Essential Sales Skills for Professionals
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Essential Sales Skills for Professionals Course
Introduction:
Don't lose out on sales opportunities due to poor sales techniques! Many opportunities are missed when salespeople provide excessive information, overload the sales pitch, fail to understand client needs, or only focus on product features instead of highlighting the benefits. The most effective salespeople keep it simple.
They ask the right questions and actively listen to their customers' needs. They then focus on selling how their product or service can fulfill those needs and provide customer satisfaction. Instead of getting caught up in technical details, they emphasize the value it brings to the customer.
Course Objectives:
By the end of the Essential Sales Skills Training course, participants will be able to:
- A clear understanding of the Sales Process
- Techniques for Approaching the Customer and Building, as well as Maintaining, Customer Relationships
- Effective communication skills, questioning & listening techniques and how to successfully identify customer's need & meet those needs
- Confidence in generating sales within their own work situations
- Successful Closing & Negotiation Skills, used in negotiation to a satisfactory close Techniques for overcoming common customer objections and winning the sale
- Key Selling Skills, using the techniques covered during the course
Who Should Attend?
Essential Sales Skills Training course, is ideal for:
- Field sales people
- Business to business sales people
- Sales people who need a refresher
- New sales people
- Client relationship managers
- Internal telesales people
- Account managers
- Business development managers
- Commercial managers
- Sales people
Course Outlines:
What is Selling?
- Understanding the sales process
- Sales pipeline
- Appraisal skills
- The Sales Cycle and how to build rapport
- Understanding and dealing with different types of customer
- Recognizing Customer ‘Key Drivers
- ’Individual selling styles
- Dealing with difficult negotiations and situations
- Non-verbal communication skills: body language, relative positioning
Communication skills
- Differentiating yourself from the competition whilst maintaining integrity
- Objective setting
- Verbal communication skills: intelligent questioning, listening and challenging. ‘Pushing’ and ‘Pulling’
- Understanding margin, mark-up, gross profit and net profit
- Knowing when and where to discount. Gaining advantage from discounting
‘Pushing’ and ‘Pulling’
- Understanding margin, mark-up, gross profit and net profit
- Knowing when and where to discount. Gaining advantage from discounting.
- Handling Objections
- Closing the Sale
- Telephone Sales: Techniques for generating a positive initial customer perception on the telephone
- Turning telephone enquiries into sales
Appraisal skills and Sales appointments and meetings
- Structuring the sale
- Effective sales presentation techniques
- Advancing the sale – measuring progress in the sale
- Questioning, listening and giving feedback
- Practicing the key skills in conducting an appraisal
- Each participant takes the role of appraisee, appraiser and observer using a checklist
Performance appraisal documentation and follow up
- Reviewing internal performance appraisal documentation
- Providing follow up to the appraisal and frequency
- Preparing for the performance appraisal meeting