Holding a High Price in Sales

Learning Outcome Gain deep insights into client expectations Get a solid understanding of a buyer’s strategic needs Learn how to …

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i Last Updated: 27th October 2022

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Learning Outcome

Gain deep insights into client expectations
Get a solid understanding of a buyer’s strategic needs
Learn how to handle objections well
Know advanced techniques and how to apply them
Finally, become a proficient presenter.

Description

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Full Tutor support on weekdays (Monday – Friday)

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Method of Assessment

To successfully complete the [course_title] course, students will have to take an automated multiple-choice exam. This exam will be online and you will need to score 60% or above in order to pass. After successfully passing the [course_title] course exam, you will be able to apply for a CPD & IAO-accredited certificate.

Certification

Once you have finished the [course_title] course, you will be eligible to apply for a CPD & IAO-accredited certificate as proof of your new skills and your continued professional development. Certificates are available as a PDF for £9, or you can request a hard copy to be sent in the post for £15.

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Requirements

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All students must have a passion for learning and literacy, as well as being over the age of 16.

Career Path

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Course Curriculum

Introduction
	What You Will Learn on This Course	00:01:00
	Who is Philip Hesketh?	00:01:00
The Guaranteed Way to Improve Your Sales Technique
	The Number One Universal Killer Question in Selling	00:03:00
	The Importance of Establishing the Clients Expectations	00:02:00
	How to Close the Sale Without Sounding like a Salesman	00:04:00
Why People Buy and How to Get Them to Buy from Us
	People Buy Emotionally and Justify Logically. What to Do About It	00:04:00
	Don’t Assume You Know the Buyer’s Priorities	00:05:00
	How to Unearth the Buyer’s Strategic Needs	00:03:00
	The Importance of Implications	00:04:00
Why People Don’t Buy and How to Counteract Any Objection
	Being Prepared for Objections	00:04:00
	The Most Common Objections and How to Handle Them	00:04:00
	How to Get People to Choose What You Want Them To	00:04:00
	What Buyers Say and What They Really Mean	00:03:00
Holding a High Price
	What Does Value For Money Really Mean?	00:03:00
	Five Proven Techniques to Save Money and Make Money	00:04:00
	The Words: ‘Typically’, ‘Realistically’, ‘Currently’, ‘Given’ and ‘Yet’	00:02:00
	Justifying Your Price – the Power of One	00:04:00
	The Final ‘Killer Questions’ That Allow You to Negotiate More Successfully	00:04:00
Win-Win and Increasing Average Order Value
	The Real Meaning of ‘Win-Win’	00:04:00
	The Rules for Discounting	00:03:00
	How to Hold a High Price	00:04:00
	How to Increase Average Order	00:03:00
	The Compromise Effect	00:03:00
Sales Techniques You Need to Know
	All You Need to Know About Time Management	00:03:00
	Recognising the Moment That Matters and the Role of ‘Enough’	00:06:00
	What to Do When It Starts Going Wrong	00:05:00
	How to Understand Other People – Can You Clarify?	00:04:00
	How to Build Your Reputation and Getting Your Client to Feel Indebted to You	00:04:00
	Selling in the Long Term and Being Recommended	00:04:00
BONUS SECTION! How to Be a Great Presenter and Wow Your Audience
	How to Deliver a Great Presentation	00:03:00
	Why Powerpoint Doesn’t Work and What to Do with It	00:03:00
	How Memory Works	00:05:00
	How to Tell Your Own Stories Well so People Warm to You	00:03:00
	The Three Key Things About Presenting	00:03:00
Conclusion
	What We’ve Covered so Far	00:02:00