Foundation in sales

Course Code:
Dates:	On a date of your choice
Venue:	At a location to suit you
Course Fees:	Available on application
CPD Credits:	14

To discuss your requirements or for further information contact us on 0203 170 5779 or email info@ctp.uk.com

Foundation in Sales Course Outline

This 2-day Foundation in Sales programme is ideal for staff that have not previously been engaged in selling such as branch based customer service staff or outbound call centre staff. It gives them a flying start and leads to more, better quality sales.

If your organisation is failing to meet the sales targets set for branch based savings, lending and insurance products arrange this event to boost performance and give people the confidence and capability to enjoy the process.

Who should attend?

Customer services staff and their managers
Designers of sales models
Marketing staff engaged in designing products for retail sales

How delegates will benefit

The course will enable you to:
See the process from the customer’s perspective
Recognise that you know more than customers who need your help
Practice opening the sales conversation
Explore needs and wants
Know when and how to close the sale smoothly and professionally
Understand and work confidently with any regulatory rules that apply

Training Approach

This workshop is uses a combination of trainer input, knowledge sharing with interactive syndicate work and case studies. We know that reuslts in the owrkplace come from practising the techniques in a training environment.

Group size is kept to a maximum of 12 to facilitate sharing of experience amongst the delegates

Workshop leader:

Led by experienced consultants who have been successful in sales themselves, the course provides interactive learning and the opportunity to practise sales skills in a “safe” environment. It includes the impact that FSA regulation brings to this market and explains the regulator’s perspective.

Programme Outline

Objectives

To know and apply a successful selling model
To gain confidence in undertaking the sales conversation with customers
To recognise the requirements of regulation and how this benefits consumers

Day 1 Content

Defending the society's market position through sales
Making customer contact in an ethical & compliant manner
Putting the customer at ease
Recalling personal experiences of sales
Turning customer interaction into sales opportunities
Converting product features into customer benefits
Discovering customer needs through questioning
Features & Benefits Exercise
Overcoming customer barriers and objections

Day 2

Recognising customer acceptance through body language
Closing sales face to face
Closing sales over the telephone
Making the next appointment/sale
Phone back consolidation
Personal Action Plans

To book this course or for further information contact us now on 0203 170 5779 or e-mail info@ctp.uk.com

Corporate Training Partnerships - Practical Support: Dynamic Delivery

Booking

If you are interested in booking this course, or if you have any questions, please call call us on 01327 858307.

Linked In

RSS

““The review of our T&C scheme carried out by CTP really tested our controls and showed us how to make the approach more efficient in a practical and business focused context.”
- Liz Cameron, Head of Direct Sales Compliance, Scottish Widows
“Very timely, excellent content, covered a lot in a short time.”
- by Nicky Christofides, Head of Compliance at GE Money
“CTP provided us with a versatile range of training services from e based testing to technical modules and skills training for our advisers and sales management. They work quickly to satisfy deadlines and think creatively to achieve sustainable results. ”
- Ian Lockhart, Sales Operations Director, Scottish Widows
“I would recommend this event on Understanding Insurance Accounting to anyone new to the insurance industry whether or not they are proficient in financial accountancy. ”
- David Statham, Group Internal Auditor, IGI Insurance
“Role play situations really helped to put the theory of the course into an understandable context that I could relate to.”
- Countrywide
“An excellent industry focused overview of the subject pitched at the right level for all attending. We took value from the day as a team.”
- Barclays Insurance Services Ltd
“Good structure, content and pace of learning”
- Group Compliance Manager, Clarke Roxburgh
“An excellent all round briefing with detail and in depth exploration where necessitated”
- Tim Sierwald, Audit Manager, Assurant Solutions
“The session really made me think about the how to apply the theory of Risk Based Management. Lots of great thought provokers and break out sessions were extremely useful. ”
- Anna Mansbridge, Business Quality Technician, Allianz Cornhill
“We commissioned CTP to undertake a competency review. They listened well, spoke our language, took time to understand our needs and provided a workable solution in a cost effective manner.”
- John Moffatt, Compliance Director, Riverstone
“Pitched at appropriate level with good mix of tell and activity based learning”
- Legal & General
“A difficult subject communicated effectively and in a relaxed manner. Thank you.”
- S J Fisher, Managing Director, Colemans
“CTP have a thorough understanding of the "regulation" … but more importantly the ability to … translate it into company process efficiently and with the minimum of fuss.”
- John Constable, Head of People Development, JLT Risk Solutions Ltd
“A very succinct and highly knowledgeable explanation and presentation of the subject”
- Duncan Howorth, Managing Director, JLT
“CTP very quickly got to grips with our requirements and tailored the course to meet our needs. We had a fantastic dialogue going with our management group. ”
- MD, Assurant Solutions
“CTP's training gave me a vital opportunity to consider the Arrow 2 process and has given me a head start in preparing for this important business event ”
- Simon McCulloch, Business Development Director, Countrywide
“The trainer had superb knowledge of our company, our industry, the regulator and communicated in 'plain English'. There was no jargon. An excellent day! ”
- Ceara Joyce, Head of Risk with Profits, Legal and General
“I found this event of great benefit. Trainer is fantastic. One of, if not the, best courses I have ever been on. Thank you so much.”
- Rensburg Sheppards
“This was fantastic - I would not hesitate to go on another of these courses in the future. Thoroughly recommended. Very good -knowledgeable & approachable”
- Harsa Charman, Liverpool Victoria
“Excellent course, useful practical tools given”
- Co-operative Bank
“Essential event for anyone attending an FSA ARROW visit meeting”
- James Cooper, Financial Controller, Locktons
“Very knowledgeable course leader who used his practical experience well.”
- By Derek Wood, Compliance Manager at Skandia UK
“Useful consideration of the compliance function in the round. Some good reminders and food for thought to help benchmark where our complaince function is.”
- By David Lingwood, Group Compliance Officer, IGI Insurance Co Ltd
“Corporate Training Partnerships have carried out two major projects for us involving consultancy, project work and training of a group of our managers. We were very happy with the results of their work which are standing the test of time.”
- Karen Martin, HR and Communications Director, Britannic Assurance
“I would strongly urge senior managers in the insurance industry to attend this course which really prepares you for FSA interviews.”
- Paul Williams, regional Managing Director, Folgate (Towergate)

Corporate Training Partnerships Ltd, London Office: 60 Lombard Street, London, EC3V 9EA. Tel: 0203 1705779
Milton Keynes Office: Suite 1:20, Second Floor, Norfolk House East, 499 Silbury Boulevard, Milton Keynes, Buckinghamshire, MK9 2AH Tel: 01908 488170

Web Design by Zarr