Effective Sales Techniques

How to improve your face-to-face selling ability

Course contents:

Course benefits

Who should attend

Prerequisites

What you will learn

What you will cover

How you will learn

Duration and availability

Course of the month

Course directory

Public schedule and prices

Terms of business

Are salespeople really born? Perhaps some are, but we can all learn how to be more effective through the techniques and approaches covered in this course.

This fast moving interactive programme will provide delegates with the tools to improve sales, build relationships quickly with new customers and maintain long-term relationships.

Who should attend:

This course is aimed at all staff involved in face-to-face selling of products or services.

Prerequisites:

There are no prerequisites for this course.

What you will learn:

On successful completion of the course, attendees will be able to:

• Distinguish different types of customer and tailor the selling approach accordingly
• Apply a system to sell more effectively
• Apply techniques to sell better
• Build a positive attitude
• Plan for the future

What you will cover:

• About the potential Customer
  • Understanding the customer and separating fact from sales fiction
  • Can sales techniques be tailored to each individual customer?
  • Are all customers the same - challenges with the client base
• Pride in the product
  • Understanding and recalling what make your product great
  • Using a system to sell the features of the product
  • Translating features into customer benefits
• The skill techniques of being able to sell well
  • The need to adopt a consistent professional approach
  • How first appearances can make or break the sale or the relationship
  • Understanding the value of the "relationship" approach
  • Learn the 3 step process to start off the first meeting (Pacing statements, Matching (voice) Leading the conversation
  • Use of Body Language to re-enforce your position, message and professional image. (Video)
  • Matching, using body language (practice)
  • Use of customer profiling (practice)
  • Negotiation - what's the flexibility?
  • The technique of closing the sale
    • The correct point to go for the sale
    • How to ensure high success rates
    • Closing the successful sale
    • Closing the unsuccessful sale
  • Making successful sales presentations
    • Constructing the presentation using a three stage approach (practice)
    • Using questions to get to 'YES'
    • The next steps
• Using a system
  • Reasons why sales people don't like systems, records and paperwork
  • The need for a system of customer records, understanding what is essential information for sales and for on going successful relationships
• Building a positive attitude
  • Understand the benefits of a positive self attitude for selling and for your own career
  • Two techniques to building a positive self image
• Action Plans for successful implementation
  • Create back at work action plans
  • Deliver mini presentations

How you will learn:

This programme uses some of the latest sales techniques as well as giving an insight into profiling of individual customers to achieve sales advantage. The use of video will enable delegates to observe themselves improving during the course.

Duration and availability:

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