Social Selling
2024-11-11 09:00 - 2024-11-13 16:30, 2025-02-03 09:00 - 2025-02-05 16:30 UTC | Virtual
Social Selling
The top 5% of sales professionals use social media to sell.
Traditional sales methods, such as cold calling and emails, are no longer as productive or practical because todays consumers are increasingly resistant to them. Instead, they are using online resources like LinkedIn to study goods, services, businesses, and even individuals before they contact or make a purchase.
There is more to social media than finding names to call. In order to take advantage of the opportunities social media networks like LinkedIn give, successful salespeople have quickly modified their strategy and adopted social selling strategies. In order to stay ahead of the competition, they have devised techniques that enable them to forge favourable connections with potential clients as well as positively affect them.
Innoversity addresses the significance of mastering social selling and gives you the knowledge, tools, and strategies required to efficiently network, target, and engage with potential customers on social media. After completing this course, you will feel assured and have a polished social selling strategy that you can use right immediately for quick results.
Do you have a social media presence that is active but are confused how to convert followers, admirers, and connections into paying customers? The skills, knowledge, and processes you need to direct your social media audience through your sales funnel and persuade them to buy are provided in this interactive one-day course.
Well demonstrate for you how to choose the most qualified leads and provide the material required to forge successful connections. Additionally, well show you how to leverage social selling to turn current clients into champions for your brand who will promote you to others.
Our world class instructors have advanced qualifications and industry experience working for some of the largest international brands and can pass the insight on to you.
Innoversity is a market leading education provider dedicated to enabling people to make the most out of technology. We offer courses in Project Management, Digital Marketing, Web Development, Software Development, Design, Data, AI, Cyber, Cloud, Networking and Business Applications.
Who is it for?
This training course is intended for B2B and B2C sales professionals who are looking to make the most out of selling on social media.
Agenda
Optimise Your Profile – Make a great first impression. Your profile give you a personality. Build your profile to create a presence. Optimise your hero section to gain interest and maximise engagement. Keep it interesting.
Build a Personal Brand – Build your authenticity by becoming a thought leader. Learn how to create and implement a personal brand to stand out from the crowd.
Social Listening – Understand your audience. Identify what they are interested in. Keep on top of trends to keep Relevant and build reach. Keep one eye on the competition.
Content Planning – Content drives engagement and loyalty. Plan marketing campaigns to take advantage of features unique to Twitter/X. Develop your ability to keep followers interested and entertained.
Content Creation – Spending hours on content creation? Content builds your authenticity as a thought leader, but it doesnt have to be time consuming. We will show you how to keep on top of trends and build original content fast.
Build a Network – Build a digital network. Facebook is excellent at connecting with customers on topics that interest them. Learn how to build a loyal network of fans and connect with them through groups.
Build Relationships – People buy from people they like. Use social media to build relationships and warm up leads through content and engagement. Who doesnt like a like?
Search Functionality – Sometimes all you need is a name. Find your ideal customer using advanced search on LinkedIn, Twitter/X and Facebook.
Cold Outreach – Connect directly with contacts on DM to build personal relationships to develop new business.

Personal Selling Skills
2024-11-14 09:00 - 2024-11-15 16:30, 2024-12-12 09:00 - 2024-12-13 16:30, 2025-02-06 09:00 - 2025-02-07 16:30
Personal Selling Skills
Getting started in sales?
This two day introductory course will cover the fundamentals of selling to enable you to hit the ground running to achieve your targets.
20% of sales professionals bring in 80% of the revenue. Learn the skills necessary to become a top performer and achieve your sales goals.
Sales professionals are the rockstars that keep all businesses running. Their survival is based on sales professionals bringing in deals. Sales offers a rewarding and varied career with strong growth prospects.
Sales professionals help customers identify their needs and provide solutions to those needs. Sales professionals add value to the sales process by providing the customer with relevant information, providing customers with insights and new ways of looking at problems. Learn how to take control of the sale process to ensure the customer receives what they want.
This course will provide you with an overview of the sales process, from prospecting through to closing the deal. You will also learn practical techniques you can apply immediately. This course is designed to speed up your learning process so that you are more effective early in your sales career.
Prospecting is the one task that will directly impact a sales professionals performance. Successful sales professionals are those who spend the majority of their time prospecting. The quality of the prospecting efforts can boost the number of meetings booked and therefore deals closed. Learn effective techniques from experienced sales professionals Spend less time chatting to receptionists and more time dealing with decision makes by implementing effective prospecting techniques. Grab your prospects attention with tailored interest-getters.
Ineffective salespeople waste time speaking to prospects who are not interested in buying. Effective salespeople qualify buyers. This will allow you to spend your time with potential buyers, and spend your otherwise wasted time to improve prospects.
Our world class instructors have advanced qualifications and industry experience working for some of the largest international brands and can pass the insight on to you.
Innoversity is a market leading education provider dedicated to enabling people to make the most out of technology. We offer courses in Project Management, Digital Marketing, Web Development, Software Development, Design, Data, AI, Cyber, Cloud, Networking and Business Applications.
Who is it for?
This training course is intended for sales professionals who are looking for an introductory course on selling in a B2B and B2C environment.
Agenda
The Role of Selling – Understand the impact selling makes to organisations and the different types of sales roles.
Setting Targets – To be successful, you need to set a target. Learn how to set effective personal sales goals.
Prospecting – Break through the noise and gain your prospects interest.
Qualifying – Rookie sales executives waste time chasing prospects who like to chat, but are not ready to buy. Qualify your prospect to ensure you save yourself time, energy disqualifying prospects who are not ready to buy.
Booking Meetings – Increase the number of meetings booked with quality prospects
Discovery calls Explore how to ask the right questions to discover your prospects needs and motivations
Pitching – Tailor your offer to solve your clients problems. Pitching the right way will increase your win rate.
Objection Handling – Objections are a natural part of the sales process. Understand the different types of objections and how to handle them. Learn how to provide your prospects with the confidence to buy.
