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Shorter Cycle Sales

Huthwaite International
Course summary
Length: 2 days
Price: 650 GBP excl. VAT
Language: English
Course type: Open / Scheduled
Next available date: 28/11/2018 - Leeds
Rating: (7 Reviews)
Course home page: Link
Course Dates
Leeds
28/11/2018   (English)
650 GBP
27/03/2019   (English)
650 GBP
London
19/12/2018   (English)
650 GBP
30/01/2019   (English)
650 GBP
27/02/2019   (English)
650 GBP

Course description

PITCH Selling Skills

PITCH Selling Skills - 2-day course in winning new client business with limited client interactions

In an increasingly competitive sales environment, the ability to win new business in short time frames is becoming more important than ever.

This PITCH Selling Skills course is designed precisely to give sales professionals a range of consultative sales skills that will allow them to improve their performance and results in shorter sales cycles (between 1 and 3 calls).
Shown to deliver a 150% increase in month-on-month new client acquisition, the 2-day programme helps delegates enhance the quality & effectiveness of their sales interactions by helping them to:

  • Understand & adopt the behaviours that are most persuasive in short-cycle sales scenarios
  • Appreciate the psychology of customer buying and the decision process
  • Identify customer needs and influence their value drivers
  • Pinpoint key differentiators for their products & describe solutions persuasively
  • Prioritise prospects to make optimal use of time & enhance the probability of conversion
  • Refine their skills in engaging customers with effective opening statements on prospecting calls

Combined, these skills will enable participants to increase new business acquisition and improve revenue, leading to lower costs of sale and higher profits.

Download the course brochure here

Suitability - Who should attend?

This course is suitable for salespeople involved in short-cycle sales* with responsibilities for prospecting for new business, whether face-to-face or on the telephone.

It is ideal for those involved in the sale of services/products that require 1-3 interactions, and where buying decisions are made by one to two decision-makers. It suits both consumer and B2B sales sales environments.

Training Course Content

Course content covers:

    • Why customers buy – the stages of making a purchasing decision.
    • Competitive differentiation.
    • The PITCH model:
      • Presenting yourself: Prioritising prospects, effective call planning and persuasive outbound opening statements
      • Investigating needs: Clever questioning to uncover needs and buying criteria that align with differentiators
      • Tempting customers: Persuasive descriptions of how products / services meet customer needs
      • Commitment gaining: Attaining high levels of commitment, reducing and handling objections
      • Handing over: Positive call conclusion and next steps
    • Growing the sale through add-ons and up-selling.

Expenses

The cost of this course is £850 + VAT per delegate.

**Please contact direct for multiple booking discounts**

In-House Training

Huthwaite also has extensive experience helping all kinds of businesses prosper by providing bespoke training solutions tailored to specific needs.

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About provider

Huthwaite International

Huthwaite International has been helping businesses across the world deliver long-term, tangible results through their sales-focused behavioural change methodologies for 40 years. Based on research into what effective sellers and negotiators do, their approach is based on the key behaviours...


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Contact info

Huthwaite International

Hoober House, Wentworth
S62 7SA South Yorkshire

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www.huthwaite.co.uk


Reviews

MP   |   18/09/2017
Good sales knowledge, presented in an interesting manner
          (4)
Alicia Hanmer   |   18/09/2017
The course was very good, I learnt a lot about different questioning techniques and about where the customer is in the sales cycle. The teacher was very good, very patient and good at applying the information to our different roles.
          (5)
Nicky Peachment   |   23/12/2016
Very useful course - now need time to go over my learnings to embed into my daily work as I'm sure it will prove very useful. It felt like a very productive 2 days (more like 5 days of learning!) Thank you.
          (5)
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Reviews
Shorter Cycle Sales
Course rating
          (4.4)
Based on 7 reviews
Be Inspired - watch the videos