Sales Escalation (Course Brochure)

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Nicholas C. Hill’s

SALES

ESCALATION CO N S U LTAT I V E

SELLING

Nicholas Hill is an authority on the psychology of leadership and management.

DR WYATT WOODSMALL, Father of Behavioural Modelling SENIOR SALES MASTERCLASSES

Nicholas C. Hill’s

SALES

ESCALATION

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Escalating Sales Performance™ Closing New Business™ Senior Salespeople Two Days Abridged • Four Days Unabridged Worldwide Classroom • Video Conferencing In-House Course • 1-2-1 Programme • Scheduled Masterclass

DAY ONE DAY TWO PARTICIPANTS DURATION DELIVERY CLASSIFICATION

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CO N S U LTAT I V E

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COMPETITOR ANALYSIS

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Be a leader in your field by widening the gap between you and your competition Discriminate between your unique features and benefits, and then exploit them Produce your ‘elevator pitch’ that causes people to listen and take immediate action

APPOINTMENT SETTING

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Identify your target audience before taking your first step in the sales process Design your practical and realistic telesales or telemarketing call framework Lead discussions with gatekeepers to establish rapid contact with decision-makers

SELLING STYLES

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Explore the six archetypal selling styles and the four primary sales contexts Adopt a consultative selling style to uncover your unspoken customer needs Encourage a selling style commonality to nurture a culture in your salesforce

NEEDS ANALYSIS

• • •

Identify the conscious and unconscious requirements of your prospective customers Discover your customer’s motives for buying to personalise and lead the sales process Respond to buying or warning signals, and then ask your questions in the correct order

SOLUTION DEVELOPMENT

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Design customised and irresistible packages that go beyond your prospects’ needs Lead your tailored sales presentations with integrity, credibility, and persuasion Present your product knowledge clearly and concisely, without any waffle or jargon

OBJECTION RESOLUTION

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Uncover your prospects’ spoken and unspoken objections to reveal the genuine barriers Develop the probing skills of leaders to clarify and resolve deep suspicions Identify and circumnavigate any false objections quickly to prevent time wasting

STRATEGIC NEGOTIATION

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Prevent regretful negotiations by clearly defining your parameters beforehand Understand the fundamental principles of leading successful sales negotiations Negotiate quickly and get out of any deadlock to achieve a favourable resolution

CLOSING THE SALE

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Test and lead a variety of creative and proven methods to close more of your sales Use trial closes at particular points in the sales process, before finalising the sale Ask for your sales orders at the appropriate time and with absolute self-confidence Copyright © 1996-2022 Hill Training Ltd. All Rights Reserved.

Following the training, we secured an unprecedented eight new accounts in four weeks.

M. Long Sales Manager ADVANCED DOCUMENT SOLUTIONS LTD

You provided indepth sales strategies and techniques that can be applied to any industry.

B. Orode-Okah Business Development Manager CINALT RESOURCES LTD

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Your training really improved how we do business with our internal and external customers.

K. Chapman Family Games Manager HASBRO PLC

You have taken my leadership and management skills through the roof!

A. Tranfa Chief Diagnostic Manager BUPA

I have rated your masterclass as ‘outstanding’ in all feedback categories.

P. Jones HR Business Analyst EY - ERNST & YOUNG LLP

Your training showed me how to apply an appropriate framework to team leadership.

V. Cox Head of Lifetime Lending LEGAL & GENERAL PLC

Your course content and the results achieved were nothing less than excellent.

T. Ross Head of Education Services PREMIUM CREDIT LTD

Your course was inspiring, engaging, and challenging.

You gave us key management models.

O. James Business Manager ANGLIAN WATER

My new toolset has helped to solve many of our interdepartmental problems.

M. Tresler Financial Director BRITANNIA MOVERS INT. PLC

My skills have improved exponentially since completing the masterclass with you.

P. Gall General Manager P&O FERRYMASTERS LTD

You shared up-to-date leadership tools, which moved me forward immensely.

M. Magill Senior Information Manager NHS BERKSHIRE EAST

You cleverly weaved a blend of your experience, best practice, and real scenarios.

K. Milner Portfolio Director OXFORD UNIVERSITY PRESS

Your masterclass provided me with highly effective management strategies.

J. Etten Human Resources Manager CHUBB INSURANCE

I achieved outstanding results on your course, which delivered very tangible strategies.

Dr. N. Sheridan Academic Lead for Mentor Development UNIVERSITY OF GLASGOW

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You are inspirational and knowledgeable. you gave me the skills to develop my managers.

N. Armstrong Regional Manager REED SPECIALIST RECRUITMENT LTD

Nicholas Hill is an effective thought leader. i’ve scored your course as ‘excellent’ in all categories.

B. Richard Vice President & GM EMEA ESTÉE LAUDER COMPANIES

The provocative discussions and exercises made us practise your wise strategies.

C. Corrigan Senior Project Manager SUEZ RECYCLING & RECOVERY LTD

You provided me with essential tools to eliminate key problems in my workplace.