Negotiation – Gain insight into basic negotiation tactics to provide your client with the best available offer
Closing – Never sweat asking for business again. Learn how to bring the sale to a natural close and win business.

Psycology of Selling
2024-11-18 09:00 - 2024-11-22 16:30, 2025-01-13 09:00 - 2025-01-17 16:30, 2025-02-10 09:00 - 2025-02-14 16:30
Psychology of Selling
Welcome to the “Psychology of Selling” course, where the art and science of successful sales converge. In this dynamic program, participants will delve into the intricacies of human behaviour, unlocking the psychological principles that drive effective selling strategies. From understanding customer motivations to mastering the psychology behind persuasive communication, this course empowers sales professionals and entrepreneurs alike with the insights and techniques needed to close deals, build lasting client relationships, and elevate sales performance to new heights. Join us for a transformative journey that goes beyond traditional sales tactics, offering a deep dive into the psychology of buying and selling for unparalleled success in the world of sales.
Looking to improve your selling skills?
This five day course is designed for sales professionals looking for practical techniques to improve their game. This course will provide you with an overview of the sales process, from prospecting through to closing the deal. It will take the fundamentals and develop your sales skills and techniques to enable you to think about the opportunity to understand the best approach. You will be taught consumer behaviour, customer segmentation and targeting to tailor your sales efforts to match what the customer expects. This course is designed to enable you to quickly analyse the sales opportunity and adapt your sales approach to achieve maximum results.
Develop your skills to help customers identify their needs and provide solutions to those need. Sales professionals add value to the sales process by providing the customer with relevant information, providing customers with insights and new ways of looking at problems.
Prospecting is the one task that will directly impact a sales professionals performance. Successful sales professionals are those who spend the majority of their time prospecting. The quality of the prospecting efforts can boost the number of meetings booked and therefore deals closed. Learn effective techniques from experienced sales professionals Spend less time chatting to receptionists and more time dealing with decision makes by implementing effective prospecting techniques. Grab your prospects attention with tailored interest getters.
Build trust by demonstrating your competence and understanding how to take control of the sale process to maintain the customers confidence.
Ineffective sales people waste time speaking to prospects who are not interested in buying. Effective sales people qualify buyers. This will allow you to spend your time with potential buyers, and spend your otherwise wasted time to improve prospects.
Our world class instructors have advanced qualifications and industry experience working for some of the largest international brands and can pass the insight on to you.
Innoversity is a market leading education provider dedicated to enabling people to make the most out of technology. We offer courses in Project Management, Digital Marketing, Web Development, Software Development, Design, Data, AI, Cyber, Cloud, Networking and Business Applications.
Who is it for?
This training course is intended for sales professionals who are looking for an introductory course on selling in a B2B and B2C environment.
Agenda
The Psychology of Selling – Understand the impact of mentality on your personal selling journey. Gain insight into motivational techniques to achieve success
Consumer Buyer Behaviour – Understand the thoughts and actions of consumers before and during the sales. Examine how this impacts on the sales process.
Organisational Buyer Behaviour – Organisations act differently to consumers. Learn how to optimise your sales techniques to appeal to business buyers
Segmentation and Targeting – Tailor your messaging and approach based on your customer. Learn how to identify your customers wants and interests based on key demographics.
Creating a Personal Selling Strategy – Combine buyer behaviour and segmentation and targeting to adapt your sales approach to resonate with the customer as an individual
Effective Prospecting Break through the noise and gain your prospects interest.
Qualifying Buyers – Rookie sales executives waste time chasing prospects who like to chat, but are not ready to buy. Quality your prospect to ensure you save yourself time, and energy disqualifying prospects who are not ready to buy.
Booking Meetings – Increase the number of meetings booked with quality prospects
Identifying Needs on Discovery Calls Explore how to ask the right questions to discover your prospects needs and motivations
Positioning Products and Services – Dont pitch. Position! Tailor your offer to solve your clients problems. Pitching the right way will increase your win rate.
Objection Handling – Objections are a natural part of the sales process. Understand the different types of objections and how to handle them. Learn how to provide your prospects with the confidence to buy.
Negotiation – Gain insight into basic negotiation tactics to provide your client with the best available offer
Closing – Never sweat asking for business again. Learn how to bring the sale to a natural close and win business.
Following up – Develop long term relationships with customers by following up. Ensure your customers are satisfied and collect social proof to develop future business.

Commercial Negotiation
2024-11-25 09:00 - 2024-11-26 16:30, 2024-12-23 09:00 - 2024-12-24 16:30, 2025-01-20 09:00 - 2025-01-21 16:30, 2025-02-17 09:00 - 2025-02-18 16:30
Commercial Negotiation
Welcome to the dynamic realm of Commercial Negotiation Excellence, where strategic acumen meets persuasive finesse to unlock unparalleled success in the business arena. In this transformative course, we invite you to embark on a journey that transcends traditional paradigms and equips you with the skills, strategies, and insights essential for mastering the art of negotiation in the commercial landscape.
In todays fast-paced and competitive business environment, effective negotiation is a cornerstone of success. Whether you are navigating intricate deals, forging alliances, or seeking advantageous terms, the ability to negotiate with confidence and finesse is indispensable. This course has been meticulously designed to empower professionals at all levels with the tools and techniques necessary to navigate the complexities of commercial negotiations and emerge victorious in every scenario.
Led by seasoned industry experts and negotiation maestros, our program transcends theoretical frameworks to provide practical, real-world applications. Through a combination of immersive simulations, case studies, and interactive workshops, participants will not only grasp the fundamental principles of negotiation but also cultivate the instincts required to thrive in the ever-evolving landscape of business transactions.
Get ready to elevate your negotiation skills to new heights, unravel the psychology behind successful deal-making, and build a robust foundation for sustained success. Join us on this transformative journey and unlock the door to a world where every negotiation is an opportunity to excel. Enrol now, and let the art and science of negotiation become your greatest professional asset.
