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Advanced Sales Training – Ruan Lanihorne

If you’re not entirely satisfied with the way your sales structure is working and you’d like to notice ongoing development then “Elite Closing Academy” is the perfect place for you.

Whether your objective is to strengthen your businesses sales team and future, or develop and create a successful sales career, The Academy will show you everything you need to be aware of. Beginning with sales prospecting, value proposition and guiding the customer through your sales funnel to closing deals confidently – every time.

Our sales training courses

You might have enrolled onto sales training courses in the past and think you’ve learned everything there is to know. What is it that sets us apart from others? The Academy is a unique training provider offering sales training courses which focus on the one aspect crucial to sales performance that will truly help you excel – closing the sale.

Learn how to approach any potential client, whether you are trying to contact a person who has handed you a business card at an event, or following up with an enquiry or getting in touch with someone who has visited your website.

But how do you convert leads into sales?

We provide sales training courses that provide you with the self-assurance and sales process skills needed to engage buyers and convert early-stage leads into closed sales, without being seen as invasive or manipulative.

Our experienced sales coaching team will teach you the sales techniques and personal qualities necessary to get to the final decision-maker and increase the rate of sales conversion by 30-70 percent. We have tested methods that will enable you to close more sales than you thought possible! You can become sales leaders in your industry and make major sales to major customers.

Why are "selling skills" critical for your success?

Whatever industry sector you are in, there will always be a desire to develop sales skills and sales professionals – we all have something we can sell!

Training for sales management is crucial. Proficient selling skills are crucial for any job, but in sales management specifically, without learning the correct sales methodology it is likely that you are burning leads and wasting a lot of your time and money.

Sales personnel must be able to create a sales strategy that is thoroughly optimised for the customer they are targeting, with the best practices and tailored processes which establish the foundation for an organisation’s sales effectiveness and overall success. This is where The Academy’s sales training courses come in.

Salesperson stereotype

Imagine a typical salesperson

There is a good chance that we’ve all met the stereotypical salesperson – imagine the sales manager at a car dealership for instance. A lively, fast-talking extrovert reeling off the same tiresome routine to every person they encounter. They usually don’t let you get a word in and throw all the sales jargon at you in such a way that it’s as if they’re talking at you, not to you. This way of selling gives the impression that the customer’s money is more important to you than their satisfaction.

This is one of the most costly errors made by sales professionals. Many salespeople do not realise that selling is a two-way process. Active listening helps you to recognise customer concerns and gives you the opportunity to address these buyer pain points. This can add value to the product/service you are trying to sell and suddenly gives  the opportunity to stand out from your competitors.

Customers want to feel they are being heard and you are doing your best to assist and guide them in their purchasing decision. Not only will this kind of customer service assist in closing deals for your company, it will also increase the chance of repeat business.

We offer sales training classes that emphasise the importance of relationship selling and prioritise the customer experience, taking you through the entire sales process and explaining how you can close more sales.

THE SALES
  PROCESS

In order to convert a prospective customer from an initial lead to a sale, you as a salesperson should follow a key structure that is comprised of crucial and repeatable steps. This is known as the sales process or the sales cycle. The sales training programs will give you the skills and knowledge necessary to master this process.

Prospecting

Prospecting is the first step in this sales process. This is where you manage sales opportunities, research potential customers and reach out to contacts with the aim of generating leads and securing the business.

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Qualifying

Qualifying leads is a necessary procedure to determine which leads you should treat as your top priority to follow up. Leads should be classified according to the probability of becoming customers This could be determined by your primary data, secondary statistics or even customer personas.

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Preparation

At this point, make sure you get acquainted with the business or individual you are planning to pitch to and get to know their business and the industry in general. This will enable you to find the potential issues you can then provide a solution to with your product or service and resolve customer concerns. Knowing the needs of your lead and their circumstances will make you appear more credible and increase the likelihood of getting good sales results.

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Presentation

This is a very important part of the sales process. This is where you can tell your prospects how your product/service is valuable to them, using the research you have previously conducted.

Back up your assertions by providing data and stats. A solution-based approach will only be successful if you convince the client that your product/service can actually solve their issues and provide additional value.

Make sure you are aware of your audience What approach do you use with this lead to initiate conversation and build a rapport? Conversation will only aid in learning more information to use in the pitch.

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Objection Handling

The handling of objections is where your soft skills will shine. A customer might have concerns about your product/service. In this case you should be sympathetic with them and offer them a counter to their concerns which will assist them in overcoming their concerns and help them move forward with the transaction.

You can encounter an objection at any stage of the process. Therefore, it is crucial that whenever you are ready to handle this and anticipate any objection the lead may have to your proposals.

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Closing

As the name suggests that this is the area we specialise in here at The Elite Closing Academy. Closing is the a key stage of the sales process where all your effort pays off. This is the moment to apply certain strategies to get the customer to say yes. Summarise with confidence and assume that they’ll accept what you are offering. If you feel they are hesitant, provide incentives and address remaining issues with solutions to increase the extra value. Sign up with The Academy today for elite value based sales training.

Sometimes you need to play the long game. Research has shown that the majority of prospects report saying “no” at least four times before they finally say yes. The Academy can provide you with the sales training programs necessary to manage rejection and use it to your advantage.

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Follow up

If it is possible, it is important to follow-up to key accounts after agreeing deals. This could be to implement a portion of the agreement into practice for the client or offer after-purchase support for customers. This is key to building trust with your customers and, if you suspect that they are attracted to other items or services, it could be the place where you start the buying process restarts.

In the Elite Closing Academy, we will help you through every step of this process. We make sure that sales teams are skilled at closing and will almost be sure that your company can convert leads into outstanding sales results.