A. Al-Romaihi Administrative Affairs Researcher MINISTRY OF FOREIGN AFFAIRS (QATAR)

You have developed my identity as a leader and reconstructed how I lead my team.

J. Dickson Executive Head Chef CORUS HOTELS

I learned a wide variety of methods over two very intense days. The course was simply fantastic.

L. Gully Deputy Head of Sport UNIVERSITY OF THE WEST OF ENGLAND

I am very satisfied with the excellent results that I have achieved on your course.

J. Sharpe Head of Risk ABN AMRO

You enhanced my knowledge and transformed my strategic management skills.

N. Pritchard Commercial Manager COBHAM PLC

You helped me to close gaps in my management team and solve the problems.

G. Sidoo Senior Delivery Manager NEAL AND MASSY WOOD GROUP LTD

Nicholas Hill is one of the best trainers around, who improved my ability to lead and manage.

I. Panayiotou Senior Nursing Officer MINISTRY OF HEALTH (CYPRUS)

Your powerful material has already improved our net profit by 26%.

Dr. T. Cardoso Clinical Director MEDIVET VETERINARY GROUP

Your course gave me skills and confidence to lead my team through structured processes.

A. Leonard Sales Director MASCO UK WINDOW GROUP

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Your course provided awareness, outstanding methodologies, and real-work examples.

M. Capell General Manager LISI AEROSPACE

I raised my consciousness, flexed my leadership style, and played with different techniques.

B. Meier Learning & Development Manager HERBERT SMITH FREEHILLS LLP

Enlightening and outstanding...helped me to strategise and solve problems in my team.

P. Smith Managing Director EJ GROUP INC.

Your course draws from a valuable set of formal and informal management theories.

Dr. J. Scurlock Chief Advisor (Renewable Energy) NFU (NATIONAL FARMERS’ UNION)

You helped my senior management team to assimilate your ideas through bite-sized chunks.

H. Doward Group Operations Director HUGHES TV & AUDIO LTD

You delivered first-rate sessions to our senior managers ...we have seen clear improvements since.

S. Forbes HR Manager TE CONNECTIVITY

You shared strong theoretical knowledge and many practical tips, which filled the gaps.

W. McFadden Group Financial Controller VOYAGE CARE LTD

I am now able to approach problems objectively and think creatively about solving them.

S. Carrodus-Hill Senior Business Consultant HAMPTONS INTERNATIONAL

I gained significant leadership knowledge, developed skills, and underwent thorough practise.

E. Mwangi Country Programme Manager TRADEMARK EAST AFRICA

I can now help my team to improve performance and become self-motivated.

B. Abankwa Head of Client Coverage for Africa BANK OF GHANA

...up-to-date leadership techniques, which equipped me to handle real team challenges.

S. Kidner Managing Director SECRET WORLD WILDLIFE RESCUE LTD

Nicholas Hill is results-focused and skillfull enough to keep training fascinating and useful.

O. Klochkova Chief Operations Officer PLAYSON LTD

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International Master Coach Trainer

NICHOLAS C. HILL

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THOUSANDS OF MANAGERS

Born in 1971, Nicholas Hill is a modern thought leader and international trainer of senior leadership and management development. His training courses are the unique products of developing thousands of managers and salespeople since 1996.

THOUGHT LEADER

From 2012-2015, Nicholas founded, authored, and edited the digital publication Managerial magazine, which attracted 200,000 views/downloads during its lifetime. Success Resources Inc (Official Promoter for Richard Branson, Alan Sugar, Tony Robbins) endorsed and used Managerial magazine to promote its international events regularly during this period. In 2021 he launched Professional Leader™ magazine, a new digital publication on issuu.com, which offers timeless lessons in leadership from late entrepreneurs, politicians, and philanthropists.

INTERVIEWER OF LEADERS

As the editor for Managerial magazine, Nicholas interviewed many celebrity leaders, including One Minute Manager Ken Blanchard; Environmental Attorney Erin Brockovich; Rich Dad Robert Kiyosaki; Reformed Wolf of Wall Street Jordan Belfort; Millionaire Maker Richard Denny; Father of Behavioural Modelling Wyatt Woodsmall; Master of Attitude Nick Vujicic; Prolific Storyteller J.John; Power Connector Judy Robinett; Twenty Million Pound Woman Lara Morgan; Mister Customer Service Shep Hyken, and many others.

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PUBLISHED AUTHOR

Nicholas has authored over 100 articles on the topics of leadership and management development. His articles feature in Professional Leader™ magazine and leading industry journals, as well as formally in Managerial magazine. From 2015-2020, he wrote alongside TV personality Bear Grylls, as the leadership columnist for Sorted magazine, which is available in 350 WHSmith stores across the UK.