Innoversity is a market leading education provider dedicated to enabling people to make the most out of technology. We offer courses in Project Management, Digital Marketing, Web Development, Software Development, Design, Data, AI, Cyber, Cloud, Networking and Business Applications.
Who Should Attend?
This comprehensive Commercial Negotiation Course is tailored for professionals across various industries who aim to enhance their negotiation prowess and elevate their ability to secure favourable outcomes in commercial dealings.
The program is specifically designed for:
Business Executives and Leaders: CEOs, CFOs, and other C-suite executives who are responsible for making critical business decisions and overseeing negotiations that impact the organizations success.
Sales and Business Development Professionals: Individuals involved in selling products, services, or forging partnerships, seeking to sharpen their negotiation skills to secure optimal deals and cultivate long-term relationships.
Procurement and Supply Chain Managers: Professionals responsible for sourcing goods and services, who wish to strengthen their negotiation techniques to secure cost-effective agreements and mitigate risks in the supply chain.
Legal Professionals: Attorneys and legal advisors involved in commercial transactions, contracts, and dispute resolution, aiming to enhance their negotiation capabilities to better serve their clients.
Entrepreneurs and Small Business Owners: Individuals leading their own ventures who want to negotiate effectively to secure partnerships, funding, and favourable business terms.
Project Managers: Those tasked with managing projects and collaborations, seeking to develop negotiation skills crucial for navigating project complexities, managing stakeholders, and ensuring successful project outcomes.
Human Resources Professionals: HR leaders and managers involved in employment negotiations, conflict resolution, and labour agreements, looking to refine their negotiation skills in people-centric scenarios.
Government and Nonprofit Sector Professionals: Individuals in public service, diplomacy, or the nonprofit sector engaged in negotiations for funding, collaborations, or policy agreements, aiming to enhance their effectiveness in these unique contexts.
Anyone Involved in Commercial Transactions: Professionals from diverse backgrounds, including marketing, finance, and operations, who play a role in commercial transactions and wish to contribute more effectively to negotiation processes.
Agenda
Introduction to Commercial Negotiation
– Overview of negotiation in the commercial context
– Key principles and elements of successful negotiation.
The Psychology of Negotiation
– Understanding human behaviour in negotiation
– Building empathy and rapport for effective communication
Essential Communication Skills for Negotiators
– Active listening and effective questioning techniques
– Non-verbal communication and body language in negotiation
Identifying and Prioritizing Interests
– Differentiating between positions and interests
– Strategies for uncovering and prioritizing stakeholders interests
Creating Value in Negotiations
– Collaborative problem-solving techniques
– Expanding the pie: Strategies for creating mutually beneficial outcomes
Power Dynamics in Negotiation
– Understanding sources of power in negotiation
– Strategies for navigating power imbalances
Negotiation Styles and Approaches
– Assessing personal negotiation style
– Adapting negotiation approaches based on the context
Preparing for Negotiation
– Developing a comprehensive negotiation plan
– Setting goals and defining BATNA (Best Alternative to a Negotiated Agreement)
Handling Difficult Situations and Deadlocks
– Strategies for overcoming impasses and deadlocks
– Dealing with difficult personalities in negotiation
Ethical Considerations in Commercial Negotiation
– Exploring ethical dilemmas in negotiation
– Establishing ethical guidelines for negotiation practices
Negotiating in a Global Context
– Cross-cultural negotiation considerations
– Adapting strategies for international negotiations
Real-world Simulations and Case Studies
– Applying learned concepts through practical exercises
– Analyzing and discussing real-world negotiation scenarios
Mock Negotiation Exercises
– Participants engage in simulated negotiations
– Peer and instructor feedback for continuous improvement

Consumer Psycology and Buyer Behavior
2024-11-27 09:00 - 2024-11-28 16:30, 2024-12-25 09:00 - 2024-12-26 16:30, 2025-01-22 09:00 - 2025-01-23 16:30
Consumer Psychology and Buyer Behaviour
Welcome to an insightful journey into the intricacies of consumer behaviour with our comprehensive Consumer Psychology and Buyer Behaviour course. In this dynamic learning experience, we will explore the fascinating world of human decision-making, unravelling the psychological factors that drive consumers in their choices within the marketplace.
Consumer psychology is at the core of successful marketing strategies and business decisions. Understanding why consumers make specific choices, the factors that influence their preferences, and the nuances of their decision-making processes is crucial for anyone involved in sales, marketing, or business development.
Throughout this course, we will delve into the foundational theories of consumer psychology, examining topics such as perception, motivation, and learning. Well explore the impact of advertising and branding on consumer perceptions, dissect the influence of cultural and social factors, and analyze various models of consumer decision-making.
Practical applications will be emphasized, with hands-on exercises and case studies allowing you to translate theoretical knowledge into actionable insights. Whether you are an entrepreneur, marketing professional, or sales executive, this course will equip you with the tools to understand your customers better, tailor your strategies to diverse audiences, and ultimately drive business success.
Join us on this enlightening journey as we uncover the science and art of consumer psychology, empowering you to make informed decisions and navigate the complex landscape of buyer behaviour with confidence. Welcome to the Consumer Psychology and Buyer Behaviour course Ð where knowledge meets application, and understanding becomes a strategic advantage.
Our world class instructors have advanced qualifications and industry experience working for some of the largest international brands and can pass the insight on to you.
Innoversity is a market leading education provider dedicated to enabling people to make the most out of technology. We offer courses in Project Management, Digital Marketing, Web Development, Software Development, Design, Data, AI, Cyber, Cloud, Networking and Business Applications.
Who is it for?
This training course is intended for sales professionals who are looking for an advanced course on understanding the buyers decision making process prior to and during the sale. This course is designed to support sales professionals to improve their effectiveness by understanding customer motivations.
Agenda
1. Differences Between Consumer and Organizational Buying
– Explore the distinctive characteristics that set consumer and organizational buying processes apart.
– Analyze key factors influencing purchasing decisions in both contexts.
2. Consumer Buyer Behaviour
– Examine the psychological factors influencing individual consumer choices.
