Online Certified Course in Sales and Marketing

  • ID: 2119866
  • Training
  • SOCA Management Consultants
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This product contains a wide range of web-based sales training courses and assessments that are an invaluable resource to anyone who needs to sell or understand how selling works.

The course is designed to enable professional sales people to learn their craft as well as being a useful aid in many sales situations for other people who need to have an appreciation of Selling.

Candidates completing the programme are equipped to:

- Prepare for sales situations and deliver sales presentations
- Sell products and services to customers
- Negotiate sales of products and services
- Manage sales relationships with customers
- Provide after-sales support.

Clients who purchase and complete the training will get a certificate and membership of The Institute Of Sales & Marketing Management.
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This course contains 21 online training modules:

1. The Importance of Commercial Awareness.

In this segment of the course you will learn the following:

- Learn how to use the psychology between buyers & sellers to your advantage successfully
- Instinctively knowing that you are in a commercial situation and how to manage the opportunity
- Understand how to ensure that you are in control of all sales situations throughout
- Succeed in today's highly demanding customer-centric sales environments
- Turn inherent buyer prejudices into advantages for yourself and your solution
- Measure your personal contribution to each sale so that you are able to improve how you work and increase your own efficiency on an on-going basis

2. Positioning Features, Advantages and Benefits

In this segment of the course you will learn the following:

- Understand the differences between Features, Advantages and Benefits so that you know which one is the golden egg for your products and services
- Know exactly how to demonstrate what your products and services will do for your customers
- Position the real value of your products and services to customers effectively
- Create a compelling argument in the customer's mind so that they can see why to buy from you
- Be really effective in repeatedly selling you products and services to your customers
- Qualify customer needs using the power of "The FAB model" so that you both have the same understanding of how your solution will help them meet their business objectives

3. Targeting Buyers and Building a Sales Pipeline

In this segment of the course you will learn the following:

- Use highly effective tried and trusted methods for building a healthy sales pipeline
- Target the right buyers to ensure you gain your fair share of business and don't waste time
- Put pressure on competitors by creating an "unfair advantage" to win more deals than them
- Examine how markets work so that you know what you need to do in building a sales pipeline
- Compete for and get your share of internal resources, which may already be stretched
- Use the most valuable resource that you have (time) effectively, so that you spend it with people who are the most likely to buy from you

4. Closing Sales in your timeframe

In this segment of the course you will learn the following:

- Learn why many people fail when attempting to close sales and why closing appears difficult
- Choose the best way of closing sales for your product or service using different types of Close
- Improve your sales performance by knowing how to manage customers when closing sales
- Understand how your own sales skills and approach are your real advantage in closing sales
- Learn accurate forecasting and how to use sales processes to define timescales for deals
- Convert your sales expertise into real value, because even the best product won't sell itself

5. Effective Questioning Techniques

In this segment of the course you will learn the following:

- Know how to ask the right questions, in the right way, to quickly qualify sales opportunities
- Learn how to lead people to tell you the whole truth, even at an initial meeting
- Understand how to build trust so that people open up and share their business issues and pain
- Be comfortable in asking customers difficult questions so that you do not offend them in any way
- Know all 6 types of questions so that you are able to probe and structure follow-up questions
- Appreciate when to ask "open" or "closed" questions and how asking the right question at the right time has a major bearing on your ultimate success in Sales

6. Discovering Customer Needs

In this segment of the course you will learn the following:

- Understand how to discover customer needs and why buyers express their needs as "pain"
- Recognise the different types of buyer pain and know how to map your solution to win deals
- Examine how and why different buyers express business needs in different ways
- Understand the Need framework, Need hierarchies and dependencies of needs
- Know why needs and pain are inseparable in buyers' minds and how to use that to advantage
- Qualify customer needs to determine how best to position your products and services so that they are a good fit in your buyer's mind and they are motivated to buy from you

7. Selling Solutions to Customers

In this segment of the course you will learn the following:

- Understand why selling solutions, as opposed to stand-alone products or services, is critical
- Move up the value chain and provide lasting value to customers, through price performance
- Examine the principles of value based selling and avoid "competitive leapfrog"
- Avoid traps that can turn good sales people into order takers, giving control to the buyer
- Increase your credibility with customers so that you are able to generate more business
- Achieve higher margins and longer lasting customer relationships through value propositions by avoiding the "go faster" feature-based sales we can easily slip into

8. Sales Account Planning

In this segment of the course you will learn the following:

