Course description
How many sales opportunities are lost through poor technique? Too much giving of information, and overloading the sales pitch, failing to identify the client need and want, or failing to identify and articulate the benefits of the product or service to the client, merely talk about the features.
The best salespeople are those who keep their sales story simple. They ask the right questions, and then listen very carefully to what their customers say they want, and then sell them on what their product or service will do for them. Not what it is, how it does it or what it is made of, but what it will do for that customer to satisfy their identified needs.
Upcoming start dates
Upcoming start dates
Suitability - 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
Outcome / Qualification etc.
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 closeTechniques for overcoming common customer objections and winning the sale
- Key Selling Skills, using the techniques covered during the course
Training Course Content
Day 1
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
- Recognising Customer ‘Key Drivers
- ’Individual selling styles
- Dealing with difficult negotiations and situations
- Non-verbal communication skills: body language, relative positioning
Day 2
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
Day 3
‘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
Day 4
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
Day 5
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
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London Premier Centre
London Premier Centre is a UK leading training provider based in London and specialises in international short courses. Our inspiring, comprehensive portfolio of more than 400 professional development courses and seminars covers a wide range of professions from Administration, Leadership,...