Book your Successful Selling Techniques Training Course
This two day course is being run four times between Thursday 22nd March 2012 and Monday 3rd December 2012 in London,
Book this course with us today from as little as £889.11 + VAT and with our price guarantee you can be confident of getting great value. Our team of experienced independent booking administrators will make the joining process painless and by providing feedback on your experiences you’ll also influence the Coursebookers independent course ratings.
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Locations/dates for this course
| Date | Location | Rating | Price | ||
|---|---|---|---|---|---|
| Thursday 22 March 2012 | London |  | Save £109.89 | £889.11+VAT | |
| Wednesday 13 June 2012 | London | | Save £109.89 | £889.11+VAT | |
| Monday 17 September 2012 | London | | Save £109.89 | £889.11+VAT | |
| Monday 03 December 2012 | London | | Save £109.89 | £889.11+VAT |
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Download Course OutlineSummary:
This two-day interactive workshop focuses on a dynamic sales process that will assist you to develop a more structured sales approach and enable you to quickly develop the skills and techniques that can enhance your sales performance.
Audience:
Suitable for those with little formal sales training or who are looking to refresh and extend their current sales approach. This course will bring each delegate's sales skills up-to-date.
Objectives:
By the end of this course you will be able to:
- Develop questioning models that challenge and involve your customers.
- Adapt your sales style to match the customer.
- Understand the buying process and identify the decision makers.
- Make effective cold calls that produce appointments.
- Develop appropriate tactics to match the type of sale.
- Practice and review your sales techniques.
- Gain and retain the customer's attention.
- Develop your sales conversations.
- Increasing the customer’s perceived value of your product/service.
- Produce your own personal development plan.
Preparing for Sales Success
- Positive thinking - planning to succeed
- Knowing your product/services - preparing to meet all objectives
Managing the Sales Process - Successfully Meeting the Client's Needs
- Understanding why customers buy - needs and added value not wants and features
- Opening the sales interview - and building rapport
- First impressions - why should they buy from you?
- Gaining and retaining the full attention of the customer
- Probing and identifying real needs
- Matching customer needs and wants to products and services available
- Recognising buyer signals
Techniques for Professional Selling
- The sales relationship cycle - building the relationship with your client
- Offer analysis - putting together the different elements of the offer for maximum benefit
- Understanding the 'SALES process
- Reading and using non-verbal communications effectively
- Decision making and the key influencers
Negotiating with Confidence
- The key issues in planning and preparing
- Avoiding price becoming the only issue
- Tactics to strengthen your position
- Concessions - how to get something in return
- Responding to tactics used against you
- Using fall back positions to your advantage
Successfully Closing the Sale
- Recognising and seizing opportunities
- Adapting your sales style to the needs of the customer
- Anticipating objections
- Getting to the real reason for objections - and overcoming them
- Handling objections using APAC
- Creating a long- term relationship - establishing customer service
Personal Development
- Preparing a personal action plan
Description:
This two-day interactive workshop focuses on a dynamic sales process that will assist you to develop a more structured sales approach and enable you to quickly develop the skills and techniques that can enhance your sales performance.
Hemsley Fraser
Hemsley Fraser is a highly dedicated global innovator and leader in learning and people development. All courses are designed and delivered by highly skilled and knowledgeable consultants who are passionate about helping people learn. With over 32,000 customers worldwide and with an impressive portfolio with courses in excess of 1,700 unique subjects.
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