– Understand the impact of emotions, perceptions, and motivations on consumer behaviour.
3. The Consumer Decision Making Process
– Break down the stages of the consumer decision-making process.
– Explore how consumers identify needs, evaluate alternatives, and make final purchasing decisions.
4. Factors Affecting Consumer Decision Making Process
– Delve into external and internal factors shaping consumer choices.
– Discuss the influence of cultural, social, and psychological elements on decision-making.
5. Organizational Buyer Behaviour
– Investigate the complexities of organizational buying processes.
– Understand the roles of different stakeholders and the decision-making dynamics within organizations.
6. Developments in Purchasing Practice
– Explore contemporary trends and innovations in purchasing practices.
– Discuss how technology and changing business landscapes impact organizational buying strategies.
7. Factors Affecting Consumer Decision Making Process (Review)
– Revisit and reinforce the factors influencing the consumer decision-making process.
– Explore case studies to apply theoretical concepts to real-world scenarios.
8. Relationship Management
– Understand the importance of building and maintaining relationships with consumers and organizational clients.
– Explore strategies for effective communication and long-term relationship development.

Relationship Selling
2024-11-29 09:00 - 16:30, 2024-12-27 09:00 - 16:30, 2025-01-24 09:00 - 16:30, 2025-02-21 09:00 - 16:30
Relationship Selling
Welcome to the immersive course on Relationship Selling, where the art of forging meaningful connections takes centre stage in the world of sales. In this transformative learning experience, participants will delve into the intricacies of building authentic relationships with clients that extend beyond transactional encounters.
Embark on a journey that transcends conventional sales strategies as we explore the profound impact of interpersonal dynamics on the sales process. Through insightful discussions, engaging case studies, and interactive exercises, you will gain a deep understanding of the psychology behind successful relationship selling.
Uncover the power of effective communication and active listening, learning how to truly connect with your clients on a personal level. Discover the nuances of tailoring your approach to different personalities, fostering trust, and cultivating lasting partnerships that extend far beyond the initial sale.
Our seasoned instructors bring a wealth of real-world experience to the table, providing you with practical insights and proven techniques to navigate the complexities of relationship selling. Through role-playing scenarios and group discussions, you will refine your skills in adapting to diverse client needs and building a rapport that stands the test of time.
By the end of this course, you will not only master the art of relationship selling but also develop a strategic mindset that positions you as a trusted advisor rather than just a salesperson. Join us in this enriching exploration of human connection and elevate your sales approach to new heights.
Innoversity is a market leading education provider dedicated to enabling people to make the most out of technology. We offer courses in Project Management, Digital Marketing, Web Development, Software Development, Design, Data, AI, Cyber, Cloud, Networking and Business Applications.
Who Should Attend?
Sales Professionals:
– Individuals currently working in sales roles, especially those involved in selling products or services that require relationship-building with clients and customers.
– Sales representatives seeking to enhance their interpersonal skills and deepen connections with clients to drive long-term business relationships.
Business Development Executives:
– Professionals responsible for identifying new business opportunities and cultivating partnerships.
– Those aiming to refine their relationship-building strategies to foster sustainable connections with potential clients and partners.
Entrepreneurs and Small Business Owners:
– Business leaders looking to establish and maintain strong connections with clients and customers for the growth and sustainability of their ventures.
– Individuals keen on learning relationship selling techniques to differentiate their businesses in competitive markets.
Customer Service Representatives:
– Individuals in customer-facing roles interested in improving customer satisfaction and loyalty through effective relationship-building.
– Professionals seeking to integrate relationship selling principles into their customer service approach to create lasting connections.
Marketing Professionals:
– Marketers who want to understand the intersection of marketing and sales, and how relationship selling can contribute to a more holistic customer experience.
– Those interested in aligning marketing strategies with sales efforts to maximize customer engagement and retention.
Account Managers:
– Professionals responsible for managing and nurturing existing client accounts.
– Account managers aiming to strengthen client relationships, increase client retention, and identify upselling or cross-selling opportunities.
Sales Managers and Team Leaders:
– Sales leaders looking to equip their teams with advanced relationship selling techniques to drive overall team success.
– Managers seeking to create a customer-centric sales culture within their organizations.
Professionals Transitioning to Sales Roles:
– Individuals from diverse professional backgrounds interested in entering the field of sales and wishing to develop strong relationship-building skills from the outset.
– Career changers looking to understand the principles of relationship selling to excel in their new sales-focused roles.
Agenda
Introduction to Relationship Selling
– Defining Relationship Selling
– Differentiating Relationship Selling from Traditional Sales Approaches
Understanding Buyer Behavior
– Analyzing the Buyers Journey
– Recognizing Emotional Drivers in Purchasing Decisions
Building Trust and Credibility
– Importance of Trust in Sales
– Strategies for Establishing Credibility with Clients
Effective Communication Skills
– Active Listening Techniques
– Tailoring Communication Styles to Connect with Clients
Customizing Solutions for Clients
– Needs Assessment and Solution Matching
– Tailoring Products/Services to Client Requirements
Handling Objections and Resolving Issues
– Anticipating and Addressing Common Objections
– Conflict Resolution Strategies for Maintaining Relationships
Creating Value for Clients
– Demonstrating Value Propositions
– Adding Value Throughout the Sales Process
Leveraging Technology in Relationship Selling
– CRM Systems and Relationship Management
– Integrating Digital Tools for Enhanced Customer Engagement
Customer Retention Strategies
– Developing Loyalty Programs
– Proactive Measures for Retaining Clients
Cross-Selling and Upselling Techniques
– Identifying Opportunities for Additional Sales
– Cross-Selling and Upselling without Alienating Clients
Handling Difficult Situations
– Dealing with Dissatisfied Clients
– Turning Negative Experiences into Positive Outcomes
Measuring and Evaluating Relationship Success
– Key Performance Indicators for Relationship Selling
– Continuous Improvement and Adaptation
Self-Reflection and Continuous Learning
– Assessing Personal Strengths and Weaknesses
– Strategies for Ongoing Professional Development
Building a Personal Brand in Sales
– Establishing an Authentic and Trustworthy Image
– Leveraging Personal Branding to Enhance Relationships
Networking and Relationship Building Beyond Sales
– Expanding Professional Networks
– Collaborative Approaches to Business Development

Consultative Selling
2024-12-02 09:00 - 2024-12-04 16:30, 2024-12-30 09:00 - 2025-01-01 16:30, 2025-01-27 09:00 - 2025-01-29 16:30
Consultative Selling
Embark on a transformative journey into the art of consultative selling with our immersive course. Delve into the nuanced world of sales, where relationships matter as much as results. This comprehensive program is designed to empower you with the skills and insights needed to navigate the complex terrain of consultative selling.
