Sales Skills – A Course in Generic Sales Techniques

Course Overview:

This sales course can be presented at a basic, intermediate or advanced level, over 2 or 3 days. It teaches a mature structured approach to selling. With emphasis on the human aspects of selling, building rapport, asking questions, understanding & developing customer needs and influencing the Closing Criteria.

Delegates are taught the importance of qualification prior to and during the sales process. Classic techniques such as social styles, handling objections and closing techniques are discussed in depth. Most importantly this course gives the sales person a structure to enable them to remain focused, efficient, positive and in control during the sales cycle. As well as giving tips on building and monitoring their sales career.

Who Should Attend:

Anyone who is either in sales, sales management, who would benefit from revision and new ideas. As well as someone who is considering a career in sales.

Course Content:

Role of the Salesperson

• The Changing Role of the Salesperson
• The Psychology of Success

Consultative Selling & Skills 

• Competence
• 6 Steps to a Consultative Sale
• Responding to the Clients Needs
• Consultative Selling Theory
• The Sales Process
• Levels of Competence

Telephone Skills

• Communication
• The 3 Key Elements
• Telephone Customer Relations
• Etiquette & Helpfulness
• Dealing with Complaints
• Script or No Script?

Prospecting (Finding the Customer)

• Telephone Techniques
• Getting the Appointment
• Building Rapport
• Self Evaluation

The 5 Dynamic Skills

• Establishing Credibility & Rapport
• Interpersonal Skills/Social Styles
• Listening Skills
• Identifying Needs
• Presenting Features/Benefits

Handling Client Resistance

• Objections
• Scepticism
• Indifference

Closing Skills

• Timing
• Buying Signals
• Skill Model for Closing
• The Close

Referrals

• When/Where/How
• Value of Referrals

Follow Up

• Whose Responsibility is it?
• Courtesy Calls
• Delivering the Promise

Business Planning

• Your Own Mission (WDYNFY/WDYWFY)
• Dealing With Targets
• The ½ Hour Business Plan
• Implementing & Monitoring the Plan
• Interpreting the Statistics

Time Management

• Planning Time
• Recognizing Timewasters
• Tips for Effective Time Management

Stress Management

• Dealing with Stress
• Danger Signals at Work/Home
• Coping with Stress

Course Duration

Two or Three days

Certification

Certificate of Attendance

London: 020 8819 9561
Manchester: 0161 660 7660
Glasgow: 0141 530 7710
or call free on 0800 31 88 35

e mail: info@trainingworld.co.uk

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