ISMM Certificate Qualification

Complete the Certificate in Sales & Marketing

ISMM Level 3 Certificate

If you’re in sales and are looking to improve your performance and at the same time receive an internationally recognised sales qualification then the ISMM Level 3 Certificate will achieve just that.

This qualification consists of 4 units and you will learn how to prepare for and deliver inspiring sales presentations, how to handle those objections more effectively, how to ask for the business in the right way and at the same time negotiate a great deal that will not harm your margins.

This qualification also looks at how to understand your buyers so you can change your approach depending on who the decision maker is and it also looks at the laws and ethics so you sell in the right way.

This qualification consists of:

Breakdown of each course:

Overview

At some point within your sales process you will need to present and discuss your solutions with your prospect.

You’ll need to do it in a way that involves the prospect and so they can really see how your product/service will benefit them.

Some sales people talk too much about irrelevant factors when presenting. This module will enable you to focus in on what matters most to the prospect and how to structure your presentation so it has the maximum impact.

Overall, this qualification aims to provide the necessary skills for preparing, developing and delivering sales presentations (or pitches) including considering the customer’s needs and preparing a presentation to meet those needs.

Contents

There are many rules that you need to adhere to when selling – do you know what they are? If you don’t there could be consequences for your company and yourself if you don’t!

You also have to sell in a way that is ethical or your reputation will be put at stake.

This unit aims to support learners in understanding the legal and ethical requirements in sales and understand the consequences of non-compliance for individuals, organisations and customers.

Module 1: Understand the laws affecting selling

  • Identify the laws affecting selling in an organisation
  • Describe how the laws affect selling in an organisation
  • Describe the consequences for self, organisation and customer if legal requirements are not complied with

Module 2: Understand the ethics of selling

  • Describe the qualities of an ethical sales person
  • Describe the benefits of selling ethically
  • Describe the importance of industry codes of conduct
  • Describe the consequences for self, organisation and customer if a sales person behaves unethically

Overview

At some point within your sales process you will need to present and discuss your solutions with your prospect.

You’ll need to do it in a way that involves the prospect and so they can really see how your product/service will benefit them.

Some sales people talk too much about irrelevant factors when presenting. This module will enable you to focus in on what matters most to the prospect and how to structure your presentation so it has the maximum impact.

Overall, this qualification aims to provide the necessary skills for preparing, developing and delivering sales presentations (or pitches) including considering the customer’s needs and preparing a presentation to meet those needs.

Contents

Module 1: Being able to prepare a sales presentation

With the help of this module you will be able to:

  • Identify the needs of the customer
  • Set objectives for the sales presentation ensuring they reflect the customer’s needs and interests
  • Assess the likely physical situation for the presentation and identify the most appropriate method of presentation
  • Identify and evaluate resources for delivery of the presentation
  • Prepare a presentation that includes unique selling propositions

Module 2: Being able to deliver a sales presentation

With the help of this module you will be able to:

  • Deliver an effective presentation
  • Provide the customer with opportunities to ask questions and raise objections
  • Listen and respond to questions from the customer
  • Gain commitment to proceed to the next stage of the sale

Module 3: Being able to evaluate a sales presentation

With the help of this module you will be able to:

  • Evaluate the presentation to identify lessons learnt which can be applied to future presentations

Overview

You will most likely be faced with resistance, excuses and objections on a daily occurrence! They come in all shapes, sizes and in different guises – some are more obvious than others.

The way that you approach and handle objections and the way that you can negotiate and close down a deal will ultimately lead to your success as a sales person so it’s an area that needs a lot of work on.

This qualification aims to provide you with the skills to handle and overcome sales objections and to negotiate in order to be able to close the sale effectively in a way that is mutually beneficial to both the customer and your own organisation.

Module 1: Being able to prepare to handle objections, negotiate and close the sale

With the help of this module you will be able to:

  • Plan to deal with a range of sales objections prior to dealing with the customer
  • Confirm authorisation to negotiate and prepare a negotiation plan
  • Identify methods of closing the sale

Module 2: Being able to handle objections

With the help of this module you will be able to:

  • Identify any issues that are preventing the customer agreeing the sale
  • Explore issues with the customer to identify and prioritise concerns
  • Provide evidence to the customer of the strengths of the company’s products or services
  • Confirm that the customer is in agreement with how the objection(s) can be overcome
  • Respond to verbal and non- verbal buying signals

Module 3: Being able to negotiate with the customer

With the help of this module you will be able to:

  • Carry out negotiation according to plan
  • Inform the customer when no further adjustment is available

Module 4: Be able to close the sale

With the help of this module you will be able to:

  • Apply a trial close
  • Respond to any further objections and concerns
  • Use questions to identify potential opportunities for add-ons, up-selling or cross-selling
  • Close the sale and summarise agreements

Overview

Getting to the decision maker and influencing the main decision maker is the name of the game in sales.

You will need to work out how to find and approach the decision makers you need and then know how to influence them.

Whether they make the decisions themselves or as part of a team (the decision-making unit) you will need techniques and strategies to accomplish your goals.

Knowledge of buyer behaviour will enable you to identify appropriate methods of contact and present appropriate solutions depending on who is involved in the sales decision.

This qualification aims to provide you with the knowledge and understanding necessary so you can respond to different members of the decision-making unit, whether in consumer markets or organisational markets.

Module 1: Understand buyer decision making processes and their impact on the sales cycle

With the help of this module you will be able to:

  • Explain how the consumer buying decision-making process affects the sales cycle
  • Explain how the organisational buying decision-making process affects the sales cycle
  • Explain how each role of the decision-making unit impacts on the sales cycle

Module 2: Understand how to respond to the buyer at each stage of the decision making process

With the help of this module you will be able to:

  • Describe how to differentiate between and respond to each member of the decision-making unit in a sales situation
  • Describe how to present solution(s) to meet the needs and wants of each member of the decision-making unit

FAQ’s & Booking Information

How is this course delivered?

The course is delivered online. You will need an internet connection to access the material and you can then work through the course as and when you like.

Your virtual trainer will take you through each of the sessions backed up with eye catching visuals so the learning really sinks in. There are exercises to complete as you work through each of the sessions to help you to understand the concepts and you can download and print the materials off if you’d like to make notes.

How will I be assessed?

If you are currently in a sales position then you will be required to provide work based evidence to demonstrate your understanding. If you are not currently in a sales role, you will be required to complete a case study assignment.

How long will I have to complete the course?

Upon receiving access to the materials and your login to complete the course you will have up to 6 months to complete the course.

How long is the course?

The course will take you approximately 16-20 hours to complete to include the online learning sessions, exercises and work based evidence/assignment.

How much will it cost?

£795 + vat

What qualification will I receive?

Upon successfully passing the qualification you will receive:

Next steps:

If you have got any questions please:

Call: +44 (0) 800 849 6732

Email: info@mtdelearning.com