Essential Sales Skills - Residential
Essential Sales Skills.
 
About the Course:
Improve your skills and close more orders. This course is for the salesperson who has some sales experience and who may have no previous sales training, or who would like a refresher with the aim of improving their sales skills. It is also the ideal follow-on course to “Introduction to Selling” programme.

The course presents the skills and techniques required by a successful salesperson in a competitive business environment. The programme is highly participative: the course tutor drawing on the experiences and opinions of the delegates. The key points are reinforced with syndicate and practical exercises to ensure that they are seen in the context of each delegate’s own business.

The course is intensive and requires dedicated hard work by all delegates. Delegate numbers are restricted to ensure participation and individual tutor attention.

Programme Contents:
- The Professional Role of the Salesperson
- The Actions of Successful Sales People
- Rules for Effective Communication
- Consultative Professional Selling
- Using the Benefit Concept Effectively
- Prospecting, Finding More Business
- Beating the Competition
- Your Own Sequence for a Planned Sale
- Pre-Approach Work
- Essential Preparation
- Qualifying the Customer Making Appointments
- Selling to Multiple Decision Makers
- Creating the Right Impression
- Opening Up the Sale
- Identifying the Customer’s Criteria for Purchasing
- Building Customer Needs
- Making Effective Sales Presentations
- Dealing With Difficult Questions
- Handling Price Objections
- Reacting to Buying Signals
- Gaining Commitment
- Effective Closing
- Call Follow-up
- Managing Sales Time Effectively
- Territory Management
- The Qualities for Success
- Delegates’ Next Action
- Practical Exercises with Tutor Feedback

Who Will Benefit From This Course?
Designed for the sales person who may not have attended a formal sales training course and requires training in the techniques of a successful sales person. It is also designed for those who require a refresher programme in order to brush up their skills and ensure they are using best practice.

Description of the Course:
The course takes into consideration the delegates' knowledge experience and therefore builds on their experience gained to date. Therefore the style of the course is through participative discussion, syndicate and individual exercises.

The course starts off by examining the role that a successful sales person plays followed by identifying the qualities that achieve high sales performance. The programme takes delegates through the steps of the sales process. The key stages included planning; prospecting; making appointments; the structure customer meetings; consultative selling and questioning skills, presentation & demonstration techniques; sales proposals; objections handling; closing.

There are exercises at each stage in order for each delegate to reflect and apply the material to their own business. This will also include feedback and tutor review in order to develop best practice for each delegate. Delegates will have plenty of opportunity to question the tutor in order to ensure that fully understand the material covered. Both the theory and the practical application are covered during this interactive course.

The challenges of selling in a competitive environment and in tough market conditions are addressed during the three days. Delegates are encouraged to develop their individual post course action plan identifying the key actions that they plan to implement in their job role. In summary delegates will have the opportunity to hone their techniques and skills required for high sales performance.

This course is a residential programme and includes additional group evening work designed to enhance the learning process. It is therefore advisable, but not mandatory, for delegates to stay at the venue.

Course Objectives:
- To provide each delegate with an ordered plan for effectively selling their products or services in fiercely competitive market conditions.
- To provide each delegate with a fund of practical ideas that will lead to improved personal performance.

What You Will Gain:
- A new momentum for sales development.
- An interchange of ideas.
- Many of the problems of selling put into fresh perspective.
 
Course Dates
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Tools
 
Key Details
Provided by:
Spearhead Training


 
Duration3 days
 
£1,495
per delegate