Sales Skills for Technical Staff

Course Overview

With tougher competition and increasing customer expectations, selling is becoming more complex than ever. Solutions-focused salespeople who provide value and build lasting partnerships are essential for success. By addressing these challenges, this practical programme will ensure you operate professionally and profitably in even the most competitive selling situations.

Prerequisites

None.

Course Outline

Prepare effective call structures - pre-call research and planning to ensure you talk confidently and knowledgeably to your customers

Sell by Objectives - establish clear, achievable objectives for every call to your customers

Apply Offer Analysis and You Appeal according to your customers motivations - present the features of your offering as relevant benefits to your customers

Negotiate effectively - justify your price and close the business profitably

Manage yourself and your time - maximise your effectiveness to get the most out of the time you have with your customers

Question effectively and listen to the answers - ask the right question at the right time to fully understand