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Sales Training

SERVICES WE OFFER: What are they?

We provide impactful sales training courses with a focus on both technical skills development and the nurturing of soft skills that contribute to excellent sales performance. What’s the point of account management staff mastering the most recent CRM software if they lack the ability create a rapport with client groups, empathise with their buyer pain points and offer solutions.

It is our duty to assist you in becoming an experienced, versatile salesperson that can form stronger buyer seller relationships. We can help people become an indispensable part of any sales team, within any organisation.

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Live sales training courses

We offer monthly three-day sales training courses at the ECA offices in Birmingham. These in-person sales training programs will not only provide you with the knowledge of what is involved in the sales cycle and how to guide potential leads along into the sales funnel, you will have the opportunity to put everything you learn into practice.

We can provide you with the chance to get on a sales call LIVE in the classes and be guided through the process of closing. If you are confident enough to give it a go, putting your sales training in real-world scenarios in this manner can help you improve your professional selling skills and allow you to see a measurable increase of your sales performance.

This experience is something that online sales training programs cannot offer you. Our in person sales training courses give you the chance to talk directly with our sales professionals and also discuss issues with other attendees, a clear benefit over online training options.

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The elite sales training courses could be the solution your company needs! Upskill the skills of your sales teams – from sales rep posts, through to sales management, to sales directors. The knowledge you are able to learn here will be beneficial to sales professionals of all experience levels and is available to take your time learning on your own pace. Develop the best sales team possible.

Delve deep into our three key techniques that once learnt, can be applied to your own selling process and sales culture. Reap the benefits that these effective sales training programs provide, resolve customer concerns, build relationships and close more sales.

If you’re looking for Sales Training Courses, you must look into our course offerings as well as our REVIEWS on Google!

ACCREDITED SALES ACCELERATOR LEVEL 3

1 DAY

A one-day training course designed to help you close more deals than you are currently able to.

ACCREDITED 3 DAY TRAINING LEVEL 4

3 DAYS

We will teach you how to convert a prospect from lead to sale with our Level 4 Accredited Sales skills training.

THE
ACADEMY

ELITE CLOSING ACADEMY

We offer sales skills workshops at our academy to teach the Elite way to close sales.

Customer have rated us Excellent

I've been working with the Elite Closing Academy now for about 9 months and found the whole experience really rewarding and of huge benefit to my business.

​Ian Watson
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OUR PRIMARY GOAL IS TO HELP YOU TURN MORE PROSPECTS INTO CUSTOMERS

FOUNDATION

This challenges all the standard sales techniques and processes:

  • Your attitude to Serving, Selling and Closing

  • Your understanding of the distinction between Serving, Selling and Closing

  • The Prospecting Journey How to remove features and benefits that are sold and earn the right to ask a closing question.

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MINDSET

With a level of energy and clarity of thinking that’s unique to almost all salespeople right now.

Ingraining in your mind an action plan to follow no matter the outcome: Being Purposeful, Professional, and Persistent.

LANGUAGE

This challenges all the standard sales methodology and processes:

WHAT to say, what not say and WHEN

How to pose insightful world-class questions which help you discover the truth without dwelling on superficial ‘problems’ that aren’t there!

How to avoid bringing ‘NO to play (known as the 5 W’s & an H)

PLUS: how to read body language to ensure that all verbal and non-verbal communication is addressed

 

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TECHNIQUES

Deep dive 3 techniques that – when mastered and utilised every day will yield better results.

Learn things that you can immediately implement directly as a result of this masterclass.

SCRIPTS

Have a plan to fall back on when you don’t know what to say to take them to the next step in order to achieve the result that you know they require. Take home a custom script for the next time you interact with a hot lead.

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Three targets

Do you know your target audience?

As a sales professional do you have the ability to close up to 70 percent of your sales?

Are you aware of the needs of your target customer and what services you can provide them with to solve their issues and make their lives more convenient?

What can you serve them with to solve their problems?

Do you want to increase the conversion rate of your sales?

Management of sales as well as sales teams spend much quality time attempting to find leads and close the sale. With the techniques from the sales skills courses and training you will be able to make the most of sales opportunities, save so much time and feel assured that you can get the decision you need to close a deal.

Our Elite Closing Academy provides the best sales training programs to equip you with the knowledge and tools you need to increase your sales to the next level.

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Values Circle

THE
  ACADEMY

If you’re unhappy with how the sales function performs and you want to see it continuously increase, then ‘The Academy’ is the ideal place to help you secure your businesses future.

Our Academy is great for anyone who:

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Trainers:

Do you wish to boost sales in the back of the room by fully engaging your audience?

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Property Investors:

If you're unhappy with how the sales function is conducted and would like to see it continue to increase, then 'The Academy' is the ideal place to build your businesses future.

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Coaches:

Who want to help overcome anxieties of the sales conversation and make more sales frequently.

What an amazing way of looking at the sales and closing process! I've been working with Matt and the team now for 9 months, and it truly is a great experience!.

Michael Nagles
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Elite Closing Academy Team

If there is one thing all of our clients have in common is their opinions about the quality of our team in the office at Elite Closing Academy.

We are very proud of the quality of our training team and the feedback we receive from our clients. They’re available to help in any way possible, determining what your company requires to develop the capabilities of its sales teams and advance sales account management operations.

We’re here to help ensure that your sales convert rates are improved by providing you with all the sales skills, confidence and methods you need to propel your business forward and grow.

REQUEST BROCHURE

Get the full low-down on our Elite Closing Members Academy, our different annual programmes and our ongoing elite closing training and assistance. Bring you and your sales team to the next level!

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