Sales Skills (3 day) (Residential)

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Course Overview

This course will teach new sales people the fundamentals of good sales techniques such as how to build a rapport; leading the customer towards the buying decision and finally closing the deal. The course will deal with how to handle objections, negotiation skills and gaining ongoing commitment by understanding how to manage the client relationship effectively.

Audience

This is an essential course for all those new to sales and those wanting to revise the fundamental principles of good sales behaviour.

Skills Gained

• An understanding of the qualities of a successful sales person
• The ability to control any sale with a structured approach
• The verbal skills to demonstrate your capabilities both over the phone and face to face
• Skills to overcome objections
• A knowledge of the steps to successful negotiation

Course Outline

• Discover the model of successful negotiation and work through the important three factors: stages of negotiation, planning the negotiation, styles of influence
• What makes a great salesperson?
• The 3 Ps - the qualities that underpin sales
• Sales behaviour - what works and what doesn't
• Preparing for your sale - understanding the client -research techniques
• Communication - the development of verbal and non-verbal techniques
• Making the right first impression
• Developing rapport through active listening techniques
• Opening the meeting - "do's and don'ts"
• Telephone selling - making an impact in the first 20 seconds
• A five part structure for taking control of the contact
• Questioning techniques - open and closed questions
• Understanding needs and how to facilitate the conversation so the client is ready to buy
• Selling your product and service - use of features and benefits - the 6 key benefits that clients look for
• Handling and overcoming objections - the 4 classic sales objections and how to deal with them
• Gaining commitment from your client Presentation skills - how to structure and deliver
• winning presentations
• Negotiation skills - the unbreakable rules of negotiating The negotiation ladder - examining tradeables and currencies
• Scenarios and practice throughout the course
• Action planning

Sales Skills (3 day) (Residential) / SS-INT3R