Guided by seasoned experts, you will explore the foundations of consultative selling, emphasizing the importance of understanding clients unique needs and challenges. Uncover the keys to building genuine connections that go beyond transactional exchanges, fostering trust and long-lasting partnerships.
Immerse yourself in dynamic, real-world scenarios that mirror the challenges of consultative selling. Through interactive exercises, you will hone your ability to ask incisive questions, actively listen, and tailor your approach to each clients specific situation. Learn the art of uncovering latent needs and positioning your product or service as a tailored solution, rather than a one-size-fits-all offering.
Throughout the course, well delve into the psychology of decision-making, equipping you with the insights to anticipate and address objections effectively. Master the art of storytelling to create compelling narratives that resonate with your clients, making your offerings not just products or services but solutions that align with their aspirations.
This consultative selling course transcends traditional sales methodologies. Its a holistic exploration of the client relationship, where your role transforms from seller to trusted advisor. As you progress, you will cultivate a mindset that values collaboration over persuasion and partnerships over transactions.
By the courses conclusion, you will emerge with a refined skill set, ready to navigate the intricate landscape of consultative selling with confidence and finesse. Elevate your sales approach, deepen client relationships, and propel your career to new heights with this enriching and dynamic consultative selling course.
Innoversity is a market leading education provider dedicated to enabling people to make the most out of technology. We offer courses in Project Management, Digital Marketing, Web Development, Software Development, Design, Data, AI, Cyber, Cloud, Networking and Business Applications.
Who Should Attend
This course on Relationship Selling is tailored for individuals across diverse professional backgrounds who aspire to elevate their sales approach by prioritizing authentic connections and building long-lasting client relationships. Whether you are a seasoned sales professional seeking to refine your strategy or someone new to sales eager to establish a strong foundation, this course is designed to benefit:
Sales Professionals: Enhance your existing sales skills by learning how to establish meaningful connections with clients, resulting in increased client loyalty and long-term partnerships.
Business Development Executives: Explore relationship-centric strategies to cultivate and expand your client base, fostering trust and loyalty that goes beyond initial transactions.
Entrepreneurs and Small Business Owners: Develop essential relationship selling skills to personally engage with clients, creating a customer-centric approach that distinguishes your business in a competitive market.
Account Managers: Deepen your understanding of clients needs and aspirations, transforming your role into that of a trusted advisor who actively contributes to clients success.
Customer Service Representatives: Discover how relationship selling principles can enhance customer satisfaction, turning satisfied customers into loyal advocates for your products or services.
Marketing Professionals: Gain insights into aligning marketing strategies with relationship-building goals, ensuring a seamless and consistent customer experience throughout the entire sales journey.
Professionals in Client-Facing Roles: Whether you work in consulting, finance, or any client-facing position, acquiring relationship selling skills will empower you to connect authentically with clients, contributing to overall business success.
Agenda
Introduction to Consultative Selling
– Defining Consultative
with Traditional Sales Approaches
– Understanding the Importance of Building Relationships in Sales
The Psychology of Decision-Making
– Exploring Customer Selling
– Contrasting Consultative Selling Decision-Making Processes
– Identifying Emotional and Rational Drivers
– Anticipating and Addressing Common Objections
Building Effective Communication Skills
– Developing Active Listening Techniques
– Mastering the Art of Asking Incisive Questions
– Enhancing Verbal and Non-Verbal Communication
Uncovering Client Needs
– Strategies for Probing and Discovery
– Recognizing Implicit Needs
– Using Insights to Tailor Solutions
Positioning Solutions with Impact
– Creating Compelling Narratives
– Art of Storytelling in Consultative Selling
– Tailoring Product/Service Offerings to Client Needs
Handling Objections with Finesse
– Identifying Common Objections in Consultative Selling
– Constructive Responses and Overcoming Resistance
– Turning Objections into Opportunities
Building Trust and Credibility
– Strategies for Establishing Trustworthy Relationships
– Balancing Professionalism and Authenticity
– Leveraging Success Stories and Testimonials
Navigating Long-Term Client Relationships
– Transitioning from Salesperson to Trusted Advisor
– Strategies for Ongoing Client Engagement
– Cultivating Loyalty and Referral Opportunities
Real-world Simulations and Case Studies
– Applying Consultative Selling Principles in Practical Scenarios
– Analyzing Success Stories and Learning from Challenges
– Group Discussions and Peer-to-Peer Feedback

Solution Selling
2024-12-05 09:00 - 2024-12-06 16:30, 2025-01-02 09:00 - 2025-01-03 16:30, 2025-01-30 09:00 - 2025-01-31 16:30
Solution Selling
Embark on a transformative journey with our Solution Selling Course, where the art of strategic persuasion meets the science of understanding client needs. This immersive learning experience is designed to elevate your sales acumen to new heights, transcending traditional methods and embracing a dynamic approach tailored to the modern business landscape.
Guided by seasoned experts, this course delves deep into the intricacies of solution selling, offering a comprehensive exploration of the psychology behind successful client engagement. Uncover the secrets of empathetic communication and learn to navigate the complexities of buyer decision-making with finesse.
