THE NEW RULES OF SELLING
Online Sales Mastery Course - With Robin Fielder
Learn To Sell More, Better, Faster
This self-paced, state-of-the-art course proactively equips you with the latest consultative-partner selling skills demanded by today's market.
What Our Clients Say
"10/10. I found every single last bit of this course useful! I found the content inspirational, easy to understand with great analogies and examples. The pace was good and the exercises were useful to focus on what had just been taught."
RH, Cellular Pathology Sales Specialist, Menarini Diagnostics UK
More reviews at bottom of page
What You'll Learn
The skills taught apply to face-to-face, inside and virtual selling. Bite-size sessions make the learning super easy to digest.
In Module 1 we go right back to the basic principles of persuasion, influence and building relationships. You learn how selling is changing and how the WAY you sell has become a key differentiator. You learn not only how to sell value, but how to become the value.
- How Selling Is Changing
- How To Be A Trusted Adviser, Consultant & Partner
- Why You Must Be A 3 Dimensional Salesperson
In Module 2 we investigate the 7 all important, foundation principles you need for sales mastery, no matter what the economy. This module alone will supercharge your sales strategy. You'll learn:
- How To Differentiate Your Proposition & Sell The Difference
- How To Communicate Value
- How To Build Trust. People Buy People First - How To Sell Yourself
- How To Sell Solutions & Insights
- Benefit Rotated Questions
- The 4 Levels of Sales Effectiveness
- 5 Keys To Build Credibility
- The Importance of LinkedIn
- The Power of Enthusiasm. Energy Sells. The 4 S Test
- Cover The Bases - How To Handle Multiple Decision Influencers
Finding new business begins with establishing your value proposition. In Modules 3 & 4 you'll learn:
- 4 Steps To Create A Killer Value Proposition That Opens Doors
- How To Make The Appointment By Phone
- How To Generate Leads Via Email
- How To Ask For Referrals
- How To Use Both Hard & Soft Differentiators
- 5 Rules For Selling Against Competition.
- Why You Should Never Ask "Are You Seeing Anyone Else?"
In Module 5 we look at how to sell an idea, how to motivate people to act. Knowing what makes people buy is fundamental to understanding how to structure the sale and present your ideas. You'll learn:
- What Makes People Buy Today?
- Motivation vs Manipulation
- The 4 Step Sales Structure
- How To Open The Sale. How To Probe For Requirements.
- How To Match.
In Module 6 we look at closing and gaining commitment. Closing skills are often regarded as unimportant in this era of relationship selling. Nothing could be further from the truth. Unless you gain commitment nothing happens. You'll learn:
- Why Closing Skills Are Still Essential
- How To Close Professionally & Without Pressure
- How To Decide When To Close
- The Final Close - How To Ask For The Business / Secure Agreement To Go Ahead
- The 7 Word Soft Close Perfect For Virtual Selling
In Module 7 we learn how to handle 'I want to think about it.' using the 7 -step LACPAAC® process. A million miles from old-style closing tactics, LACPAAC® is a consultative-partner approach that gives you a real edge in the final stages of the sale. You'll learn:
- Why You Need A Structured Process For Gaining Commitment
- How To Use The 7 Steps of LACPAAC®
- How To Apply LACPAAC® When A Sale Is Stalled Post Proposal
In Module 8 we learn how to pre-handle and handle objections or areas of mismatch as we prefer to call them. You''l learn:
- How To Focus On Objection Prevention Not Cure
- The 3 Step Structure To Answer Any Objection Without Confrontation
- How To Answer Typical Objections - eg price too high, I can buy cheaper elsewhere, your delivery is too long, I'm not interested, how do I know you will do what you say
Modules 1 to 8 give you a solid foundation training in modern day selling. With Modules 9 & 10 the course moves up a gear to more advanced skills.
- Gap Analysis Selling. Find Out & Match Assumes Your Prospect Has A Requirement, But What If She Doesn't?
