| Course
benefits:
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:
Two days non-residential. In-house only.
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