Throughout the program, participants will engage in real-world case studies, honing their ability to identify and address customer pain points effectively. Discover the power of collaborative problem-solving as you cultivate a holistic understanding of your clients challenges, positioning yourself as a trusted advisor rather than a mere salesperson.
Embrace a mindset shift that transcends transactional relationships, fostering long-term partnerships built on mutual value. Our Solution Selling Course empowers you to articulate compelling narratives that resonate with your clients, showcasing your products or services as indispensable solutions to their unique needs.
As you navigate this transformative learning experience, you will gain practical insights into customizing your sales approach for diverse industries and clientele. Harness the art of persuasion, leverage emotional intelligence, and master the strategic finesse required to close deals in todays competitive marketplace.
Elevate your sales prowess, unlock new opportunities, and forge lasting connections with clients. Join our Solution Selling Course and embark on a journey that will revolutionize the way you approach sales, transforming challenges into triumphs and turning transactions into enduring partnerships.
Innoversity is a market leading education provider dedicated to enabling people to make the most out of technology. We offer courses in Project Management, Digital Marketing, Web Development, Software Development, Design, Data, AI, Cyber, Cloud, Networking and Business Applications.
Who Should Attend?
This consultative selling course is designed for professionals across various industries who are eager to enhance their sales skills and adopt a customer-centric approach to selling. The program is particularly beneficial for:
Sales Professionals: Sales representatives, account executives, and sales managers looking to elevate their consultative selling techniques and foster long-term client relationships.
Business Development Professionals: Individuals responsible for identifying new opportunities, building strategic partnerships, and expanding market reach will gain valuable insights to refine their consultative selling strategies.
Entrepreneurs and Small Business Owners: Those leading their own businesses will benefit from learning consultative selling methods to understand and meet the unique needs of their clients, driving business growth.
Customer Service Representatives: Professionals focused on customer satisfaction and retention can leverage consultative selling principles to provide personalized solutions and enhance customer loyalty.
Marketing Professionals: Marketers seeking a comprehensive understanding of the sales process and how to align marketing efforts with consultative selling strategies to generate more qualified leads.
Whether you are new to sales or a seasoned professional, this course provides a solid foundation in consultative selling principles, equipping attendees with the tools and strategies to excel in todays dynamic and customer-focused business landscape.
Agenda
Introduction to Solution Selling
– Overview of the solution selling methodology
– Key principles and benefits of solution selling
– Differentiating solution selling from traditional sales approaches
Customer-Centric Approach
– Importance of understanding and aligning with customer needs
– Building empathy and rapport with clients
– Identifying pain points and challenges through active listening
The Solution Selling Process
– Exploring the stages of the solution-selling process
– Mapping the buyers journey and sales process
– Integrating solution selling into the overall sales strategy
Product vs. Solution
– Understanding the distinction between products and solutions
– Positioning offerings as comprehensive solutions to client problems
– Creating value through a solutions-oriented mindset
Customizing Solutions
– Tailoring solutions to meet individual client needs
– Building flexible and adaptive proposals
– Leveraging case studies and success stories in solution presentations
Asking Powerful Questions
– Techniques for asking open-ended and probing questions
– Uncovering latent needs and desires of clients
– Using questioning to guide the sales conversation
Handling Objections
– Identifying common objections in solution selling
– Developing effective objection-handling strategies
– Turning objections into opportunities for further discussion
Crafting Persuasive Proposals
– Structure and components of a compelling solution proposal
– Highlighting key benefits and outcomes for the client
– Incorporating visual elements for clarity and impact
Effective Presentation Skills
– Delivering engaging and persuasive solution presentations
– Techniques for impactful storytelling
– Handling Q&A sessions with confidence
Implementing Solution Selling in Your Organization
– Strategies for organizational alignment with solution selling
– Training and coaching sales teams for success
– Monitoring and measuring the effectiveness of solution selling
Continuous Improvement
– Establishing feedback loops for ongoing improvement
– Adapting to changing market conditions and customer needs
– Leveraging technology and analytics in solution selling

Social Selling
2024-12-09 09:00 - 2024-12-11 16:30, 2025-01-06 09:00 - 2025-01-08 16:30
Social Selling
The top 5% of sales professionals use social media to sell.
Traditional sales methods, such as cold calling and emails, are no longer as productive or practical because todays consumers are increasingly resistant to them. Instead, they are using online resources like LinkedIn to study goods, services, businesses, and even individuals before they contact or make a purchase.
There is more to social media than finding names to call. In order to take advantage of the opportunities social media networks like LinkedIn give, successful salespeople have quickly modified their strategy and adopted social selling strategies. In order to stay ahead of the competition, they have devised techniques that enable them to forge favourable connections with potential clients as well as positively affect them.
Innoversity addresses the significance of mastering social selling and gives you the knowledge, tools, and strategies required to efficiently network, target, and engage with potential customers on social media. After completing this course, you will feel assured and have a polished social selling strategy that you can use right immediately for quick results.
Do you have a social media presence that is active but are confused how to convert followers, admirers, and connections into paying customers? The skills, knowledge, and processes you need to direct your social media audience through your sales funnel and persuade them to buy are provided in this interactive one-day course.
Well demonstrate for you how to choose the most qualified leads and provide the material required to forge successful connections. Additionally, well show you how to leverage social selling to turn current clients into champions for your brand who will promote you to others.
Our world class instructors have advanced qualifications and industry experience working for some of the largest international brands and can pass the insight on to you.
Innoversity is a market leading education provider dedicated to enabling people to make the most out of technology. We offer courses in Project Management, Digital Marketing, Web Development, Software Development, Design, Data, AI, Cyber, Cloud, Networking and Business Applications.
Who is it for?
This training course is intended for B2B and B2C sales professionals who are looking to make the most out of selling on social media.
¥ Sales Representative
¥ Account Manager
¥ Client Executive
¥ Customer Relationship Manager
¥ Sales Manager
¥ Sales Enablement
Agenda
Optimise Your Profile – Make a great first impression. Your profile give you a personality. Build your profile to create a presence. Optimise your hero section to gain interest and maximise engagement. Keep it interesting.
