The Quantum Certificate in Professional Selling
Previously only available to Quantum private clients, this programme now available as public modules.
Read about the ROI achieved and consider the impact it could have for your organisation!
Paul Wait. Head of UK and Global Sales, Virgin Atlantic
“We are now reaping the rewards in terms of vastly improved sales results in a flat market, highly motivated sales teams, and a stream of customer and industry accolades. In fact, I estimate that for every £80k we invest with Quantum, we get an extra £20m in return!”
Andy Heath. Sales Director, PH Media, now part of the Iris software multi-national
“Within 16 hours, over 2 short months, it was obvious where the value was. Our conversion ratios increased by 7.5% in 8 weeks, we experienced much shorter lead times, higher average order values and personally felt far more in control of each sales situation. Our clients seemed to enjoy the experience too! Since then things have gone from good to great with conversion ratios increased by 140% overall.
Module 1: £775+VAT. Book here for: Jan 9th/19th or March 20th/21st
Module 2: £775+VAT. Book here for: Feb 13th/14th or April 24th/25th
Modules 1&2 Booked together: Only £1240+VAT.
Your investment includes a light lunch and all day refreshments, and venue costs. Accommodation needs to be arranged separately using Quantum’s discount code.
Prestigious venue: The Holiday Inn, Guildford within easy reach of the main motorway network
In the face of the increasing influence of procurement functions and downward pressure on margins this programme is designed for people in a sales or account management role at any level. Whether new to the discipline or a seasoned professional, this programme will help delegates to raise their game and enable them to sell value on a higher plane. The programme is equally applicable to people who aspire to a professional selling career and who want a grounding in the fundamentals of successful selling in the 21st century.
Using a keynote case study, delegates will learn about the 8 criteria required to ensure that every sales call is effective. They will then go on to develop their skills in questioning, listening, presenting, handling objections and gaining customer commitment. In module 2 they will learn how to develop effective account plans including the development of sales propositions for all stakeholders and how to compose a pre call plan to maximise sales effectiveness.
Each delegate will develop a personal action plan for review at the beginning of module 2
PROGRAMME MODE AND DURATION
The programme is run over a 2 month period in 2 modules of 2 days. Group size will be 12 maximum to ensure full participation and engagement. Delegates will be expected to implement the methodologies and skills learned in between modules in readiness for review in the next module. There is a small requirement for some reading and self-study between the modules.
The programme will incorporate fictional case studies and will be compliant with ‘Competition Law’ requirements
Delegates need to be in a sales or account management position or have the aim of entering a sales position within the next 12 months. Sales Managers and Directors will also get full value from the programme in helping them with their personal selling effort and under-pinning their ability to coach in the field
MODULE 1. Value Added Selling
DURATION 2 Days
- The Quantum definition of selling
- The 8 criteria for an effective sales visit
- Understanding buyer motives
- Questioning and listening skills
- Defining our sales propositions
- Controlling a sales conversation to get the customer to want what it is we sell
- Structuring the call—CHANGE framework
- Handling and positioning a customer meeting
- Presenting our solution
- Handling objections
- Handling price pressure
- Gaining customer commitment
- Personal action plan
MODULE 2. Key Account Management
DURATION 2 DAYS
- Review of action plans
- Review of ‘specimen’ key clients
- The principles of key account management and the SISTEM structure
- Stepped introduction key account planning tools and software and practical application via a structured ‘real world’ case study:
- Selection / segmentation
- Understanding client business and objectives
- Assessing the current relationship
- Analysing the decision makers and influencers
- Developing sales propositions for the stakeholders
- Setting account objectives and strategies
- Defining SMART action plans
- Support and communication