QUALIFICATIONS • • • • • • • • •

Licensed ILM Training Provider Certified Master Executive Coach Certified Management Trainer Certified INLPTA NLP Trainer Former Dale Carnegie Management Trainer Fellow of Chartered Management Institute Fellow of Institute of Leadership & Management Fellow of Institute of Consulting Diploma Graduate of Higher Education

EXPERIENCE • • • • • • • •

Management Experience Since 1993 Executive Coaching Experience Since 1996 Management Training Experience Since 2001 Author of 100+ Published Management Articles Professional Leader™ Founder, Editor, Author Managerial Magazine™ Founder, Editor, Author Interviewer of Celebrity Leaders & Entrepreneurs Former Leadership Columnist, Sorted Magazine

Full curriculum vitae available upon request.

Nicholas Hill is a hugely EXPERIENCED and talented trainer, who helped me to coach my team.

Dr. M. Barr Programme Director UNIVERSITY OF GLASGOW

You provided outstanding exercises and techniques to build a vision and a powerful self-image.

P. Gordon Senior Engineering Manager RELATIVITY SOLUTIONS INT.

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Heavyweight Training Designed to be

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HILL TRAINING LTD EXCLUSIVITY

Vocational Training One Size Fits All Varied Participants Self-Certified Courses

Sales & Management Specialists Sales Level Contextualised Select Sales Level Participants 40+ ILM Accredited Courses TRAINER

Unknown Trainer Inexperienced Trainer Teacher as Trainer Rehearsed Scripts

Thought Leader Trainer Developing Salespeople Since 1996 Senior Salesperson as Trainer Broad Subject Knowledge MODULES

Public Domain Material Textbook Theory Strict Academic Syllabus Off The Shelf Modules

Original Training Material Workplace Tested Tools Flexible Workplace Framework Participant-Tailored Modules DELIVERY

Appeasing Monologue Monotonous Delivery-Style PowerPoint Slide Dependent Limited Participant Engagement

Facilitated Group Debate Animated Delivery-Style PowerPoint Slide Prohibited Continuous Participant Engagement VALUE

Skills Development Probability Limited Support Cancellation Possibility

Skills Development Guarantee Post-Course Support Guarantee Non-Cancellation Guarantee

Copyright © 1996-2021 Hill Training Ltd. All Rights Reserved.

Nicholas Hill gives you a toolbox, which helps you to GET AHEAD and stay ahead.

Success Resources Official Promoter for ALAN SUGAR, RICHARD BRANSON, TONY ROBBINS

Nicholas Hill helps you achieve and maintain your CUTTING EDGE in these changing times.

PAUL McGEE Bestselling Author of ‘SUMO’ and ‘How to Succeed With People’

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Original and Comprehensive

COURSE PORTFOLIO

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SUBJECTS PARTICIPANTS DURATION DELIVERY CLASSIFICATION

Sales, Marketing, Customer Service, Leadership, Management Senior Managers Two Days Abridged • Four Days Unabridged (Per Course) Worldwide Classroom • Video Conferencing In-House Course • 1-2-1 Programme • Scheduled Masterclass

COURSE CATEGORY

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TEAM LEADERSHIP

Leader Coaching™ Leader Elevation™ Leader Presentations™ Leader Linguistics™ Leader Eloquence™ Leader Kinesics™ Leader Longevity™ Leader Optimism™ Leader Profiling™ Leader Rapport™

Leadership Coaching Influential Leadership Leadership Presentations Persuasive Communication Eloquent Communication Non-Verbal Communication Principled Leadership Organisational Culture Leadership Psychometrics Interpersonal Skills

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TEAM MANAGEMENT

Leader Negotiations™ Leader Diplomacy™ Leader Productivity™ Leader Compassion™ Leader Reconciliation™ Leader Delegation™

Leadership Negotiation Difficult People Management Performance Management Team Stress Management Conflict Management Task Delegation

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OPERATIONS MANAGEMENT

Leader Efficiency™ Leader Financials™

Time Management Financial Management

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STRATEGIC MANAGEMENT

Leader Achievement™ Leader Adaptation™ Leader Survival™ Leader Visioning™

Project Management Change Management Crisis Management Visionary Leadership

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PERSONAL DEVELOPMENT

Leader Intelligence™ Leader Resilience™ Leader Assertiveness™ Leader Composure™ Leader Recuperation™ Leader Attraction™

Cognitive Psychology Emotional Intelligence Leadership Assertiveness Personal Stress Management Burnout Recovery The Law of Attraction

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SALES MARKETING CUSTOMER SERVICE

Sales Escalation™ Sales Linguistics™ TBC TBC

Consultative Sales Persuasive Communication World-Class Customer Service Strategic Marketing

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* Coming soon in 2022

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Nicholas Hill provides unique, PRACTICAL AND ESSENTIAL tools for today’s leaders and managers.

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+44 (0)20 7993 9955 info@hilltraining.com nicholashill.com professionalleader.com nicholashill.net in/nicholashill @nicholashill

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Nicholas Hill is a profound trainer who influences people to take POSITIVE ACTION. C. Thompson, CEO, DALE CARNEGIE Multimillion Bestselling Author of ‘How to Win Friends and Influence People’

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