Build a Personal Brand – Build your authenticity by becoming a thought leader. Learn how to create and implement a personal brand to stand out from the crowd.
Social Listening – Understand your audience. Identify what they are interested in. Keep on top of trends to keep Relevant and build reach. Keep one eye on the competition.
Content Planning – Content drives engagement and loyalty. Plan marketing campaigns to take advantage of features unique to Twitter/X. Develop your ability to keep followers interested and entertained.
Content Creation – Spending hours on content creation? Content builds your authenticity as a thought leader, but it doesnt have to be time consuming. We will show you how to keep on top of trends and build original content fast.
Build a Network – Build a digital network. Facebook is excellent at connecting with customers on topics that interest them. Learn how to build a loyal network of fans and connect with them through groups.
Build Relationships – People buy from people they like. Use social media to build relationships and warm up leads through content and engagement. Who doesnt like a like?
Search Functionality – Sometimes all you need is a name. Find your ideal customer using advanced search on LinkedIn, Twitter/X and Facebook.
Cold Outreach – Connect directly with contacts on DM to build personal relationships to develop new business.

Psycology of Selling
2024-12-16 09:00 - 2024-12-20 16:30
Psychology of Selling
Welcome to the “Psychology of Selling” course, where the art and science of successful sales converge. In this dynamic program, participants will delve into the intricacies of human behaviour, unlocking the psychological principles that drive effective selling strategies. From understanding customer motivations to mastering the psychology behind persuasive communication, this course empowers sales professionals and entrepreneurs alike with the insights and techniques needed to close deals, build lasting client relationships, and elevate sales performance to new heights. Join us for a transformative journey that goes beyond traditional sales tactics, offering a deep dive into the psychology of buying and selling for unparalleled success in the world of sales.
Looking to improve your selling skills?
This five day course is designed for sales professionals looking for practical techniques to improve their game. This course will provide you with an overview of the sales process, from prospecting through to closing the deal. It will take the fundamentals and develop your sales skills and techniques to enable you to think about the opportunity to understand the best approach. You will be taught consumer behaviour, customer segmentation and targeting to tailor your sales efforts to match what the customer expects. This course is designed to enable you to quickly analyse the sales opportunity and adapt your sales approach to achieve maximum results.
Develop your skills to help customers identify their needs and provide solutions to those need. Sales professionals add value to the sales process by providing the customer with relevant information, providing customers with insights and new ways of looking at problems.
Prospecting is the one task that will directly impact a sales professionals performance. Successful sales professionals are those who spend the majority of their time prospecting. The quality of the prospecting efforts can boost the number of meetings booked and therefore deals closed. Learn effective techniques from experienced sales professionals Spend less time chatting to receptionists and more time dealing with decision makes by implementing effective prospecting techniques. Grab your prospects attention with tailored interest getters.
Build trust by demonstrating your competence and understanding how to take control of the sale process to maintain the customers confidence.
Ineffective sales people waste time speaking to prospects who are not interested in buying. Effective sales people qualify buyers. This will allow you to spend your time with potential buyers, and spend your otherwise wasted time to improve prospects.
Our world class instructors have advanced qualifications and industry experience working for some of the largest international brands and can pass the insight on to you.
Innoversity is a market leading education provider dedicated to enabling people to make the most out of technology. We offer courses in Project Management, Digital Marketing, Web Development, Software Development, Design, Data, AI, Cyber, Cloud, Networking and Business Applications.
Who is it for?
This training course is intended for sales professionals who are looking for an introductory course on selling in a B2B and B2C environment.
¥ Sales Representative
¥ Account Manager
¥ Client Executive
¥ Customer Relationship Manager
¥ Sales Manager
¥ Sales Enablement
Agenda
The Psychology of Selling – Understand the impact of mentality on your personal selling journey. Gain insight into motivational techniques to achieve success
Consumer Buyer Behaviour – Understand the thoughts and actions of consumers before and during the sales. Examine how this impacts on the sales process.
Organisational Buyer Behaviour – Organisations act differently to consumers. Learn how to optimise your sales techniques to appeal to business buyers
Segmentation and Targeting – Tailor your messaging and approach based on your customer. Learn how to identify your customers wants and interests based on key demographics.
Creating a Personal Selling Strategy – Combine buyer behaviour and segmentation and targeting to adapt your sales approach to resonate with the customer as an individual
Effective Prospecting Break through the noise and gain your prospects interest.
Qualifying Buyers – Rookie sales executives waste time chasing prospects who like to chat, but are not ready to buy. Quality your prospect to ensure you save yourself time, and energy disqualifying prospects who are not ready to buy.
Booking Meetings – Increase the number of meetings booked with quality prospects
Identifying Needs on Discovery Calls Explore how to ask the right questions to discover your prospects needs and motivations
Positioning Products and Services – Dont pitch. Position! Tailor your offer to solve your clients problems. Pitching the right way will increase your win rate.
Objection Handling – Objections are a natural part of the sales process. Understand the different types of objections and how to handle them. Learn how to provide your prospects with the confidence to buy.
Negotiation – Gain insight into basic negotiation tactics to provide your client with the best available offer
Closing – Never sweat asking for business again. Learn how to bring the sale to a natural close and win business.
Following up – Develop long term relationships with customers by following up. Ensure your customers are satisfied and collect social proof to develop future business.

Personal Selling Skills
2025-01-09 09:00 - 2025-01-10 16:30
Personal Selling Skills
Getting started in sales?
This two day introductory course will cover the fundamentals of selling to enable you to hit the ground running to achieve your targets.
20% of sales professionals bring in 80% of the revenue. Learn the skills necessary to become a top performer and achieve your sales goals.
Sales professionals are the rockstars that keep all businesses running. Their survival is based on sales professionals bringing in deals. Sales offers a rewarding and varied career with strong growth prospects.
Sales professionals help customers identify their needs and provide solutions to those needs. Sales professionals add value to the sales process by providing the customer with relevant information, providing customers with insights and new ways of looking at problems. Learn how to take control of the sale process to ensure the customer receives what they want.
