Further Details
What do I get out of it? By the end of this course you will possess: An understanding of the qualities of a successful sales personThe ability to control any sale with a structured approachThe verbal skills to demonstrate your capabilities both over the phone and face to faceSkills to overcome objectionsA knowledge of the steps to successful negotiationCourse Overview:Discover the model of successful negotiation and work through the important three factors: stages of negotiation, planning the negotiation, styles of influence What makes a great salesperson? The 3 Ps – the qualities that underpin sales Sales behaviour – what works and what doesn’t Preparing for your sale – understanding the client –research techniques Communication – the development of verbal and non-verbal techniques Making the right first impression Developing rapport through active listening techniques Opening the meeting – “do’s and don’ts” Telephone selling – making an impact in the first 20 seconds A five part structure for taking control of the contact Questioning techniques – open and closed questions Understanding needs and how to facilitate the conversation so the client is ready to buy Selling your product and service – use of features and benefits – the 6 key benefits that clients look for Handling and overcoming objections – the 4 classic sales objections and how to deal with them Gaining commitment from your client Presentation skills – how to structure and deliver winning presentations Negotiation skills – the unbreakable rules of negotiating The negotiation ladder – examining tradeables and currencies Scenarios and practice throughout the course Action planning
Guide price
£1595 + VAT |
