Developed by NI Chamber and delivered online by Aidan McGrath at Acumensis, this programme will help sales people to develop their own communication style and perfect the process of influencing, managing and closing the sale.

This programme will be delivered digitally through online presentations and a combination of pre reading, videos, individual and group exercises, workshops, polls and quizzes. Participants will also have access to a reading list and document library.

Module 2 will cover:

What is the consultative approach to selling?

• Your role vs your objective

• The correct mindset

Customer segmentation

• Defining your value proposition by market segment

• Developing a customer persona

Introduction to the sales process

Introduction to qualification

Lead generation v prospecting

• Developing a structured campaign

Extending your value proposition

• Features <> Benefits <> Problems/Needs/Opportunity

This is one of six modules in the Professional Sales Programme. Participants can choose to complete the full course or select individual modules. Discover more about the rest of the modules here.

For more information on this training contact catherine.crilly@northernirelandchamber.com