Sales Skills That Deliver Results
Pre-course activity
Thought-provoking pre-workshop activity that focuses on yourself, your product and your organisation.
What is Selling?
- What makes people buy?
- The skills and qualities of the successful salesperson
- Conducting a personal audit of your strengths and weaknesses
- Personal Motivation
The Company, Your Department and You
- Knowing your company - history and ethos
- Knowing your products and services - their strengths, weaknesses and unique features
- Targets - the part they play in achieving company objectives
- Designing your personal sales plan
Plan for a Successful Sales Meeting
- Classifying your prospects and planning your activities
- Using the sales cycle to review your objectives and targets
- Identifying the decision maker
- Making the appointment - do's and don'ts that work
- Appointments by telephone
- Talking to the right person
- Preparing sales strategies and adapting your approach accordingly
Build Rapport with Your Customer
- The importance of personal presentation
- Assessing the customer's style and behaviour
- Building your confidence to communicate with people at all levels
- Adapting your body language and approach for maximum impact
The Successful Sales Meeting
- Using a powerful sales process to guide the meeting
- Using questioning and listening techniques to establish real needs
- Distinguishing between your product's features and benefits
- Creating a buzz by linking the benefits to the customer's needs
- Personalising your presentation
- Presenting your package using persuading and influencing skills
Handle Objections Using APAC and Secure the Sale
- Identifying the 'real' objection
- Overcoming the most common objections with a variety of techniques
- Recognising an objection as a buying signal
- Step-by-step commitment building
- Asking for the order - when and how
- Allowing the customer to make the decision - when to speak and when to stay silent
- Identifying the opportunity for future sales and referrals
Personal Development and Life Skills
- Working on your weaknesses and building on your strengths
- Committing to change on return to the workplace