page 1
page 2
page 3
page 4
page 5
page 6
page 7
page 8
page 9
page 10
page 11
page 12
page 13
page 14
page 15
page 16
page 17
page 18
page 19
page 20
page 21
page 22
page 23
page 24
page 25
page 26
page 27
page 28
page 29
page 30
page 31
page 32
page 33
page 34
page 35
page 36
page 37
page 38
page 39
page 40
page 41
page 42
page 43
page 44
page 45
page 46
page 47
page 48
page 49
page 50
page 51
page 52
page 53
page 54
page 55
page 56
page 57
page 58
page 59
page 60
page 61
page 62
page 63
page 64
page 65
page 66
page 67
page 68
page 69
page 70
page 71
page 72
page 73
page 74
page 75
page 76
page 77
page 78
page 79
page 80
page 81
page 82
page 83
page 84
page 85
page 86
page 87
page 88
page 89
page 90
page 91
page 92
page 93
page 94
page 95
page 96
page 97
page 98
page 99
page 100
page 101
page 102
page 103
page 104
page 105
page 106
page 107
page 108
page 109
page 110
page 111
page 112
page 113
page 114
page 115
page 116
page 117
page 118
page 119
page 120
page 121
page 122
page 123
page 124
page 125
page 126
page 127
page 128
page 129
page 130
page 131
page 132

Make more sales, hit targets andsell like a professional7 CPD hoursCoursecode0809Level FoundationDuration1 day Venues and datesLondon201104October201224January29May26SeptemberPrice£550+ VATCIM Member price£495+ VATWhat's includedTuition, course materials,lunch and refreshmentsRelated coursesßBusiness NegotiationSkills (p106)ßAdvanced SellingTechniques (p106)"Excellentcourse -much morepersonalised thanI could haveanticipated."Dinah ParkerTerritory Sales Manager,Oxford InstrumentsNanoscienceOverview Would you like to:ßAttract more customers?ßIncrease your conversion rates?ßIncrease the lifetime value of existing clients?ßHit targets?... then this course is for you.Benefits to you and your company You will learn simple, easy to implementprocesses, which will lead to increased salesthrough new and repeat business. You will begiven the opportunity to use your own companyspecific experiences throughout each sessionand have a clear understanding of how eachprocess relates to your own circumstances. Your organisation will gain the necessary skills,knowledge and positive attitude to workeffectively in today's changing world of sales.They will be motivated to return to the workplaceand implement the learning immediately, leadingto more sales and profit.Who this course is for This course provides a basic grounding forpeople who are new to or with limited knowledgeof selling. The course will build practical skills toenable delegates to deliver effectively inchallenging sales environments.What you will learn ßBecome one of the top 20% of sales peopleby improving personal attitude, skills andknowledge.ßIdentify opportunities to attract new customers.ßCompile a quality prospect list and monitoringform to analyse business.ßCreate your own 'value proposition' to addvalue to your customers' business. ßGet those e-mails read and phone messagesreturned.ßImplement a tried and tested sales process tomaximise every sales opportunity.ßAsk effective questions leading to a reducedlevel of objections and an increased level ofsales.ßIdentify the needs of the customer, match witha suitable solution and close the sale.ßDeal with any objections.ßDifferentiate yourself from the competition andincrease repeat and referral business.Learning approachßParticipative, interactive style.ßIndividual, paired and group tasks, exercisesand discussions.Fundamentals of SellingComprehensive course to equip asales person with the tools toconfidently succeed in the role35 CPD hoursCoursecode0081Level FoundationDuration5 daysVenues and datesMoor Hall, Berkshire201110-14October 201206-10February 09-13July19-23NovemberResidentialPrice£2,970+ VATCIM Member price£2,673+ VATWhat's includedTuition, course materialsand full boardaccommodationNon-residentialPrice£2,570+ VATCIM Member price£2,313+ VATWhat's includedTuition, course materials,lunch and"I learnt lots fromthis course whichwas wellstructured anddelivered at apace easy tounderstand."Andrew WebbKey Account Manager,Jarden ConsumerSolutionsPrinciples of SellingSales102Training bookings and advice +44 (0)1628 427200Residential optionOverview The course will bring new salespeople rapidly up to speed and ensure that they begin tocontribute to their organisation as quickly aspossible. It is an intensive course with the mostcomprehensive content and will concentrate onequipping delegates with proven methods andtechniques that they can immediately use in theirown sales environment.Benefits to you and your company Success in selling needs a disciplined approachand you will understand why people buy, andlearn to use a structured sales framework. Youwill learn to read situations and people whenquestioning your customers and prospects. Youwill have more confidence in your abilities and aneagerness to put your learnings into practice.This course will help your organisation byreducing the learning curve for new andinexperienced sales people through exposure torealistic sales situations and scenarios. Theorganisation will also benefit through thedevelopment of positive sales people who areable to create profitable business opportunities.Who this course is forAimed at new or inexperienced sales people whowish to become more successful through gaininga structured approach to the sales process. Moreexperienced sales people also benefit from thedisciplined approach encouraged in the course.What you will learn ßSet business and personal goals throughproper planning.ßApply a structured framework to the salesprocess.ßUndertake pre-visit research and prospecting.ßMake successful telephone appointments withprospect customers.ßPlan introductions for successful meetings.ßUse appropriate questioning techniques andlistening skills.ßMatch benefits to what the customer wants to buy.ßMake good demonstrations and use brochuresand visual aids to maximum effect.ßAnticipate objections and work up strongresponses.ßUse body language and interpersonal skills toinfluence the buyer.ßBuild better relationships and customer carephilosophies.ßUse account management philosophies withexisting customers.ßAchieve positive closing techniques.Learning approachThis is a very participative course, delivered in an interactive manner. Group activities will ensurethat delegates get involved in the course. Many of the tasks will be based on the delegates'own organisations.

