Introduction to Sales - From Emerging Salesperson to Buying Advisor (2 Days)

Day 1

• 09:30 - 10:00 Coffee & Course Objectives
• 10:00 - 11:00 What do we need to do to identify our marketplace and then promote our products and services?
  • Too often we do not focus on profiling our market and identifying exactly who our potential customer is. We need to really focus on who they are, what they do, the literature they read, where they shop. By doing this, we are better able to tailor our marketing to capture their attention and see a stronger Return on Investment.
• 11:00 - 11:15 Coffee Break
• 11:15 - 13:00 How we break the sales process down into smaller, more manageable steps?
  • A step by step process enables us to structure the time and effort we put in
• 13:00 - 14:00 Lunch
• 14:00 - 15:00 Confidence, Enthusiasm and Belief
  • There are times when even the most experienced salesperson can become despondent. Here we will look at how we can keep our motivation high and our work on track.
• 15:00 - 15:30 Planning and prioritising
  • How do we work out our day? What needs to happen, each and every day, to ensure that we can fill the sales ‘pipeline’ and ensure that we can deliver all that we have promised?
• 15:30 - 16:30 Individual 12 month Sales Activity Plans
  • What are our objectives? How will we achieve them? Who will we be targeting? How will we approach them? How will we measure success? Just some of the questions that we need to answer.

Day 2

• 09:45 - 10:00 What Works in Selling?
  • We need to step into the buyer’s shoes. It is important that we make it as easy as possible for them to work with us. What more can we do to help the buying process?
• 10:30 - 11:30 Establishing Interest, Rapport and Trust
  • Once we have identified the needs of the potential client, how do we ensure a long term relationship with them? What will keep them loyal?
• 11:30 - 13:00 Questions that Lead to Business
• 13:00 - 13:45 Lunch
• 13:45 - 14:15 Listening for Buying Signals
  • Again, talking too much means that we often work harder than we need to. We miss the moment when the buyer is assured and wants to work with us.
• 14:15 - 14:45 Overcoming the fear of objections
  • A lot of salespeople fear objections. Here we look at how we can pre-handle the objection or fully explore the cause rather than just deal with the difficulty. It enables us to avoid one-sided concessions and helps to maintain a healthy margin.
• 14:45 - 15:45 Securing the Decision
  • We have done all the work and now we have to ask for the business! This is crucial and yet is the part that most salespeople fall down on. They are worried that by asking, they may ruin the relationship. We need to overcome that fear and identify the right time to do just that!
• 15:45 - 16:30 How to be a ‘Customer Champion’
  • Our reputation is key. We spend an absolute fortune on attracting buyers to us. In order to maintain an excellent reputation that can reduce our marketing spend, we need to ensure that our existing clients would not dream of going anywhere else. How do we do that?
• 16:30 - 16:45 Summary & Action Plans Agreed
  • Time to agree the actions we intend to take, when we intend to complete them by and who else needs to be involved.