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An Introduction To Successful Selling

Course_Reference: 
REEISS
Manufacturer: 
0
Training_Provider: 
35
Summary: 

This is the ideal course for those who want a flying start to their sales career. Based upon competent and professional sales skills, delegates are taught how to sell without resorting to high pressure techniques. The sales process, from prospecting to after sales service, is explained and delegates are taught the importance of developing a sales plan.

Audience: 

Those new to the sales function and those with some experience but no formal training in selling.

Objectives: 

  • The sales process
  • Why customers buy
  • Preparing and planning a sale
  • Appointment setting
  • Product presentation
  • The difference between telling and selling
  • Objections handling
  • Closing the sale
  • Time management techniques

  • The vital role of the sales person
  • Research and setting objectives
  • Making the most of your time
  • Understanding what it is that makes customers buy
  • Identifying decision makers and the correct use of questions to identify sales opportunities
  • How best to present your case using benefits not features and how best to quote your price
  • Buying signals and closing the sale
  • Developing a range of closing techniques to meet individual sales situations
  • Video: The Un-organised Sales Person
  • Understanding why objections occur, the need to look for the hidden reasons
  • Handling and overcoming objections
  • Customer behaviour patterns and their effects on the buying and selling process
  • Making successful cold call appointments
  • Individual role-play and syndicate exercises delegates have the opportunity to plan and carry out a real situation of their choice
  • Body language in business video Silent Signals
  • Putting it all into practice

Description: 

This is the ideal course for those who want a flying start to their sales career. Based upon competent and professional sales skills, delegates are taught how to sell without resorting to high pressure techniques

Software Vendor

IT Technical

Business Skills