Essential telesales tips to improveoutbound callsOverview In today's tough market the pressure on findingnew customers is relentless. Outbound calling isnow a significant part of the sales plan. Asvoicemail is adopted by many, it becomesincreasingly difficult to get through to the rightdecision maker. This practical course helps youto overcome the obstacles and provides you withthe essential techniques for successful telephoneselling and appointment making.Benefits to you and your company You will learn how to prepare for every call,achieve better results and exceed your targets.We give you the keys to effective outbound callingand show you how to maximise your results. Youwill increase your confidence and reduce therejection factor with simple yet effectivetechniques which you can tailor to any situation.Trained staff will build confidence andenthusiasm for handling telephonecommunications. Through good preparation andcontrol of each call, organisations will benefitfrom optimised results from telephone contactsthat will ultimately deliver improved results.Who this course is forThe course is designed for those who arerequired to increase sales through the telephoneto existing and/or new customers. Thisprogramme can be attended by both those withexperience and those new to the role as theprinciples covered are equally applicable.What you will learn ßTen steps to success and the telesalesattitude.ßHow to reduce the rejection factor.ßHow to establish goals.ßThe call structure.ßThe qualified appointment.ßHandling the gatekeeper and gaining interest.ßThe first 15 seconds of the call.ßThe voicemail pitch.ßEffective questioning techniques. ßHandling telesales objections. ßClosing the appointment.Learning approachA totally interactive experience designed to elicitopinions and contributions from all attending.The course format includes:ßA case study exercise.ßTraining video.ßGroup exercises.ßGroup discussions.Fundamentals of Outbound CallingBook 103Sales7 CPD hoursCoursecode0810Level FoundationDuration1 dayVenues and datesLondon201130November201208February19June05SeptemberPrice£550+ VATCIM Member price£495+ VATWhat's includedTuition, course materials,lunch and refreshmentsRelated coursesßProspecting and NewCustomer Acquisition(p103)ßAdvanced SellingTechniques (p106) Focus on 'find them, meet them andmake them customers'7 CPD hoursCoursecode1216Level FoundationDuration1 dayVenues and datesLondon201125October201217January13June04DecemberPrice£550+ VATCIM Member price£495+ VATWhat's includedTuition, course materials,lunch and"I wish I hadtaken this coursesooner -I havelearnt so muchmore than I couldhave anticipated."Letshani NdlovuOfficer, Global ReportingInitiativeOverview A formal and efficient structure is needed for theprocess of finding and acquiring new customers.Without this, time and resources are often wastedand those responsible are left demotivated. Thisworkshop will make it easier to reach newcustomers by planning the approach carefullyand having control mechanisms to judgeperformance and improve success rates inconverting prospects into customers. Benefits to you and your company You will gain a structured process to make theprospecting and identification of new customerseasier. You will recognise the different mindsetbetween selling to existing customers andgenerating new business. Gaining techniquesthat can be used immediately will result in youbeing more successful in this part of your role.Organisations spend a lot of money trying to attractnew customers as well as retain existing ones. Thisworkshop will allow you to achieve successfuloutcomes to prospecting and cold calling, addingto your organisation's bottom line and reducing thecost of new customer acquisition.Who this course is forThe course will suit any person who is taskedwith finding and converting new customers. It willcover each step of the process and give somepractical ideas for success. It is particularlysuitable for those with a face-to-face role.What you will learn ßMake more telephone appointments with newprospects.ßChoose target segments; identify, select andqualify prospects.ßPrepare more adequately for initial contact andsubsequent meetings.ßRecognise decision makers and identifyextended decision chains.ßUse questioning skills to obtain information,close on orders or gain commitment.ßUnderstand the varied buying motives ofdifferent types of people.ßMatch needs and wants with benefits. ßMake better pitches, using proposals as asales tool.ßUnderstand when to use and develop morepositive closing techniques.Learning approachThe workshop is participative in style withsyndicate, interactive forum and other exercises.It will equip delegates with practical skills toacquire and develop new customers.Prospecting and New Customer Acquisition