- How To Use Questions To Create A Gap Between Where The Prospect/Existing Account Is And Where They Could Be Using Your Product/Service
- How To Widen The Gap So Your Prospect Wants To Act Now
- How To Put It All Together And Expand The Four Step Sales Process, OPEN, FIND OUT, MATCH, CLOSE, Into The More Advanced Eight Step LACPOMAC® Sales Structure
- How To Use LACPOMAC® As A Navigational Aid - A System of Questions To Move The Sale Forward
In Module 11 we look at your voice and how you can train it to sound warmer, more likeable and more authoritative. Overlooked by most courses we consider this training essential for sales leaders. You'll learn:
- How To Add Gravitas and Presence To Your Voice - When You Sound Good People Listen
- 3 Exercises You Can Use Immediately
- How To Use Your Breathing To Relax & Build A Sense of Control In High Stress Situations
In Module 12 we switch the emphasis from the sales to the buying process. One of the best ways to improve sales effectiveness is to know WHERE in the buying cycle your prospect is and then tailor your approach appropriately. The stages of the buying cycle are summarised by the RACERNI® acronym. You'll learn:
- The RACERNI® Buying Cycle - 7 Steps From Developing Requirements To Implementation
- Stages 1-3 Recognition of Requirement. This Is How The Sale Begins In The Mind of The Buyer
- Stage 4 Evaluation of Competing Options. How To Get Them To Choose You
- Stages 5 - 7 The End Game. Final Steps The Buyer Goes Through Before Giving Your Proposal The Green Light
- What You Should Do At Each Stage To Maximise The Opportunity
- How To Link The Sales Structure & The Buying Cycle
In this module we introduce sales negotiation skills. The customer you speak to tomorrow morning is almost certain to have received negotiation skills training on how to improve the terms they get from their suppliers. To sell profitably you MUST know how to defend your price and negotiate effectively. You'll learn:
- 4 Powerful Negotiating Skills To Help You Reach Agreement Without Sacrificing Margin
- How To Respond When The Customer Asks 'Is That Negotiable?'
- The 3 Step Model To Negotiate Any Price Challenge - this skill alone will quickly repay your investment
For All Levels
Whether you're looking to master the foundation principles or you're already experienced and looking for more advanced skills, this programme will work for you.
Bite Sized
The training is chunked into 40 short video segments with 16 downloadable resources & worksheets to consolidate your learning and 4 self-assessments to check your understanding.
Special Feature - Master The Mind Game
Think of the most successful salesperson you have ever met. What is it that makes them so good? ... It's usually not their sales skills - it's their drive, confidence and mindset. We call this Skill+Will™. Learn how to build your 'Will' factors in this 6 lesson module.
You can have the best skills in the world, but if the mindset is not there you will not peak perform. There is a very clear link between confidence and performance. Confident salespeople have a higher close rate and negotiate better terms. In this module you'll learn:
- How To Build A Winner's MIndset
- The Success Circle - 6 Steps You Can Use Immediately To Develop Drive, Motivation & Unshakeable Confidence.
- The Skill+Will™ Matrix
- Talent Counts, Grit Counts Twice - Why It's Desire Not Ability That Gets You There
- Clarity Is It - Set Clear GoalsÂ
- How To Build Self-Belief -Â 3 Techniques
- How To Use Visualisation & Mental Rehearsal To Be At Your Best
- How To Control The Controllables - It's Not What Happens, It's How You Take It
- Master The Temptation To QuitÂ
Your Personal Sales Training Coach
Hi, I'm Robin Fielder, founder & CEO of LDL, and I am your personal sales training coach and instructor for this sales mastery programme.
Step- by step you'll learn how to become one of the most effective, well paid sales executives in your industry.
FAQ's
Tuition is £495 + VAT for 12 months unlimited access. Learning online is highly cost effective - it also avoids the need for travel and minimises time away from the office.
If you are able to harness even half of the ideas in 'The New Rules of Selling' you will be unstoppable.
'The New Rules of Selling' sales mastery programme is designed to help you become one of the most effective sales executives in your industry & includes:
- 40 structured video lessons - with Robin Fielder
- 16 fillable worksheets (no printer required)
- 4 self-assessments to check your understanding
- 'Master The Mind Game' feature module
- Certification
- Unlimited access for 12 months
- Priority support
There is approx 4.5 hours of interactive video divided into 40 bite sized lessons. We recommend you spend one hour each day to complete 4 to 5 lessons and their related action steps - these action steps help you apply the learning to your sales situation. This will enable you to complete the course in 8 days.
