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412 Marketing courses in Colne delivered Live Online
Introduction to sales (In-House)
By The In House Training Company
When staff are new to sales it can seem daunting, especially when they have targets to meet. If the staff you need to promote your products and services get it wrong then it can knock their confidence and negatively impact how your customers see you as an organisation. This programme provides staff with the basic skills they need to sell. This course will help participants: Profile customers Research and identify potential new customers Use the consultative sales process Build effective rapport with customers Identify customer needs through effective questioning and listening Position products and services effectively Close the sale or gain commitment to further action Manage their customer portfolio to maximise sales 1 Introduction Aims and objectives of the training Personal introductions and objectives Self-assessment of existing sales skills Overview of content 2 Knowing your customers Who are your customers, and what do they want from you? What are your strengths, compared to your competitors? Who are your new potential customers? How do you communicate with new customers? What do you need to know about your customers before you start to sell? Making the initial approach Planning your pipeline - keeping the customers coming 3 The four-step sales process Overview of the consultative sales process Key benefits of using the consultative sales process Focusing on behaviours not targets The behaviours of a good salesperson Common pitfalls and mistakes Personal strengths and weaknesses 4 Building rapport First impressions - Mehrabian theory of communication Short cuts to building rapport Looking out for clues as to how the customer is thinking Looping back to keep the conversation flowing Acknowledging past communication Dealing with emotions such as anger Setting the agenda to keep control Getting past gatekeepers 5 Questioning and listening How to ask open questions to uncover information Left brain questions When closed question can be useful What stops us listening? The four levels of listening How to develop your listening skills 6 Presenting products and services to customers When to present Using benefits not features Making it personal Using reciprocity The tendency towards the middle Using consistency 7 Gaining commitment Testing the water Dealing with objections using ACLEO Asking for the business Getting referrals Ending with a personalised close Following-up 8 Managing your customer pipeline Spotting opportunities for cross-sales Managing your portfolio Maximising sales proactively Review meetings Customer satisfaction measures and surveys Mystery shopping 9 Putting it all together Skills practice Personal learning summary and action plans
Sales awareness for IT professionals (In-House)
By The In House Training Company
In the fast-changing world of business, and especially IT, everyone in the organisation should be involved in sales. One of the best ways is to give the customer an outstanding experience. The customer experience is the competitive battlefield of today. Sales may be won or lost here. You can either close a sale for a quick buck, or open a long-term relationship to create a high lifetime value customer. By developing excellent communication skills, rapport and, most of all, a desire to serve and listen to the needs of the customer to the best of their ability, both sales teams and other IT professionals will create trust, nurture relationships and develop awareness of other opportunities with the customer. By the end of this course, participants will be able to: Understand the power of a positive customer experience in developing sales opportunities Recognise and develop a sales opportunity when it arises Engage with customers and develop rapport and trust Use verbal and non-verbal communication skills and pick up on signals Ask powerful questions - and listen to the answers Create 'magic moments' for the customer Turn a complaint into an opportunity Know when to ask for referrals and testimonials Pass on leads to the relevant people 1 Introduction Aims and objectives Beliefs about sales 2 Building rapport First impressions Short cuts to rapport Finding common interests 3 Selling or serving? Managing emotions and behaviour - Transactional Analysis Moments of truth - creating 'magic moments' Speed sells - the follow-up 4 Meetings Planning a successful meeting Pre-meeting connection and assistance Sales meeting failure reasons Right v wrong mindset 5 Communication - verbal and non-verbal The 3 Vs - Visual, Verbal, Vocal Picking up on signals 7 power questions Questioning techniques LISTEN - 3 types of listening skills 6 Influencing 6 levels of influence Framing to change perspectives Turning complaints into opportunities 7 Referrals The power of referrals How and when to ask for a referral 5 steps from rapport to referral 8 Presentation and pitching (optional session) Basic presentation structure and delivery Creating powerful impressions Creating a 60-second pitch The elevator 10-second pitch - answering 'What do you do?' Sales presentations Emotion v Intellect - how to engage Using visuals
Online Options
Show all 11761Wed 19 Mar 2025 - Regular Giving
By Hospice Income Generation Network
Sharing & Networking - Regular giving fundraising programmes. Session aimed at those working in supporter care, individual giving and leadership roles. THIS SESSION WILL NOT BE RECORDED
Fri 21 Mar 2025 - Working with Third Parties
By Hospice Income Generation Network
Taster Session - Working with Third Parties by Jane Montague Session aimed at corporate fundraisers.
Tue 25 Mar 2025 - Resilience, stress and boundaries
By Hospice Income Generation Network
Resilience, stress and boundaries - essential skills for fundraisers Facilitated by Claire Warner Charity Culture, Wellbeing & Leadership Specialist Aimed at those working in fundraising and marcomms roles in UK hospices - - - Fundraising is tough. It’s emotionally demanding, fast-paced, and often unpredictable. To keep going, you need more than passion—you need resilience, stress management, and strong boundaries to protect your wellbeing. Join us for this interactive, practical workshop. You’ll learn: ✅ How to build resilience and stay steady under pressure ✅ The signs of stress and quick strategies to manage it ✅ How to set and maintain boundaries to prevent burnout This session isn’t just theory - we’ll share real-life tools, group discussions, and practical exercises to help you navigate the challenges of your role with confidence. - - - Claire Warner (she/her) is a Charity Culture, Wellbeing & Leadership Specialist. Before developing this specialism, Claire had 19 years working in the charity sector, including 10 years in Director / Senior Leader roles. But it was a period of significant unwellbeing (breast cancer) that led Claire to the career change. And it was in conducting a large piece of research into sector wellbeing, that Claire recognised this significant gap in provision and went on to create Lift. In 2020, Claire won the Best Digital Leader Award at the Social CEO Awards for her wellbeing work during the pandemic. In 2021, she curated the first Charity Workplace Wellbeing Summit and was named as one of Charity Times Magazine’s 20 Pandemic Pioneers. Claire lives in rural Lancashire with her husband, their two daughters, Rowan the dog and horses Maddie and Bernie.