- Ensure that Thinking, Planning and Managing all contribute to your Account Strategies
- Understand why planning accounts and sales campaigns maximises your effectiveness
- Plan strategies and conduct reviews to determine likely outcomes before they happen
- Use structured sales processes to ensure that you understand the details of each sale
- Examine why well kept account plans are often the difference between success and failure
- Increase your chances of winning more deals by involving the right people in your sales activities at the right time for their contribution

9. Using the Sales Cycle

In this segment of the course you will learn the following:

- Maximise the value of your time by using powerful qualification techniques successfully
- Learn how your probability of success increases when you follow a sales cycle
- Follow a recipe that is proven to work by going down a well trodden path when managing sales
- Examine a generic sales cycle which can be used for selling your solutions
- Understand how a sales cycle helps you to qualify sales so that you eliminate surprises
- Know the importance of sharing your latest thinking and position in each sales with your team, colleagues and managers

10. Matching the Buying Cycle

In this segment of the course you will learn the following:

- Understand how to recognise key buyer behaviours and what these tell you
- Examine techniques for selling successfully to people who are following a buying cycle
- Understand the processes and the actual cycle that buyers follow when purchasing
- Fully comprehend how to synchronise the Sales and Buying cycles
- Appreciate how to predict next actions that buyers will take, and use that to your advantage
- Analyse buyer behaviour and highlight to your buyers how you have helped them to maximise the value they are getting

11. Understanding Business Strategies

In this segment of the course you will learn the following:

- How to work closely with customers to gain respect, trust and confidence to keep winning business
- Examine generic corporate needs, strategic direction and competitive advantage
- Learn how to demonstrate a commitment to your customers' growth and ability to meet targets
- Make customers see you are truly a business partner and understand their business strategies
- Know what's important to customers so that you build and maintain successful relationships
- Understand how to judge whether you would buy from yourself by placing yourself in your customers' shoes

12. Using Value Propositions Effectively

In this segment of the course you will learn the following:

- Learn how and why "positioning value" unlocks more doors than any other form of Selling
- Use value propositions to differentiate yourself and map your solutions to customer needs
- Create demand for the value your solutions provide in fulfilling your customers' needs
- Understand why the price argument becomes secondary when you use value propositions
- Convince customers your solution is much better at meeting their needs than your competitor's
- Appreciate that not creating demand for your specific solution means you are merely "order taking" which moves you to a commodity market and you can easily be replaced

13. Marketing Your Products and Services

In this segment of the course you will learn the following:

- Make sure your prospects and customers know about you and what you are able to do for them
- Integrate the four "P's" of Marketing (shown in the picture) into your messages to customers
- Learn to write compelling Marketing messages and use an effective mix of channels
- Profile your "typical buyers" and develop the right Marketing messages to attract just them
- Understand how to convey "the right message, to the right person at the right time" effectively
- Build compelling propositions that describe your product or service as better than any other

14. Delivering Effective Business Presentations

In this segment of the course you will learn the following:

- Deliver presentations that inform, invigorate and inspire to ensure your audiences don't drift off
- Learn how to influence a lot of people at the same time through a great presentation
- Examine the major techniques of presentations that enable you to make sales more effectively
- Learn do's and don'ts for making presentations that inform, educate and entertain audiences
- Master the 5 key components of a presentation: Objective, Speaker, Room, Audience, Message
- Understand how to ensure that your audiences remember what you said and more importantly act on it after listening to your presentation

15. Building Business Relationships

In this segment of the course you will learn the following:

- Understand customers only buy from people they like and relationships are the key to that
- Examine the behaviours and traits that make customers like you easily and quickly
- Learn that Selling is a "problem solving" profession and that you are part of the solution
- Understand the differences between relationships that support strategic and tactical selling
- Excell at building relationships internally to get the best out of the team around you
- Comprehend how building relationships internally and externally helps you meet sales targets more than any other single skill

16. Planning and Time Management

In this segment of the course you will learn the following:

- Understand that Time is your most important resource in Sales, ensuring you don't pay a price later
- Avoid the "activity trap", just because you are busy doesn't mean you'll be successful in Sales
- Appreciate that time you spend with people, who do not buy from you, is merely time wasted
- Learn to structure your tasks and activities, to help you plan better and meet bigger goals
- Understand techniques professional Project Managers use to manage concurrent activities
- Plan meetings in detail and understand how to run agendas so that you never run out of time before you have all the information that you need from the meeting

17. Influencing Skills

In this segment of the course you will learn the following:

- Learn to see the shadow that you create, that others can see, but you often can't see yourself
- Understand how people think and feel as a result of your presence and actions
- Know how to gain peoples buy-in to you, your message and your products and services
- Comprehend that Influencing is a fundamental life skill and being excellent makes selling easier
- Learn other essential people skills needed for influencing people in sales situations
- Understand that people are all different, quite often not equal, and you need to have well developed skills in objectivity and diplomacy in order to do your job well in Sales

