Follow Us :

Successful Selling Techniques

Course_Reference: 
HFSTQ2
Manufacturer: 
0
Training_Provider: 
23
Summary: 

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.

Keywords: 
Selling Techniques,Successful Selling Techniques,structured sales approach.enhance sales performance

Software Vendor

IT Technical

Business Skills