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Selling Skills Fast Track

Activia Training
Course summary
1 day
249 GBP excl. VAT
English
Birmingham, Bristol, Leeds, Leicester, London, Manchester - Show all  
Next available date: Enquire for more information - Leicester
Professional Training

Course description

Our Selling Skills Fast Track course will push your Selling Skills skills to a new level.

This highly intensive one-day course takes delegates through the major elements of making a success in sales.  It provides an understanding of how the sales process works, moving through the structure of how to sell effectively and finishing with a treatment of the importance of relationship building for long term success.

Training Course Content

Introduction and Course Overview
  • About the Course
  • Learning Objectives
The Sales Process and AIDA
  • The Four Steps of a Sale
  • How the Sales Cycle Works
  • The Sales Process - A Prcatical Example
  • Outline of the AIDA Model
  • ATTENTION - Gettion your Customer's Attention
  • INTEREST - Creating Interest in your Customer
  • DESIRE - Motivating People to Buy
  • ACTION - Closing the Sale
Core Selling Skills
  • Core Attributes You Need to Succeed
  • Communications Skills in Sales
  • Questioning Skills
  • Types of Questions
  • Listening Skills
  • Levels of Listening
  • What to Avoid
  • Getting Organised for Sales
People Buy From People
  • How People Make Buying Decisions
  • The Rules of Likeability
  • The Importance of Empathy
  • Building Trust and Rapport
  • What Makes People Buy
  • Other Reasons People Buy
Action - ABC: Always Be Closing
  • Asking for the Business
  • Buying Signals
  • Effective Closing Techniques
  • Types of Close
  • Framing the Close
  • Pitfalls When Closing the Sale
  • Trial Closing
  • The Most Poerful Word in Sales
  • Getting Repeat Business
  • Maximising Profit
Handling Objections
  • The Four Types of Objection
  • Good Practice when Dealing with Objections
  • Poor Practice when Dealing with Objections
  • Objection Handling with the LAAC Process
Advanced Selling Techniques
  • Cross Selling
  • Up Selling
  • Value Added (Suggestive) Selling
  • Advancing Opportunity
  • Exceeding Customer Expectations
  • Lifetime Value
  • Giving Recognition
Negotiation Tactics
  • Basic Negations Quiz
  • Positional Bargaining or Principled Negotiation
  • Problems with Positional Bargaining
  • Opening Up the Negotiation
  • Reverse Psychology in Negotiation
Building Profitable Relationships
  • The Leaky Bucket Problem
  • Identifying Key Individuals
  • Prospecting
  • Influencers and Decision Makers
  • Talking to the Right People
  • Making that Good First Impression
  • How to Win Friends and Influence People
  • Dale Carnegies Six Principles of Relationship
  • Whats In It For Me? (WIIFM)
  • Honesty and Integrity
Your Personal Action Plan
  • Statements of Intent
  • Further Notes

About provider

Activia Training

Activia Training

When you organise your training, you need a partner who is able to deliver the skills improvements you need, and Activia have grown into a major UK provider on the strength of excellence in key areas. Whether it's competitive prices,...


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Reviews

Average rating 4.9

Based on 14 reviews

Daniela
(5)
The trainer was lovely and provided exactly the tips and tricks we were hoping to get.
Angharad
(5)
Good course with useful tips for me to use on a daily basis with clients
Annette
(5)
The teacher was great and really helpfull.
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Reviews
Course rating
(4.9)
Based on 14 reviews
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