Selling Skills Sales Training Course

About the course

This highly participative programme is suitable for the seasoned professional wanting to refresh their skills, or the salesperson needing a structured approach to the sales process.

Either way this course will allow delegates to develop a blueprint to create a higher level of sales to ensure they achieve their targets.

The presenters of this course are not only experienced sales trainers, but they also have a proven track record in sales and sales management.

Objectives

By the end of the course delegates will be able to:

• Understand the importance of professional sales practices.
• Understand the sales process and sales cycle
• Know the 7 steps that go into every sale
• Build credibility, like ability and trust
• Understand the importance of the first 30 seconds
• Establish the decision maker quickly with a proven method
• Qualify customers at each step of the sale
• Know the differences between top performers and average performers
• Use sales aids effectively to bring you closer to the close
• Set and achieve sales targets through effective sales planning and goal setting.
• Know and use several methods of prospecting for new customers
• Understand the relationship between attitude, activity and results.
• Handle the fear of rejection in a positive manner.
• Setting appointments using Various mediums
• Build rapport by knowing the skills of questioning and listening.
• Establish your client needs and match your product as a solution.
• Understand the power of objections and how to answer them.
• Create and make effective customer specific presentations
• Ask/Probe/Confirm and Close
• Close and consolidate more sales.
• Selling to existing clients and cross/up selling
• Understand buyer behaviour and why people buy
• Practice the skills learned in a safe environment.
• Know---do scripts really work?
• Managing the pipeline
• Creating additional value for the customer
• The skills of getting referrals time after time
• 20 ways to increase your sales

Key Areas

• Profile of a Professional Salesperson
• The Sales Process (Overview)
• Prospecting Workshop
• Appointment Making
• Handling Rejection
• Opening The Sale / First Impressions
• Establishing Client Needs
• Presenting your case
• Handling Objections
• Closing the sale
• 30 Ways to increase your sales
• Managing yourself and your results
• Skill Practice

The trainers business and training experience

The trainer for this course has over 25 years of sales experience. He was one of the UK top 10 salespeople in his industry and then spent many years recruiting and training sales people. He has a strong background in both sales and sales management and was National Sales Manager for a large organisation managing a team of over 300 salespeople.

For the past 9 years he has spent his time teaching sales people all the requisite skills to achieving higher levels of sales. He is also qualified as a Master Trainer and is a FAS registered sales trainer

Training approach

The course is designed to be practical, relevant and participative with the emphasis focused on improving Skills, Knowledge and Motivation in a safe relaxed atmosphere.

All of our training courses are highly participative, our feedback is second to none and our trainers are all fully qualified with immense practical experience in the chosen topic

Training methods

We are full members of the training competency network and therefore all of our training methods are based on best practice for the most appropriate transfer of knowledge and learning

• Trainer presentation
• Training exercises
• Syndicate workshop
• Skill practice/Role play
• Group Discussion

To find out availability for our selling skills open course or should you have any questions -get in touch