This course will provide you with an overview of the sales process, from prospecting through to closing the deal. You will also learn practical techniques you can apply immediately. This course is designed to speed up your learning process so that you are more effective early in your sales career.
Prospecting is the one task that will directly impact a sales professionals performance. Successful sales professionals are those who spend the majority of their time prospecting. The quality of the prospecting efforts can boost the number of meetings booked and therefore deals closed. Learn effective techniques from experienced sales professionals Spend less time chatting to receptionists and more time dealing with decision makes by implementing effective prospecting techniques. Grab your prospects attention with tailored interest-getters.
Ineffective salespeople waste time speaking to prospects who are not interested in buying. Effective salespeople qualify buyers. This will allow you to spend your time with potential buyers, and spend your otherwise wasted time to improve prospects.
Our world class instructors have advanced qualifications and industry experience working for some of the largest international brands and can pass the insight on to you.
Innoversity is a market leading education provider dedicated to enabling people to make the most out of technology. We offer courses in Project Management, Digital Marketing, Web Development, Software Development, Design, Data, AI, Cyber, Cloud, Networking and Business Applications.
Who is it for?
This training course is intended for sales professionals who are looking for an introductory course on selling in a B2B and B2C environment.
¥ Sales Representative
¥ Account Manager
¥ Client Executive
¥ Customer Relationship Manager
¥ Sales Manager
¥ Sales Enablement
Agenda
The Role of Selling – Understand the impact selling makes to organisations and the different types of sales roles.
Setting Targets – To be successful, you need to set a target. Learn how to set effective personal sales goals.
Prospecting – Break through the noise and gain your prospects interest.
Qualifying – Rookie sales executives waste time chasing prospects who like to chat, but are not ready to buy. Qualify your prospect to ensure you save yourself time, energy disqualifying prospects who are not ready to buy.
Booking Meetings – Increase the number of meetings booked with quality prospects
Discovery calls Explore how to ask the right questions to discover your prospects needs and motivations
Pitching – Tailor your offer to solve your clients problems. Pitching the right way will increase your win rate.
Objection Handling – Objections are a natural part of the sales process. Understand the different types of objections and how to handle them. Learn how to provide your prospects with the confidence to buy.
Negotiation – Gain insight into basic negotiation tactics to provide your client with the best available offer
Closing – Never sweat asking for business again. Learn how to bring the sale to a natural close and win business.

Consumer Psycology and Buyer Behavior
2025-02-19 09:00 - 2025-02-20 16:30
Consumer Psychology and Buyer Behaviour
Welcome to an insightful journey into the intricacies of consumer behaviour with our comprehensive Consumer Psychology and Buyer Behaviour course. In this dynamic learning experience, we will explore the fascinating world of human decision-making, unravelling the psychological factors that drive consumers in their choices within the marketplace.
Consumer psychology is at the core of successful marketing strategies and business decisions. Understanding why consumers make specific choices, the factors that influence their preferences, and the nuances of their decision-making processes is crucial for anyone involved in sales, marketing, or business development.
Throughout this course, we will delve into the foundational theories of consumer psychology, examining topics such as perception, motivation, and learning. Well explore the impact of advertising and branding on consumer perceptions, dissect the influence of cultural and social factors, and analyze various models of consumer decision-making.
Practical applications will be emphasized, with hands-on exercises and case studies allowing you to translate theoretical knowledge into actionable insights. Whether you are an entrepreneur, marketing professional, or sales executive, this course will equip you with the tools to understand your customers better, tailor your strategies to diverse audiences, and ultimately drive business success.
Join us on this enlightening journey as we uncover the science and art of consumer psychology, empowering you to make informed decisions and navigate the complex landscape of buyer behaviour with confidence. Welcome to the Consumer Psychology and Buyer Behaviour course Ð where knowledge meets application, and understanding becomes a strategic advantage.
Our world class instructors have advanced qualifications and industry experience working for some of the largest international brands and can pass the insight on to you.
Innoversity is a market leading education provider dedicated to enabling people to make the most out of technology. We offer courses in Project Management, Digital Marketing, Web Development, Software Development, Design, Data, AI, Cyber, Cloud, Networking and Business Applications.
Who is it for?
This training course is intended for sales professionals who are looking for an advanced course on understanding the buyers decision making process prior to and during the sale. This course is designed to support sales professionals to improve their effectiveness by understanding customer motivations. This course is suitable for
¥ Sales Representative
¥ Account Manager
¥ Client Executive
¥ Customer Relationship Manager
¥ Sales Manager
¥ Sales Enablement
Agenda
1. Differences Between Consumer and Organizational Buying
– Explore the distinctive characteristics that set consumer and organizational buying processes apart.
– Analyze key factors influencing purchasing decisions in both contexts.
2. Consumer Buyer Behaviour
– Examine the psychological factors influencing individual consumer choices.
– Understand the impact of emotions, perceptions, and motivations on consumer behaviour.
3. The Consumer Decision Making Process
– Break down the stages of the consumer decision-making process.
– Explore how consumers identify needs, evaluate alternatives, and make final purchasing decisions.
4. Factors Affecting Consumer Decision Making Process
– Delve into external and internal factors shaping consumer choices.
– Discuss the influence of cultural, social, and psychological elements on decision-making.
5. Organizational Buyer Behaviour
– Investigate the complexities of organizational buying processes.
– Understand the roles of different stakeholders and the decision-making dynamics within organizations.
6. Developments in Purchasing Practice
– Explore contemporary trends and innovations in purchasing practices.
– Discuss how technology and changing business landscapes impact organizational buying strategies.
7. Factors Affecting Consumer Decision Making Process (Review)
– Revisit and reinforce the factors influencing the consumer decision-making process.
– Explore case studies to apply theoretical concepts to real-world scenarios.
8. Relationship Management
– Understand the importance of building and maintaining relationships with consumers and organizational clients.
– Explore strategies for effective communication and long-term relationship development.
