Online Sales Training

Sales Mastery Programme

Serious About Improving Your Skills?

Prefer to learn online? We have taken our latest sales training material and reformatted the content for web based learning. Watch the overview video below to learn more.

 

The New Rules of Selling

Take your career to the next level with this sales mastery programme. When you subscribe to The New Rules of Selling you have immediate access to the highest quality resource available to help you sell more, better, faster.

Learn To Sell In Today's Market

The programme coaches modern day sales skills in a definable, precise way. You learn to become a trusted adviser and use questions not reasons as your main persuasive skills.

Bite Sized Training

The training is chunked into 40 short video segments. In addition there are 16 downloadable resources and worksheets for you to complete. And 4 self-assessments to check your understanding. You'll love it!

Invest 1 Hour Each Week

We recommend you set aside up to 1 hour each week to complete 3 to 4 lessons and their related action steps. This will enable you to complete the course in 3 months (you can of course go faster or slower as you wish).

Who Is This Course For?

We have designed The New Rules of Selling to take you from novice to highly trained sales professional. That sounds like a challenge, and it is. Nevertheless you will learn in an easy step-by-step process all the necessary skills.
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What You'll Learn

In Module 1 we go right back to the basic principles of persuasion, influence and building relationships. We learn how selling is changing and how the way you sell has become a key differentiator. In Module 2 we investigate the 7 all important, foundation principles you need for sales mastery.

  • How Selling Is Changing.
  • How To Be A Trusted Adviser, Consultant & Partner
  • How To Differentiate Your Proposition & Sell The Difference 
  • How To Rebuild Belief In What You Offer. There Is No Substitute For It
  • People Buy People First - How To Sell Yourself. How To Build Trust
  • How To Sell Solutions.& Insights - The 4 Levels of Sales Effectiveness
  • How To Build Credibility. The Importance of LinkedIn 
  • The Power of Enthusiasm. Energy Sells 
  • 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 - Download Script
  • 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 and Get It.
  • Soft Closes For The Consultative-Partner Sale 

In Module 7 we learn how to handle  'I want to think about it.' using the 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 You Can Use It 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. You'll love it. 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 Module 13 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
  • The 3 Step Model To Negotiate Any Price Challenge

Your Instructor

Hi, I'm Robin Fielder, founder of LDL, and I am your personal sales training coach and instructor for this course.

Step- by step you'll learn how to become one of the most effective, well paid sales executives in your industry.

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Bonuses Just For You

Skill+Will™

To be an outstanding sales person not only do you need great skills, but the mindset to apply them. We call this Skill+Will™. Included in your subscription is a special 6 lesson bonus module - 'The Mind Game'. 

You can have the best skills in the world, but if the mindset is not there you will not peak perform. In this special 6 lesson bonus Module  you'll learn:

  • 6 Steps You Can Use Immediately To Develop Drive, Motivation & Unshakeable Confidence.
  • The 'Skill+Will™' Matrix. Using The 'Success Circle'
  • Talent Counts. Grit Counts Twice. Realise It's Desire Not Ability That Gets You There
  • Clarity Is It - Set Clear Goals 
  • How To Build Self-Belief - 3 Techniques You Can Use Immediately
  • How To Use Visualisation & Mental Rehearsal To Be You At Your Best When It Counts
  • Control The Controllables - It's Not What Happens, It's How You Take It
  • Associate With Positive People & Avoid The Negative
  • Master The Temptation To Quit 

Outstanding Course Software

You will find the course site really easy to use. It keeps you organised and  tracks your progress. So whether you use a phone, tablet, laptop or desktop, when you come back it knows where you left off. 

Your Questions Answered

Each video lesson in the course has a comments section. This is where you ask questions. Robin Fielder, or one of the LDL team, will do their very best to answer your (reasonable!) questions in this section and help you with your learning.

Your Certificate

You will be emailed this attractive Certificate of Completion when you complete all sections of the course.  You can automatically post it to your LinkedIn profile, and download, print and frame it. 

Click to watch a preview of one of the lessons >>
 

FAQ's

  • Immediate access to all the programme content
  • 40 video lessons 
  • 16 worksheets & downloads 
  • 4 self-assessments to check your understanding
  • 4 outstanding bonuses
  • Access to all future content
  • Priority support

There are 40 bite sized lessons from 3 to 15 mins each. We recommend you spend one hour each week to complete 3 to 4 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 3 months.

If after completing the course you would like ongoing access to the content and comments sections you can remain subscribed for as long as you require.

 

Tuition for the New Rules of Selling - Sales Mastery Programme is £144 per month. (In the UK £120 + VAT)
A single simple idea received, and then deliberately practiced, could repay your investment a hundredfold in just your first month.

After each payment we will send you a receipted tax invoice so you can reclaim the VAT (or equivalent) if your business is registered. The invoice will identify the correct tax for your Country. The membership fee quoted includes tax.

 

Enrol Now for £120 + VAT/Month

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.

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