4 page prospectus - paul ashton
TRANSCRIPT
LIMELIGHT LEARNING UK LTD
SALES TRAINING OVER THE WEB
PROSPECTUS
www.limelightlearninguk.co.uk
07710-056-354 or 07803-274-629
video: www.youtube.com The making of a salesperson – a fable
Limelight Learning delivers a comprehensive and unique 10 module sales
training course over the web which combines expert use of psychometric
assessments with personalized support. We also teach delegates how to
identify the behavioural characteristics of all types of buyers so they can modify
their sales technique accordingly. As an optional extra there is an 11th module
of reinforcement and refresher training held at the client's premises.
Course Aims:
The aims of this sales training course are to:
improve the performance of all sales personnel
increase profitability
encourage delegates to think about the processes and techniques of selling in
the 21st Century
introduce sales training to those who wish to start a career in sales
Satisfying Buyer's Needs:
By the end of the course delegates will be able to confidently satisfy any buyer's
needs and answer with conviction, persuasion and logic the 4 fundamental
questions that all buyers ask (even if they do not put them formally):
1. Why should I buy your product or service?
2. How are you different from anyone else?
3. What is the driver that will compel me to change suppliers?
4. What measurable value will you bring to me?
Why Limelight Learning?
Expert use of psychometric assessments combining behavioural analysis with
measurement of mental capacity both of which include strengths and potential
limitations. We can build on the strengths and minimise or possibly eliminate
many of the limitations.
Guidance to each delegate on the type of selling to which they are best suited
based on the results of psychometric assessments.
Personalized support throughout the course.
The ability to analyse the behavioural traits of buyers and prospects through
observation and so modify any sales presentation to close more sales.
Our unique classification of prospects and customers under the mnemonic
CAVE leads to increased sales:
Cautious - like things as they are, slow and resistant to change
Assertive - can be blunt (rude) and overpowering, like to be in charge
Verbal - appear very friendly and affable, they have a need to be accepted
Exacting - set high quality standards and appear cool and aloof
The selective use of cartoon illustrations of Cavemen and Cavewomen partly
as amusing light relief but mainly to act as an aide-memoire when delegates
are in contact with prospects and buyers.
The in-depth and unique experience of the team that has designed this course.
Delegates can study at home when they choose or in a lunch break
Delegates learn at their pace rather than the fastest or slowest in class.
Module Details:
1 Psychometrics: Part 1: Know Yourself: work style behaviours
This assessment takes about 8 minutes to complete on line; it is not a test as there
are no right or wrong answers. It will give an indication of likely working strengths,
possible limitations and indicate the type of selling to which you may be best suited.
2 Psychometrics: Part 2: Know Yourself: your ‘mental horsepower’
This module looks at what is known as ‘fluid intelligence’ which has been defined
as the ability to process information, a skill not dependent on past experience. It
is a test of mental horsepower rather than accumulated knowledge.
The series comprises 5 tests and the time taken on line is 30-40 minutes, including
taking some sample questions which form no part of the score. We send you full
instructions and they are also given on line. These tests are timed out.
3 How to modify your behaviours to sell more
This module is tailored specifically to you depending on what is revealed through
Modules 1 and 2. We strive to put measurement in and take guesswork out.
4 Selling – the Basics: know your stuff and stay on top
This is a wide-ranging module covering 31 basic sales issues plus 3 self-
assessment charts. :
5 How to recognise different customer types and sell to them
This module looks at how to assess by observation different customers through
their behavioural types and we give comprehensive hints and tips on how each
should be approached, presented to and ‘closed’.
6 How to handle objections
Perversely an objection, usually defined as a reason for your prospect or customer
to say ‘no’, can be a conduit to closing a sale. How you deal with objections will
have a major impact on your success and we will give you pointers on how this
important subject should be approached and a range of techniques that can be
applied selectively.
7 Closing techniques
In this module we review tried and tested ways of recognising interest on the part
of your potential buyer and how to bring your presentation to a satisfactory
conclusion. Nothing works every time but nothing fails every time either.
8 How to produce an effective presentation
We take you step-by-step on how to build an effective presentation and avoid the
worst of many pitfalls. You cannot sell unless you can present and persuade.
9 Getting through on the telephone
The effective use of the telephone is an essential weapon in your armoury. This
module takes you step-by-step through various techniques.
10 The art of negotiation
It is important to learn the differences between selling and negotiating. This module
goes into the detail of how to negotiate ending in a win/win solution.
11 1 Day Reinforcement & Refresher Training (optional extra)
This one day training session is held at the client's premises under the guidance
of one of our expert trainers. The day is normally tailored to the specific needs of
the organisation and its sales teams.
www.limelightlearninguk.co.uk
07710-056-354 or 07803-274-629
video: www.youtube.com
The making of a salesperson – a fable