By the end of the course, the learner will be able to:

• Detail Dr Stephen Covey’s 7 Habits of Highly Effective People
• Describe overarching sales measurements and the sales funnel
• Describe the benefits of proactive, targeted cold calling
• Detail common errors relating to the pipeline and average conversion rates within the sales funnel
• Describe the process you can use to determine your own sales activities
• Detail how businesses generate revenue and describe two different business types
• Detail the differences been a fixed and a growth mindset
• Describe how a growth mindset allows for development and how to stimulate your thinking
• Detail why adapting to hybrid selling model is vital and describe the benefits of a hybrid sales model
• Describe the importance of tailored information and information personalisation
• Describe what a ‘Trusted Advisor’ is and describe ‘Trustworthiness’
• Detail trust-based selling and describe the four trust principles
• List customer motivations and list the five steps to trust creation
• Describe how decision-making occurs in the buying process
• Describe some of the key considerations for customer meetings
• Detail the four crucial points that should be covered in the meeting and describe the importance of an overview statement
• Describe the importance of being prepared and the key areas for questions
• List a selection of questions appropriate to each key area