Sales Fundamentals (1 or 2 day option)

Key topics include:

The Sales and Buying process
How to develop a winning pitch to gain appointments
How to maximise your selling time on the phone
Tips to get past the 'gatekeeper' to access the decision maker
Responses to overcome common objections at all stages
Structuring your call or face to face meetings
How to create and identify needs for what you sell and create urgency for action
Questioning and listening techniques
Negotiation and Closing techniques to gain sales
How to overcome price objections

2 Day programme also includes:

Account strategy planning for larger opportunities
Territory management to maximise your selling time
Presenting your solution and winning proposal
Preparing and writing a winning proposal
Managing and winning over the different decision makers
Importance of relationship building skills to build loyalty