO, Data Zuum

“Extremely informative….enthusiastically run by brilliant/vibrant instructor who conveyed the course messages extremely well.” – CP, Sales, Intel Corporation

“All our new business sales people have been through the LDL Professional Selling Skills Programme and the results have been absolutely fantastic!” – JD, Sales Manager, Microsoft Dynamics GP

“Excellent format with good variety of group/individual tasks and open discussions. Nick was excellent at building on focuses through examples and detail to reach the final conclusions. I feel I will take away lots of big and small points to apply in my workplace, out on the road, and at events.” – SW, Project Manager, CI Group

“Really engaging course which looked at the sales process in a different light. Very much appreciated the structured approach which built on layers of understanding. It has definitely answered questions for me, in terms of situations I knew were not right but couldn’t define why!” – MA,
EMEA Business Development Manager, Retrogenix

“Having a coach who is so enthused about a subject is so rare, especially when they are so knowledgeable in the area. Honestly the most refreshing course I’ve been on.” – NP, Spares Account Executive, Foster Refrigerator

“Great group. Nick was amazing and allowed us to relate to the examples given. Brilliant coach and guide. Very patient and understanding.” – MS, Sales, Martindale

“Engaging delivery of concepts and content. Incorporated real examples from the group, enabling active and interesting discussions and sharing of knowledge and experience.” – GP, Senior Business Consultant, Siemens

“Nick Evans has superlative clarity and extraordinary rapport with the group. Nuances in the sales process were walked through in a clear and structured manner. I’ve taken multiple elements which will be useful in outlining sales process enhancements.” – JM, Product Director, IEG4 Ltd

“Clear and logical course with excellent and memorable lessons – always tied back into jobs for relevance.” – NB, Global Business Development Associate, Retrogenix

“The pace was perfect, I was engaged the whole time and never lost interest. The trainer also remembered everything about everyone and made me feel very included. Learned lots from this!” – HP, Sales Development Representative, Thrive Networks Limited

“Excellent. Engaging; applicable; ‘non-salesy’ sales training” – GK, Cellular Pathology Sales Specialist, A. Menarini Diagnostics

“Nick was fantastic and made sure we understood everything. Easy to follow and very informative.” – MH, Cellular Pathology Sales Specialist, A. Menarini Diagnostics

“Gave me lots of ideas to tweak existing things I am doing (keeping what works but adding new things). Gave me more insight into how a buyer approaches the whole process.” – EN, Product Manager, Columbus Instruments

“Excellent. Good instruction and very relevant content.”- IB, Sales Manager, Cellixon

“The trainer was so informative and very engaging to listen to. I found the advice so valuable and it’s given me so much confidence to perform in my role!” – EM, Cellular Pathology Sales Specialist, A. Menarini Diagnostics

“Clear and concise, very well laid out and explained. Taught me lots of things I did not know. Will take a lot from this, particularly liked the widening the gap analogy, will definitely take that forward with me. As well as incorporating more questions into my interactions with customers going forward.” – BC, European Sales Manager, Red Box Direct