SALES SKILLS

Selling skills I - An introduction to selling

Who will benefit: This course is suitable for individuals new to the sales function as well as people with some sales experience but who have had no formal training.

Objectives: By the end of the course participants will be able to:

• Adopt a positive sales attitude

• Goal setting and milestones

• Identify the Features Advantages and Benefits of your product

• Carry out the preparation required for a successful call

• Use questioning and listening techniques effectively

• Identify both verbal and non-verbal buying signals

• Handle and overcome objections

• Close the sale

 

(2 DAY WORKSHOP)

Selling skills II - Advanced selling skills

Who will benefit: This course is targeted at field-based salespeople and those who want to refresh their current selling skills.

Objectives: By the end of the course participants will be able to:

• Building rapport using verbal, non-verbal and representational systems

• Effectively identify and meet the needs of the customer by using advanced questioning techniques

• Identify and use a communication style appropriate to capture and maintain the buyer’s attention, enthusiasm and interest

• Matching FAB with client needs

• Construct professional answers to questions and possible objections

• Present their products and/or services with the buyer in mind

• Recognise and overcome major buyer and objection types

(2 DAY WORKSHOP)

 

Selling through non-sales staff

Who will benefit: Any person with direct customer contact either face-to-face or on the telephone, including accounts staff, service engineers, customer service staff, designers and planners, technical support staff, drivers and warehouse staff.

Objectives: By the end of the course participants will be able to:

• Recognise the importance of their role in assisting the company’s overall sales effort.

•Providing excellent customer service to enhance the Brand.

• Recognise customer buying signals and respond

• Present their company’s products and/or services with the buyer in mind

• Identify and communbicate sales information

(1 DAY WORKSHOP)

Telephone selling

Who will benefit: Telephone sales staff who are actively pursuing sales or dealing with incoming orders over the telephone.

Objectives: By the end of the course participants will be able to:

• Identify why people buy

• Prepare for the call

• Gain access to the decision maker

• Apply call structure

• Communicate effectively using questioning and listening skills

• Handle and overcome common objections

• Spot verbal buying signals and act upon them

(2 DAY WORKSHOP)

Effective negotiation skills

Who will benefit:Those involved in negotiations with internal or external customers, buyers and complainants.

Objectives: By the end of the course participants will be able to:

• Understand the importance of preparation

• Use the stages of negotiation to work towards a win-win situation

• Explain the different styles of negotiating

• Establish both their and the other party’s bargaining positions

• Effectively close and confirm the negotiation

• Demonstrate appropriate negotiation techniques

(2 DAY WORKSHOP)

Managing a sales team

Who will benefit: This course is designed for individuals who are, or will be responsible for, managing a sales team and the actions required to build, develop and control a motivated and target achieving sales team.

Objectives: By the end of the course participants will be able to:

• Understand the role and responsibilities of the Sales Manager

• Define and set objectives to generate sales activity

• Plan and deliver effective sales meetings

• Understand the main principles of motivation

• Understand the dynamics involved in building a successful team

(2 DAY WORKSHOP)