You can of course go faster or slower as you wish. Some binge and complete the programme in 2 days but it is not recommended.
On completion of all sections you can claim your Certificate of Achievement.
Discounted rates are available for groups of 4 or more. For more information or if you are interested in a blended approach which combines online with in-person or virtual training/coaching, please contact us +44(0)20 7381 6233 or email [email protected].
Enrol Now for ÂŁ495 + VAT
The New Rules of Selling - an IN-DEPTH, modern sales training programme that gives you all the skills you need to achieve success in today’s market.
For questions or help call LDL +44(0)20 7381 6233 (UK office hours).
More From Our Clients
"10/10. Best sales course I've done. Greatly explained on the videos and I found the content very beneficial. Not only the different techniques to apply to everyday sales but I enjoyed the mind game part at the end to build self-confidence."
AM, Business Development Director Europe, Satcom Direct
"Loved the simplicity of the course and the bite size modules, it reinforced the obvious in a positive and encouraging way. You feel energised and confident after completing each section."
LM, UK Operations Manager, Charles Kendall
" Hi Robin, I started your online sales course today, The New Rules of Selling. Having met you in the past and been lucky enough to have been trained by you personally I am pleased to say my gut feeling was right and the training was excellent. Your enthusiasm, confidence and to the point explanations provide all with a lift ... absolutely excellent and worth the annual fee. "
RM, UK Sales Manager, Amplicon
"9/10 I love the fact it can be completed online at your own pace, far better than sitting in a conference room. I thought it was clear, concise and made excellent points which can be used in every sale, clearly the creators understand the sales process extremely well, the programme reflects this. I will certainly use LACPOMAC in every sale. I found the negotiation segment also very valuable. The final chapter on mindset also struck me, It has reminded me to always be in the mind-frame that you are helping, you are solving a problem. Why not 10/10? Well because nothing is perfect, but this course pretty close. Thank you."
LC, Senior Consultant, La Vida Golden Visas
" The topics covered were all really relevant, explained clearly, the advice was good, the presenter was engaging and the video format (e.g. length and quantity) was effective… I actually ended up finishing it in 3 days it was so engaging."
MG, Founder & CEO, Career Accelerator
"Really enjoyed the New Rules of Selling, it’s good to be able to have Robin virtually engage with me, I found his enthusiasm contagious and it was handy that anything I didn't understand or wanted to hear again I could pause and play back."
SL, National Sales Manager, Maco
"It was an informative and greatly produced training. Robin is an excellent instructor."
KD, International Recruitment Consultant, Boston Link
"Robin Fielder conducts this course in a manner that when you are watching and listening you actually feel good about yourself. Anyone who takes this course will walk away with a whole new self-confidence."
GP, Overseas Network Manager, Charles Kendall
"10/10. Very impressed with the content and it also wasn't too long. Concise information communicated clearly."
NH, School Partnership Manager, Think for the Future Ltd
"Informative content, that is easy to apply and broken into bite size segments. Appreciate that there is the ability to speed up, skip forward and backwards."
MC, Head of Adviser Sales, FE fundinfo
"10 out of 10. Outstanding. My background is over 25 years in IT as support, trainer and project manager. At 45 years old I've started my own company, but quickly realised I was my weakest link for sales. Not only was I terrible at it, but I dreaded it, and knew I didn't have the skills. Now, since completing this course, I not only feel armed, but motivated and even excited to pick up the phone and start making a difference. Thank you. Thank you very much."
DO, Owner/Founder, ROYCE Solutions
"Really good educational approach to my industry especially. Thoroughly enjoyed it."
BR, Director, SaaS Services International, Satcom Direct
"I really enjoyed the course as it contains practical concepts and examples to tailor to my specific situation."
EO, Environmental Compliance Consultant, Sphera
"Very in-depth and inspiring. I have taken notes on each section and do not think Robin repeated himself without reason once."
RS, Technical Costing Engineer, Fluorocarbon
"Good solid content, well explained and positioned - perfect for someone being introduced to sales or looking to refresh and pick up some new nuggets."
IB, Talent Development Manager, Talent International
