Introduction to Selling
Introduction to Selling.

About the Course:
A fast track introduction to the world of selling.  This course will build a good foundation for those new to selling or for those who have not received sales training. It is for anyone who requires the knowledge and skills to work as a competent, professional salesperson. How to sell without resorting to high pressure techniques is the essence of professional selling as taught on this course. The principles of effective selling are explained and related to each delegate’s business. Delegates will be shown how to apply the principles in face-to-face situations with customers. This is a very intensive, participative programme in which delegates will be given individual exercises and guidance.

Programme Contents:
- The Vital Role of the Salesperson
- The Consultative Sales Process
- Why People Will Buy From You
- Motivating Customers to Buy
- Identifying Potential Benefits to Customers
- Persuasive Communication
- Making it Hard for the Competition
- Developing Your Own Sales Plan
- The Process of Customer Selection
- Targeting the Right Customers
- The Importance of New Business
- Preparing to Make a Sale
- First Impressions
- Selling Yourself
- The Sale Before the Sale
- Making Appointments
- The Importance of Call Objectives
- Structuring Customer Meetings
- Opening the Sale
- Establishing Customer Needs
- Using the Spearhead WIN-CLIENT Questioning Model
- Building a Sales Case
- Creating Value for Money
- Presenting Your Sales Case
- Answering Customer’s Objections
- The Different Kinds of Objections and Strategies for Dealing With Them.
- Price Handling Techniques
- Closing the Sale and Securing the Business
- Your Personal Plan for the Future
- What Each Delegate Needs to Work at to ensure His/Her Success

Who Will Benefit From This Course?
Designed for anyone who requires a good understanding of the sales process. The course is suitable for those who are new to selling and or have had no formal previous sales training who need to know how to go work as a professional salesperson. 

Description of the Course:
The course starts off by examining the role of the sales person followed by identifying the qualities that make sales people successful. Delegates will then be taken through the steps of the sales process with exercises at each key stage in order for each delegate to apply the material to their own business. This will also include feedback and tutor review in order to develop best practice in each situation. Therefore both the theory and the practical application are covered during this interactive course. Delegates are encouraged to develop their individual post course action plan to identify the key actions that they plan to implement in their job role.

Course Objectives:
- To ensure that each delegate understands the principles of selling.
- To provide each delegate with a plan for their own personal development.
- Every delegate will take away ideas that they can immediately apply to become more effective.

What You Will Gain:
You will learn more about the art of selling than they could in two years of learning by experience or months of working with another salesperson. By practising the techniques taught, delegates should quickly reach a high level of competence.
 
Course Dates
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LocationDistance (approx)Course Start DateNo. DaysWeb price ex.VATCourse Status 
Tower 423 miles Thu 18 Dec 08 2£995      CLICK TO ENQUIRE
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Tools
 
Key Details
Provided by:
Spearhead Training


 
Duration2 days
 
£995
per delegate