Getting the Business and Keeping it - Video

Is your sales team reaching their full potential?

This training video shows sales experts in action – revealing their approach to lasting sales success. Divided into five parts for maximum flexibility, the programme can be shown as a complete course or specific sessions according to individual skills and needs.

There is a sequence for each session, showing how sales experts apply the relevant skills to their best advantage.

Session 1 – Getting started

• Making appointments by telephone
• Preparing for an interview
• Establishing buyer’s and seller’s roles and company credibility
• Getting the signal to proceed with the interview

Session 2 – Investigating ‘the gap’

• developing the various questioning techniques
• listening skills
• investigating to identify the buyer’s professional/ personal concerns
• summarising ‘the gap’ and its consequences

Session 3 – Making the presentation

• Structure of the presentation
• Using features, advantages and benefits
• Seeking ‘little agreements’
• Projecting enthusiasm, conviction and confidence

Session 4 – Getting the decision

• Gaining customer commitment
• Techniques for asking for the decision
• Making silence work for you

Session 5 – Controlling the interview

• Setting interview objectives
• Differentiating between distractions and objections
• overcoming distractions and objections

Who could benefit?

• Staff new to sales
• Experienced sales people

Key learning areas

• Preparing for a sales interview
• Making appointments by phone
• Key listening and questioning skills
• Pinpointing the buyer’s personal and professional concerns
• Structuring and staging a presentation
• Gaining the customer’s commitment
• Staying in control of a sales interview

Running times

Main video 63 minutes
Summary video: 45 minutes

Presenter’s Guide: Session Plans, OHPs and Handouts (printable from CDROM)

Cost: Video and CDROM Prices
International orders please email for cost
Bulk Discounts Available

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Glasgow: 0141 530 7710
or call free on 0800 31 88 35

e mail: info@trainingworld.co.uk

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