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 3 will cover:

Developing the consultative approach to selling

• Questioning skills – turning problems into compelling needs

• The SPECS technique: Situation > Problem > Effect > Cost > Solution

Account Entry

• Getting to the decision maker

Making the first sales call

• Information questions

• Qualification questions

Communication Skills 1

• Getting your message across

• Questioning and Listening: the power of asking the right things, at the right time

Powerful online presentation skills

• Constructing the presentation

• Presentation models

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