Some people naturally possess an ability to sell and others over time develop
their own style. We have created a highly practical course to give you the
confidence and ability to sell over the phone or face to face. We focus the
exercises, theory and discussion on your own job role and experiences to ensure
you can return to the workplace to deliver tangible results.
This 2-day course is designed for individuals who are new to selling, those in a
sales role but have not received any formal training, or professionals who would
like to brush up and enhance their current selling skills and learn some new
techniques.
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Course Syllabus
The syllabus of the Essential Selling Skills course is comprised of seven
modules, covering the following:
Module One
Understanding the Customer
* The importance of good customer care
* Selling vs. selling attitude
* The reasons people buy
* Adopting a positive approach
Module Two
Self-Awareness
* Understanding your selling style
* Adapting your selling style to your customer
* Understanding your customers buying style
Module Three
Effective Communication and Rapport Building
* Why does communication need to be effective?
* Actively listening to your customers' needs
* Right question at the right time
* The impact of positive and emotive language
Module Four
Taking a Consultative Approach
* Different styles of selling
* Taking a consultative approach to selling
* Preparation techniques
* Buyer behaviour and motivation
* A selling approach to match the buyers mind
Module Five
Presenting the Solution
* Selling the benefits
* Sales tool kit
* Unique sales points
* Advanced questioning techniques
Module Six
Gaining Commitment
* Recognising and acting upon buying signals
* Dealing with customers concerns
* No means no?
* How to cope in stressful situations
Module Seven
Confirming the Sale
* Confirming or closing?
* Effective confirming techniques
* Going the extra mile
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BENEFITS
FOR YOU AS AN INDIVIDUAL
This course will increase your confidence and ability to sell, having provided
you with tools and techniques to achieve maximum results. Delegates always leave
with fresh ideas, energy and motivation to succeed.
FOR AN EMPLOYER
The attitude of the delegates and the results they deliver will speak for
themselves. All techniques are easy to apply back into the workplace for an
immediate impact.
WHAT WILL I LEARN?
By the end of the course, participants will be able to:
* Appreciate the need for preparation before a sales appointment
* Effectively identify and meet needs with advanced questioning techniques
* Identify verbal and non-verbal buying signals
* Construct professional answers to questions and possible objections
* Present your products and/or services with the buyer in mind
* Identify and use a selling style appropriate to capture the buyer's attention
* Recognise and overcome major objection types
* How to apply effective confirmation techniques with the buyer in mind
REAL PLAY OPTION
We offer an innovative solution to engage the learners and bring real
negotiation and closing scenarios to life. We use actors who improvise scenarios
which have been specified by the group.
* The group is split the group into 2 sub-groups, one with the actor, the other
with the trainer.
* Each group has a brief and has to instruct their trainer/actor on how to
approach the scenario supplied.
* The actor and trainer perform the role play(s) as instructed by their
respective teams; however during the action they can be paused for further
recommendations or direction.
* The outcome is the responsibility of the team(s) - not the performers.
SCHEDULED COURSES
This course is not one that is currently scheduled as an open course, and is
only available on an in-house basis. For more information please contact us.