Introduction to Successful Selling Training Course
Duration
2 Days
What is this course about?
This is the ideal course for those who want a flying start to their sales career. Based upon competent and professional sales skills, delegates are taught how to sell without resorting to high pressure techniques.
The sales process, from prospecting to after sales service, is explained and delegates are taught the importance of developing a sales plan. The importance of responding to the customer's needs is stressed. Individual sales styles are assessed and each delegate develops a personal action plan for their future sales career.
Who would benefit?
Those new to the sales function and those with some experience but no formal training in selling.
Objectives
At the end of the course delegates will understand:
- The sales process - why customers buy
- How to prepare and plan a sale
- How to set appointments
- Strategies and techniques for presenting products and services
- The difference between telling and selling
- How to handle objections and close the sale
- A range of time management techniques for sales people
Key Topics covered
1. The vital role of the sales person
- Your role in the profit making
- What makes a professional sales person
- Difference between 'Telling and Selling'
2. Research and setting objectives
- Making the most of your time
- Setting a realistic plan
3. Decision makers
- How to identify the correct people
- How to make successful appointments
4. Probing techniques
- Correct use of questions
- Identifying client's needs
5. Presenting your case
- How best to present the benefits not features
- Matching your solution to their needs
- How best to quote your price
6. Closing the sale
- Understanding buying signals
- Developing a range of closing techniques
- Gaining commitment
7. Objection handling
- Understanding True and False objections
- Identifying objections in your business
8. Customer behaviour patterns
- How this affects the buying and selling process
- Body language in business
9. Practical sessions
- Individual role play and syndicate exercises
- Delegates have the opportunity to carry out a situation of their choice
