Who is it for?
Professional Account Managers, Sales Executives and Managers, Project Leads and all those involved in the customer relationship process who can have an impact on the success and value of a customer.
What does it cover?
This programme is designed to tackle the four key areas where professionals involved in supporting the client journey can most thoroughly improve performance. It challenges them to reappraise activities and develop existing procedures to maximise opportunities and results. The course is focussed on taking a wholistic view of the client experiences, its commercial value and areas for personal and team improvement.
What will delegates be able to do differently?
- Use and communicate a processes that generate results
- Use influential communication techniques that nudge behaviour
- Qualify customer requirements either at point of sale or throughout the client journey
- Ask superior questions that open up customer requirements and even problems that you can handle
- Plan for objections and deal with them professionally
- Understand and apply the Value Model
Process, Questions, Objections and Value course overview
- Understanding the importance of process
- What you mean to the customer
- The psychological power of process
- The ways in which your communication adds value
- Developing a deep, professional rapport
- Advanced questioning techniques and how to ask more meaningful questions
- Overcoming objections, including pricing objections, early in the sales process
- Removing objections from a sales process
- Ensuring customers get value and feel valued
Joining this management course
Joining this course is easy: just call us on 0800 619 1230 now or complete the form above.
Book Now| Course | Location | Venue | Date | Availability | On Tour | Trainer | Price | No. Days | Level | Booking Options | More | |
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| Course | Location | Venue | Date | Availability | On Tour | Trainer | Price | No. Days | Level | Booking Options | More |
There is one option for certification available with this course
Process, Questions, Objections and Value can be completed as a standalone course, or as part of the following awards and certificate programs.
Learn more about the Certificate of Learning and ILM Awards
Option 1
The Level 3 Certificate of Learning in the Professional Sales Environment
The Certificate of Learning is made up of four modules – all of which are lively, challenging one-day courses with limited numbers of delegates.
Process, Questions, Objections and Value is the core module with all delegates being able to choose the optional courses that give them the best returns in their roles.
Book multiple places across many courses
Buy multiple training days on account at discounted prices
Call us on 0800 619 1230 to find out more
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What we do
Everything we do is about encouraging managers, leaders and key team members to consider the power and agency they have to deliver at the highest level.
We’re chosen repeatedly by many of the UK’s leading employers.
Our Clients
We’ve delivered results for over 9,000 businesses, public-sector organisations and non-profits. See some of them.
Case study
Brittany Ferries
Brittany Ferries is the leading maritime carrier for both passenger and commercial traffic on the western and central regions of the English Channel.
Continue readingCustomer testimonial
The day was well structured and enjoyable. The course was paced well and did not feel rushed, or tiresome. I valued the breakout rooms as it gave an opportunity to share and discuss ideas.
Really pleased to have received my Level 3 Certificate of Learning by attending various management courses through Impellus business performance training. It was a great learning and development experience!
I would like to say a huge thank you to the team for facilitating the delivery of the virtual training courses.
This course has has given me serious insight into how I do actually communicate with my direct reports. Trying to think like them and actually getting to know them may be the way forward into breaking down barriers.
With this certificate we can now create a work environment where we are bosses first, friends second, and probably entertainers third. Thank you, Impellus, for this wonderful opportunity!
Lots of activities to help to understand each part of the course and to keep you involved.
The activities is what I enjoyed the most.
Consistency and flexibility
Deliver the same levels of learning in the ways that works best for each individual in your team. Whatever their circumstances.
Contemporary expertise
Our experienced trainers and assessors stay at the forefront by continuously training and being assessed themselves.
The Impellus Business Centre
The Impellus Business Centre provides online access to your organisation’s account and learning records. Free for all clients.
Entirely results-focused
Every course, every qualification, every time we help or advise we’re focused on delivering real and measurable workplace results.
Thought leadership
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