Free, right now
The first four chapters online, with a knowledge check after each chapter. Plus a PDF with a worksheet and cheat sheet.
You can read the lessons straight away. For the PDF, you leave your details.
Start with lesson 1Prefer to have a trainer there with you?
The two-day Sales: Selling with Results! course. You hold the conversations for real and hear where you move too fast or give away too much.
€1250,- excl. VAT
View the Sales: Selling with Results! course All Sales & acquisition courses →Selling has a reputation for being a matter of smooth talking. In practice it works the other way round. The salespeople who consistently bring in orders are usually the ones who ask good questions, really listen and only come up with a proposal once they know what lies beneath the customer's question. That is not talent but behaviour, and behaviour can be learned.
This free online course is the starter for our full Sales: selling with results!. In four chapters you will learn what customer-focused selling means in terms of behaviour, how to use open and closed questions to get to the question behind the question, how to listen in a way the customer notices, and how to build a sales conversation from the opening to the appointment. Each chapter ends with a short knowledge check, so you can see straight away whether it has stuck.
The full course goes on to cover the communication model, your personal presentation, summarising, the DAS behavioural model, standing out from the competition, customer contact by phone, AIDA and SPIN, complaints, objections and the step towards the order. Would you like to practise these elements with a trainer present and with your own customers on the table? Then take a look at the Sales training course: selling with results!.
0.-
IntroductionHow this free course is structured and what you learn in the four chapters.
1.-
Customer-focused sellingWhy there is no such thing as a standard customer, the four sources in every conversation and the balance between the customer's interest and the company's interest.
2.-
Questions that deliverOpen questions, the four closed question forms and the questioning funnel from broad to concrete.
3.-
Active listeningThe difference between passive and active listening, audible and visible signals and the ten commandments of listening.
4.-
The structure of the sales conversationThe seven phases of the conversation, a ninety-second opening and the route from feature through advantage to benefit.
5.-
The communication modelSender and receiver, encoding and decoding, noise in the message and the customer's frame of reference.
6.-
Personal presentationPoints to watch in posture and voice, positive language and the kind of provocative remarks you are better off avoiding.
7.-
Summarising during the conversationThe difference between asking questions and summarising, the building blocks of a summary and what a summary does in a conversation.
8.-
The DAS behavioural modelRecognising dominant, detached and social behaviour, and the buying behaviour that goes with each style.
9.-
Standing out from the competitionThe competitor comparison, your unique selling points and the way the customer makes comparisons themselves.
10.-
Customer contact by phoneMapping the DMU, preparing a round of calls, your telephone script and etiquette on the line.
11.-
Models for the sales conversationThe AIDA model and SPIN, and the route from an implicit to an explicit and specific need.
12.-
Dealing with complaintsThe complaint as a sales opportunity, the steps in a complaint conversation, dealing with emotion and recording agreements.
13.-
Dealing with objectionsFour types of objection, recognising resistance and persuading without pushing.
14.-
From conviction to orderRecognising buying signals, closing techniques and aftercare as the start of the next sale.
That is the difference with a pdf: there is someone standing in front of the class who answers your questions and thinks along with your own situation.
I found the 'Interview Techniques' course to be good. Nothing to fault. It was also good that Job called beforehand for a short preliminary discussion. You don't see that very often. A very worthwhile course. It also had a strong element of repetition. Plenty of variety, including between theory and practice. Learned a lot, and applied it straight away during the course. And I think these learnings will also help me further when conducting interviews.
Tjeerd J
We took the Outlook, Teams and OneNote course with Roy Nieuwenhuijzen. Good content, and a few days before the course he got in touch with me (coordinator of the course, head of the secretariat). Pleasant that you can fill in the day itself as needed. The booklet for reference is rather dated, but apparently there is little up-to-date material to be found.
Inge Brouwers
In May 2024 I took the WordPress course. As an IT enthusiast with broad but not necessarily deep knowledge, I wanted to know more about WordPress. How do you install everything and how do you start building a website. This course is extremely well suited to that. From the outset you learn in 3 days how to start a website and what to look out for. I now have a solid basis for getting to work with WordPress and I know my way around the various options. The course is recommended for anyone who wants to learn in three days what WordPress can do and how to apply it.
Igno Freriksen
Your own motivation and commitment are essential if you want to master something new. You can get a long way with self-study. Learnit wants to contribute to this by offering valuable content such as free webinars and courses. This way you can get acquainted with new fields of learning. Once you have made a start, you may discover that there are also many advantages to taking a course at Learnit under the guidance of an experienced trainer.
In short, you achieve much more in less time.
The free courses are suitable for home study, as you can download them online as a PDF. The range of free courses consists of IT and Communication & Management courses. Would you like to learn more about these subjects, or is the subject you want to learn about not included? Then take a look at our courses.
You learn to deal with customers on the telephone in a professional and customer-focused way. From answering the call to hanging up, you work consciously on your voice, listening technique and complaint handling.
In this Account Management course you lay the foundation for your work as an account manager. You work on your commercial skills, learn to truly understand your clients and maintain both cold and warm contacts. This is how you build a stable client base and achieve higher targets.
In this course you learn how to conduct relaxed and effective cold-calling conversations. You discover your own style, build a strong call script and practise with openings, objections and closings.
Learnit offers more than 300 IT and Communication & Management training courses. The courses are given as one-day or multi-day courses, and almost all of them can also be given as a workshop. In addition, Learnit offers courses as e-learning and as a combination of e-learning and classroom lessons.
Learnit has many locations throughout the country, so there is a good chance that a course is also given near you! A course can also be given in-company, in which case it takes place at your own company or organisation.
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