Sales Skills (4 day)

Course Overview

This course will bring new salespeople up to speed to ensure they are contributing to their organisation as quickly as possible. To achieve this the course will concentrate on equipping you with proven techniques that you can immediately use in your own sales environment.

Audience

Aimed at new or inexperienced sales people who wish to become more successful from gaining a structured approach to the sales process. More experienced sales people also benefit from the disciplined approach they often forget.

Skills Gained

This course will help your organisation by reducing the learning curve for new or inexperienced sales people by exposing you to realistic sales situations that you will meet. To assist with results this course provides a range of techniques aimed towards improving your closing skills. Your organisation will benefit by producing positive salespeople who are able to create profitable business opportunities.

You will learn how to:

• Set business and personal objectives through proper planning
• Apply a structured framework to your sales process
• Undertake pre-visit research and prospecting
• Make successful telephone appointments with prospect customers
• Get the customer meetings off to a good start with a planned introduction
• Use appropriate questioning techniques and listening skills
• Understand exactly what the customer wants to buy, matching benefits as needed
• Make good demonstrations, organise factory visits and use brochures and visual aids to maximum effect
• Anticipate objections and work up strong responses
• Use and read body language and interpersonal skills to influence the buyer
• Understand how to build better relationships and develop customer care philosophies
• Use account management philosophies with existing customers
• Close more positively, not leaving things up in the air and recognise every contact as a step towards this