18. Negotiating Skills

In this segment of the course you will learn the following:

- Understand that we learn negotiating pays dividends from our earliest days when we probably said something like, "Mummy if I drink my milk, can I stay up late tonight?"
- Learn why negotiation takes place in our lives without us even realising it is happening
- Sharing your objectives with customers to gain their buy-in is often the quickest way to a close
- Overcome objections, avoid rejection and negotiate deals that work for you and your customer
- Make buyers feel they are getting value for money and that price is a secondary consideration
- Know why when we couple making money with negotiating, our normal levels of confidence in our own ability can give way to doubt and apprehension

19. Listening Skills

In this segment of the course you will learn the following:

- Learn how to structure the six main types of questions and listen out for key responses
- Appreciate that listening is more structured than hearing and the difference pays dividends
- Learn techniques used for encouraging customers for continuous information of value
- Understand why your "talk speed" affects how well you understand what is being said to you
- Learn how to manage your emotional state and what stress does to your ability to listen well
- Know how to read customer body language, when they are speaking to you, and how this helps you to verify the accuracy of the information you are being provided

20. Motivational Skills

In this segment of the course you will learn the following:

- Enthuse motivation into customers to make them do what you want them to do
- Appreciate why your ability in motivating customers determines your ultimate success in Sales
- Understand how motivation can possess you to do things other people may find insane
- Know how to motivate yourself and rise up to meet the challenges you set yourself
- Motivate customers into parting with their money and giving you a purchase order
- Understand why the right motivation can make people endure extreme pain, such as climbing mountains, ending up with little more than a photograph

21. Using Body Language in Sales

In this segment of the course you will learn the following:

- Recognise the gestures and postures customers adopt in everyday Sales situations
- Understand why self-awareness and observation are major components of body language
- Learn how to interpret different levels of body language and behaviour and what they mean
- Know how to avoid customers finding out that you are trying to read their body language
- Appreciate that your body language speaks to your customers long before your voice
- Understand the different parts of the body used consciously, when you are aware of body language, and parts of the body used sub-consciously when you may not be aware
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“The pace was perfect, spoken at the right speed so I had enough time to digest the information yet fast enough to maintain interest and prevent my mind from wandering. The slides were clear and the courses contained really useful hints, put across clearly with good examples. I made a few notes for myself as I listened, which I intend to act on as a result of the courses.”
-Denise Edens, Director of Education, ISMM

"My team liked the materials and found applying them very straightforward. We considered several approaches and solutions before selecting this one and it has paid off for us not least by increasing the number of Sales conversions we are seeing."
-Maria White, Internal Sales Director, EMEA, Oracle

""E-learning has come of age; my people fit sales training into their schedules when it suits them with very little downtime from selling - it works for us!"
-Derek O'Carroll, Head of Security Business Practice EMEA, Symantec

"Our sales team really benefited a great deal from the online sales training and we coupled it with sales coaching to ensure that the messages were being correctly understood and applied"
-Carl Thompson, Senior Account Manager, The Carphone Warehouse

"They were quick to understand our sales training needs and delivered exactly what we wanted. We were impressed with the administration of accounts and the emails to sales managers that update them in real time.”
-David White, HR Director, Cables and Wireless Worldwide

“We are highly satisfied with the partnership that we've developed. You have helped us to meet our sales training objectives and shown an interest in our business that is encouraging to see.”
-Joe Edwards, Sales Director, Capgemini

"SalesTrainingOnline is excellent and delivery on the web is fantastic as our people can do the training when it suits them without having to come into the office or go to training centres. The fact that it saves selling time is the real bonus!"
-Mark Cox, Sales Manager, Verizon

"Our Sales went up 40% in the first Quarter our sales staff starting using SalesTrainingOnline. We have been delighted with the content and our people have benefited from the flexibility. We have saved numerous person-days by not having to send people away on courses and that has had a positive impact on our Sales numbers"
-Richard Alberg, Chief Executive, MyWorkSearch

"We believe this sales training initiative provides enables our entire sales force to operate more effectively. We recently embarked on an aggressive phase of organic growth, after a number of years growing principally through acquisition. The sales training has brought consistency for our sales people who have different sales backgrounds."
-Fardad Gharebaghi, Managing Director, Redtray

"I thoroughly enjoyed doing the training when I wanted and am delighted with the Certification in Sales & Marketing I received from the ISMM on completion. The courses were a good length, fitting nicely into my lunch slot!"
-Robert Fogel, Key Accounts Manager, Thomas
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