Selling Skills
Description: This programme is designed to encourage salespeople to use skills and sales techniques that have been proven time after time. It also aims to improve their personal motivation to help them sell more professionally. Achievement of these goals generates a positive impact for their employer.
Prerequisites:
- Participants will generally have limited practical sales experience but no previous structured training or may be seeking a refresher programme for their selling skills.
Pre Call Planning:
- Managing a sales team
- How to exploit new areas for business through effecive prospecting and business development
- How to clarify the necessity of having clearly defined call objectives
Time/Territory Management & Journey Planning:
- An outline of the definite procedures for making most effective use of time, mapping your territory for effective management.
Prospecting and Business Development:
- A review of appropriate plans and systems. An outline of a definite procedure for developing new business using the telephone to make appointments.
Sales Presentation Skills:
- Emphasising the necessity for using a planned approach when in a face-to-face selling situation. Here participants are shown techniques for each stage of the sale.
Establishing Customer Needs:
- How to ask the right questions and not talk too much
- How to use probing questions and listen
- How to plan your questions
Presenting the Sales Case:
- How to put the story across in customer language
- How to use supporting sales aids and demonstrations
Answering Customer Objections:
- Identifying the most common objections, including "price", "I`ll think about this" etc. and preparing answers.
Closing the Sale:
- Analysis of why some salespeople are slow to close. Outline and examples of specific techniques for closing including, The Alternatice Close, The Assumptive Close, Minor Point Close etc.
After The Sale:
- The importance of delivering what you promised. Building customer relations to ensure repeat business.
The Selling Game:
- This session gives you an opportunity to practice the skills acquired on the course. This exercise is a specially designed case study which allows course participants to apply their skills in a "live" selling situation.