Core Sales Skills – Level 1
Course Information:
| Venue: | Duration: | Date: | Price: |
|---|---|---|---|
| Online | 12 hours | Flexi-date | £1,750.00 |
| In-House | Agreed with client | Flexible | POA |
| London | 5 days | 7-Mar | £3,500.00 |
| London | 5 days | 27-Jun | £3,500.00 |
| London | 5 days | 31-Oct | £3,500.00 |
Who should attend?
- Sales Executives and Sales Representatives
- Sales Team members
- Sales Account Managers
- Employees working as sales support staff and/or sales admin
- Customer Services Staff moving into a sales role
Accreditations
Outcomes
- Develop the key skills of successful sales people
- Understand the sales process and improve their sales performance and results
- Understand features and benefits of their products/service
- How to identify and relate that to client/customer needs
- Explore buyer motivation and discover how psychology affects winning or losing a sale
- Tailor their selling style to meet any situation and becoming more client/customer focused
- Overcome objections and win over sceptical buyers
- Improve communication and influencing skills
COURSE TOPICS:
Selling – An Art or a Science
- Through interactive learning delegates will explore the factors that make excellent sales people
- How to raise personal standards in order to encourage profitability
- Do you use a ‘hunter’ or a ‘farmer’ selling style?
- The background of selling and defining your role as part of the organisation’s mission
- How to use persuasion without crossing boundaries
Effective Planning and Prioritising
- Account analysis, planning and time management
- How to plan your territory more productively
- Prioritising prospects well to ensure more consistent sales conversion ratio
- Meeting and diary management and increasing opportunities for new business
- Strategies for hitting and surpassing your targets
- Researching into client, the global, market and customer spheres
- Identify key trends in the marketplace
Making Lasting Impressions
- Tuning in to your client’s mindset and building trust
- Generate influence through matching body language and increased personal credibility
- Apply the ‘Aristotle Principle of Persuasion’
- Becoming a positive reference top your client and building more loyalty and sales compared to your competitors
- Becoming a better communicator using positive unconditional regard (Rogers and Carnegie)
- Personal psychometric profiling
Overcoming Objections
- How to deal with client objections and still get the sale
- 7 steps to maintain calm in adverse selling situations
- How to use objections as a basis to develop the sale into a mutual beneficial outcome
- Maintaining professionalism during the sales process to create a long term focus while gaining short and mid-term wins
- Dealing with client excuses of not buying and delaying strategies
Winning the business
- 10 closing styles to suit your personality and clients buying style
- Overcoming any fear or asking for the business
- Dealing with delayed sales proposals
- Practical exercises to practice getting the sale with confidence
- Creating a clear vision for yourself using positive psychology
