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SUCCESSFUL SELLING SKILLS

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Training course summary

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Successful selling skills don't happen by chance. This highly interactive course develops the key skills and techniques that will enable delegates to sell with confidence in face-to-face situations. The course focuses on maximising the very limited opportunities available to you when you are in a pressurised environment. To make the most of the opportunities requires a simple but effective sales process and a sharp focus on achieving a small number of key sales objectives.
Regions:
  • All Areas
Delivery:
  • In House
  • Public
Category:
Difficulty:
  • Introductory

Further Details

COURSE OBJECTIVES Build customer rapport and project a positive company image. Use the appropriate communication skills in order to develop the customer relationship. Read the situation and use the appropriate sales techniques. Deal with objections through persuasion. Negotiate positively. Plan and lead the face-to-face meeting through to a successful conclusion. Maintain control of the meeting and move to a close for your sale. COURSE DESIGNED FOR This course is ideal for those who are relatively new to sales, or more experienced salespeople looking to use a 'Strategic Sales' technique for the first time. COURSE CONTENT Helping Them Buy ~ Do the research - don't take up too much of their time with 'background information' Know your product - and identify what may particularly motivate each customer Discover what the customer really wants - or help them define this Make sure they know all of the options they have - cross selling related products where appropriate Prepare and Build Rapport ~ Check your company's previous contact with the client - know the history and key contacts Know who you are meeting - and their expectations from the meeting Plan the meeting - how you can win over the customer Rapport building - showing interest, making the customer relaxed Reading the situation - what are the client's priorities and motives Adapting your style Meeting your customer's needs by adpating the benefits of your product Communication that works Different Presentation Styles to Fit the Situation ~ Building trust and understanding Listening, probing, and questioning Diffusing tension Body language The difficult situation - solved Active Listening ~ Using brochures and sales aids Checking understanding Clarifying the objection - is it real or a negotiation stance? Dealing with the objection through persuasion The buying signs - negotiating and closing the sale The difference between negotiation and persuasion ~ Structuring the negotiation - keeping it moving forward Using effective bargaining techniques Recognising when to move to the sale Practicing how to ask for the sale and closing Keeping in contact - how to stay top of mind Follow the meeting quickly with a proposal and additional information Personal Development ~ Developing an action plan

Guide price

£395 1st delegate (£195 for all others from the same organsation)

 

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