Sales Skills: Communication: Successful Techniques

Course Overview

This interactive two day course enables you to quickly develop the skills and techniques that can make a big difference to your performance. The course focuses on building effective relationships with customers and successfully closing the sale. Exercises and ''real life'' role play sessions enable detailed feedback on sales skills needed to sell your own products in your market place.

Audience

Those with little formal sales training or who are looking to refresh and extend their current sales approach. This course will bring each delegate''s sales skills up-to-date.

Skills Gained

By the end of this course you will be able:

• Develop questioning models that challenge and involve your customers.
• Adapt your sales style to match the customer.
• Understand the buying process and identify the decision makers.
• Make effective cold calls that produce appointments.
• Develop appropriate tactics to match the type of sale.
• Practise and review your sales techniques.
• Gain and retain the customer''s attention.
• Develop your sales conversations.
• Increasing the customers perceived value of your product/service.
• Produce your own personal development plan.

Course Outline

Preparing for Sales Success

• Positive thinking - planning to succeed
• Knowing your product/services - preparing to meet all objectives

Managing the Sales Process - Successfully Meeting the Client''s Needs

• Understanding why customers buy - needs and added value not wants and features
• Opening the sales interview - and building rapport
• First impressions - why should they buy from you?
• Gaining and retaining the full attention of the customer
• Probing and identifying real needs
• Matching customer needs and wants to products and services available
• Recognising buyer signals

Techniques fro Professional Selling

• The sales relationship cycle - building the relationship with your client
• Offer analysis - putting together the different elements of the offer for maximum benefit
• Understanding the ''SALES'' process
• Reading and using non-verbal communications effectively
• Decision Making and the Key Influencers

Negotiating with Confidence

• The key issues in planning and preparing
• Avoiding price becoming the only issue
• Tactics to strengthen your position
• Concessions - how to get something in return
• Responding to tactics used against you
• Using fall back positions to your advanatge

Successfully Closing the Sale

• Recognising and seizing opportunities
• Adapting your sales style to the needs of the customer
• Anticipating objections
• Getting to the real reason for objections - and overcoming them
• Handling objections using APAC
• Creating a long- term relationship - establishing customer service

Personal Development

• Preparing a personal action plan

Sales Skills: Communication: Successful Techniques / STQ2