Course overview

Who should attend?

If you are fresh into the world of sales and have a minimum of six months experience within your role, Sales Excellence is the optimal next step in your development. This workshop is designed to offer a more advanced approach, perfect for those wanting to lift their performance to the next level.

Course reviews

  • Always have a great time at Pareto training and feel pumped to get back in the office and put the learning into practice. (10-11 March 2016)

    5 /5 from Emma, London

    An excellent 2 day event that highlights the essential basics that are required to win the deal - Just leaves you re-energised and hungry to get back in front of prospects. (23-24 Feb 2016)

    5 /5 from Anonymous, Manchester

  • Perfect atmosphere for learning - Pareto met all my expectations. (4-5 Jan 2016)

    5 /5 from Tim, London

    The trainer provided a great insight into this sales topic. It was a very thorough course. (4-5 Jan 2016)

    5 /5 from Adam, London

  • Very professional, friendly and knowledgeable staff that seriously understand the areas of sales and its industry (10th - 11th June 2014)

    4 /5 from Stuart, Wilmslow

    The trainers were brilliant, real motivators. It’s great knowing you are being taught by the best! (14th - 15th May 2014)

    5 /5 from Daniel, Wilmslow

  • Trainer was excellent, good pace and would recommend for future groups (28th - 29th April 2014)

    4 /5 from Mark, Wilmslow

    I enjoyed the course and found it very helpful. I feel that now I can go out and sell confidently (27th - 28th March 2014)

    4 /5 from Dominic, London

  • Very positive experience, very laid back and relaxed but with an educational feel (17th - 18th February 2014)

    4 /5 from Reece, London

    Pareto is what makes the difference between a good sales person and a sales professional. (3rd - 4th September 2013)

    5 /5 from Shaina McAndrews, Chiswick

  • Great course, good pace, good trainer. Value will be added once i am back in the office! (1st - 2nd August 2013)

    4 /5 from Mehdi, Wilmslow

    Debbie was an extremely good trainer. Listened to my questions/issues and i feel this has helped me develop my confidence even more. She was thorough with every aspect and ensured i understood before moving on. Very impressed. (1st - 2nd August 2013)

    5 /5 from Stephanie, Wilmslow

  • “Fantastic course – really enjoyed it. Really hoping it will allow me to progress with my role” (14th- 15th March)

    4 /5 from Daniel Haggett, Wilmslow

    “It was great to get in depth ideas about how to build my successful sales character” (14th-15th March)

    4 /5 from Ashley Evans, Wilmslow

  • “Gives you skills for sales careers in the very beginning. A good platform for any new starter” (14th- 15th March)

    4 /5 from Bianca Ward, Wilmslow

    “Interesting and made sure everyone felt comfortable with getting involved” (15th-16th April)

    4 /5 from Danielle James, Wilmslow

  • “Great course which furthered my understanding of sales in a face to face environment” (2nd-3rd April)

    4 /5 from Matthew Pipe, Wilmslow

    “Positive experience, good to refresh selling techniques” (2nd-3rd April)

    4 /5 from Ryan Steed, Wilmslow

  • “Good detail to improve my day to day working strategy” (2nd-3rd April 2013)

    4 /5 from Tom Bane, Location: Wilmslow

    Lynda was a fantastic trainer. She altered the content to fit our needs and paced the training course exceptionally well. (9th-10th April 2013)

    5 /5 from Dale Jones, Wilmslow

Key outcomes from the course

    By the end of this training course, your delegates will:
    • Deliver impactful client engagements which increase your client success
    • Explain the importance of providing insights to build credibility and client loyalty
    • Demonstrate powerful questioning techniques to uncover further client needs
    • Explain the P.R.O.V.O.K.E model to improve your sales results
    • Lead the sales process through implementing a winning meeting structure
    • Demonstrate how to coach your client from a fixed position to being open to change
    • Build the value of your proposition through ‘story telling’ and proof statements
    • Explain the Commitment Matrix to drive sales pipeline and commitment

Training approach

This innovative two-day course gives delegates the opportunity to learn through challenging, interactive and practical exercises. Delegates are given a toolkit which provides insightful methods on how to engage clients throughout the sales process. They are also coached in how to use their commercial and industry knowledge to full effect.

Overall rating for this course

4 / 5. Overall course rating based on 20 reviews

Key areas addressed by this course

Modules covered

The key areas covered in the course are:

    • Planning Your Approach: Setting objectives and a selling style
    • Building a Relationship: A foundation for long-term selling success
    • Expectations and Objectives: Where you want to go, and how to get there
    • Needs and Problems: Probing to identify and qualify opportunity
    • Options: Providing the best possible solution
    • Objections: Handing knockbacks in the selling process
    • Obtaining Commitment: Agreeing a solution and closing

Course testimonials

  • I have learned a great deal of skills I can implement with colleagues and clients. I think it will make a positive impact.


    5/5 from Jonathan, Medela UK

    The Pareto way of selling has seen our business grow by £1.4m. SSC are living proof that Pareto delivers.


    5/5 from Andy, SSC Laser Cutting

  • Delivered professionally, pace good, excellent interaction opportunity.
     


    5/5 from Colin, Aggregate Industries

    This training and these results have taught us how we can save AT LEAST half a day a week calling and spend that time selling… what a ROI!


    5/5 from Chris, DSV

To enquire about our training courses, simply

Contact our team on

08436 367 047

ISMM

Our courses are endorsed by the Institute of Sales and Marketing Management (ISMM), the UK’s only professional body for sales people.