The course is applicable to people who are either new to a position, or for existing people wishing to refresh and update their telephone and face to face skills and techniques.
This course will teach you how to plan, research and undertake proactive sales and prospecting without falling into the negative sales stereotypes which haunt so many of us.
To develop a client ‘needs’ approach to secure agreement, creating trust and long term sustainable customer revenue.
By the end of the programme you will be able to:
Ø Understand the Selling process and the Sales cycle
Ø Introduce yourself so that prospects want to spend time talking to you
Ø Engage and build rapport quickly
Ø Investigate your client’s situation so you really do understand what they want
Ø Sell your capabilities memorably with their benefits not just features
Ø Match your pitch to your client’s needs so the value shines through
Ø Understand objections and answer professionally
Ø Ensure you are always advancing the sale and gaining further commitment
Ø Close with confidence
What makes a good salesperson?
o The behavioural side of sales
Knowledge = Power
o Researching your key clients
Sales Process - AIMS
o The Approach
o Using Value statements to create interest
o Building rapport over the telephone
The Benefits of asking Questions
o Investigating your customers needs
o Open & closed/specific questioning techniques
The Matching stage
o Linking your customer’s needs to the benefits that your products & services provide
Securing the sale & Handling Objections
o Effectively dealing with Smokescreen, Cost & Capability Objections
o Gaining commitment
Please see our terms and conditions for our cancellation policy. You must agree to these conditions before continuing to book.
Prices (excludes VAT)