Effective sales training is crucial for any business, whether you are selling a product or service, before calling on customers, or dealing with them over the counter.

Sales staff need to be equipped with a solid understanding of accepted sales techniques such as relationship selling and consultative or value-added selling.

They equally need to be skilled to negotiate effectively to close sales.

This workshop is aimed at sales teams entrusted with the often challenging task of selling during difficult times.

Learning Gains:

1. The sales process
2. Implement effective sales techniques (face to face, telephonic etc.)
3. Communication skills
4. Meeting needs and expectations
5. Ensuring service excellence and value after sales
6. Building sales relationships with new and old customers
7. Selling features and benefits
8. Recognising buying signals
9. Negotiating skills
10. Closing sales deals

Course Content:

Introduction to sales: The role of the salesperson

The sales process – Prospecting and Preparation

• Selling in desperate times
• Steps to differentiation

Communication skills in sales – Managing first Impressions

• Body language
• The telephone and email etiquette; A bridge not a barrier
• Positive communication
• Must-ask sales questions
• Careful listening
• How to prepare an effective quotation
• Sales database – the key sales advantage

Understanding customer needs and expectations

• Motivating the customer to action
• Negotiating skills
• Problem solving

Selling features and benefits through purpose, value and passion

• The selling equation
• Forming strong relationships
• Traits and trust

Recognising buying signals

• Handling objections effectively
• Negotiating Skills
• Closing the sale
• Feedback and follow-through

Post mortem - Effects of losing a sale

Please note that this link is unique to you. Transferring this link to another user is an infringement of copyright. If you have subscribed to a course, the cost is per delegate, not per screen.