Who should attend
Suitable for new, prospective and existing sales people with little or no formal training who need the best possible understanding of the sales process. On return to the workplace, delegates will be able to sell with confidence, enthusiasm and determination. This course is not for experiences sales people.
About the course
This course workshop provides a sound foundation to the skills and qualities needed to turn opportunities into result. Individual’s needs and objectives are met through sharing experiences and stimulating interactive sessions.
This course will provide the basic skills and knowledge required to kick start a successful career in sales. Interactive practice sessions will enable the development of skills in a safe environment. Elements of sales psychology will help participants to understand why their customers react and how to deal with them, enabling them to build more rewarding relationship. Delegates will learn from an experienced facilitator with a successful sales background and take away a handy manual of the course.
## Course Objectives
By the end of the course participants will be able to:
Develop a powerful sales structure what will improve their sales result
Understand how sales psychology affects them and the buyer
Develop the key skills of successful sales people
Complete a self assessment of future development needs
Match their sales style to the buyer style
Guide their customer through the sales process overcoming objections through problem solving techniques
Present their products that solve the customer problems
Identify the most suitable communications to match their customer types
Build a sales kit of tools and models that work
Create their personal development plan to take back to the work place
## Course Outline
What is selling?
What makes people buy?
The skills and qualities of the successful salesperson
Conducting a personal audit of your strengths and weaknesses
The market, your product and you
Knowing your products and services their strengths, weaknesses and unique features
Distinguishing between your products features and benefits
Know the market you’re selling to
Designing your personal sales plan
Plan for a successful sales meeting
Classifying your prospects and planning your activities
Establish your call objectives
Identifying the decision maker
Developing the right mind set
Face to face or telephone meetings
The successful sales meeting or calls
Using a powerful sales process to guide the meeting
Creating a buzz by linking the benefits to the customer’s needs
The importance of personal presentation
Assessing the customer’s style and behavior
Building your confidence to communicate with people at all levels
Adapting your body language and approach for maximum impact
Motivating the customer to listen
Making the appointment t- do’s and don’ts that work
Appointments by telephone
Talking to the right person
Using questioning and listening techniques to establish real needs
Preparing sales strategies and adapting your approaching accordingly
Handle objections using APAC and secure the sale
Identifying the real objection
Overcoming the most common objections with a variety of techniques
Recognizing an objection as a buying signalStep by step commitment buildin
Asking for the order when and how
Allowing the customer to make decision when to speak and when to stay silent
Identifying the opportunity for future sales and referrals
Personal development and life skills
- Working on your weaknesses and building on your strength
Videos and materials
Because of COVID-19, many providers are cancelling or postponing in-person programs or providing online participation options.
We are happy to help you find a suitable online alternative.