Course code: SFS1 - call 0845 071 2801
Overview
Course duration: 3 days.
This enjoyable three day workshop provides a sound foundation to the skills and qualities needed to turn opportunities into results. Individuals' needs and objectives are met through sharing experiences and stimulating interactive sessions.
This workshop will provide the basic skills and knowledge required to kick-start a successful career in sales. Interactive practice sessions will enable the development of skills in a safe environment. Elements of sales psychology will help you to understand why your customers react and how to deal with them, enabling you to build more rewarding relationships. Delegates will learn from an experienced facilitator with a successful sales background. Delegates will take away a handy A5 manual of the course.
Is it right for me?
Suitable for new, prospective and existing sales people with little or no formal training who need the best possible understanding of the sales process. On return to the workplace delegates will be able to sell with confidence, enthusiasm and determination. This course is not for experienced sales people.
What will I learn?
By the end of this course you will be able to:
- Develop a powerful sales structure that will improve your sales results.
- Understand how sales psychology affects you and the buyer.
- Develop the key skills of successful sales people.
- Analyse your products and services to identify benefits that match your customer needs.
- Build better relationships with your customers to ensure trust and loyalty.
- Guide your customers through the sales process overcoming objections through problem solving techniques.
- Present your products with a style that stimulates the customer interest.
- Identify the most suitable communications to match your customer types.
- Build a sales kit of tools and models that work.
- Create your personal development plan to take back to the work place.
Pre-course Activity
Thought provoking pre-workshop activity that focuses on you, your product and your organisation.
What will it cover?
What is Selling?
- What makes people buy?
- The skills and qualities of the successful salesperson
- Conducting a personal audit of your strengths and weaknesses
- Personal motivation
The Company, Your Department and You
- Knowing your company - history and ethos
- Knowing your products and services - their strengths, weaknesses and unique features
- Targets - the part they play in achieving company objectives
- Designing your personal sales plan
Plan for a Successful Sales Meeting
- Classifying your prospects and planning your activities
- Using the sales cycle to review your objectives and targets
- Identifying the decision maker
- Making the appointment - do's and don'ts that work
- Appointments by telephone
- Talking to the right person
- Preparing sales strategies and adapting your approach accordingly
Build Rapport with Your Customer
- The importance of personal presentation
- Assessing the customer's style and behaviour
- Building your confidence to communicate with people at all levels
- Adapting your body language and approach for maximum impact
The Successful Sales Meeting
- Using a powerful sales process to guide the meeting
- Using questioning and listening techniques to establish real needs
- Distinguishing between your product's features and benefits
- Creating a buzz by linking the benefits to the customer's needs
- Personalising your presentation
- Presenting your package using persuading and influencing skills
Handle Objections Using APAC and Secure the Sale
- Identifying the real objection
- Overcoming the most common objections with a variety of techniques
- Recognising an objection as a buying signal
- Step-by-step commitment building
- Asking for the order - when and how
- Allowing the customer to make the decision - when to speak and when to stay silent
- Identifying the opportunity for future sales and referrals
Personal Development and Life Skills
- Working on your weaknesses and building on your strengths
- Committing to change on return to the workplace