The essentials of sales

Introduction

Learn the fundamentals behind successful selling

Duration: 1 day

Overview

This is an essential workshop for all those new to sales and those wanting to revise the fundamental principles of good sales behaviour. This course will teach new sales people the fundamentals of good sales techniques such as how to build rapport, leading the customer towards the buying decision and finally closing the deal. The course will deal with how to handle objections, negotiation skills and gaining ongoing commitment by understanding how to manage the client relationship effectively.

Who Should Attend

This workshop is ideal for entry level sales people, aspiring account managers and account directors.

Benefits

Delegates attending will gain an understanding of the qualities of a successful sales person, the will develop the ability to control any sale with a structured approach and develop the skills to demonstrate capabilities both over the phone and face to face. They will become confident in objection handling and negotiation.

Learning Outcomes

Discover the model of successful negotiation and work through the important factors of what makes a good salesperson:

• Sales behaviour – what works and what doesn’t
• Preparing for your sale
• Communication – the development of verbal and non-verbal techniques
• Making the right first impression
• Developing rapport through active listening techniques
• Opening the meeting – dos and don'ts
• Telephone selling – making an impact in the first 20 seconds
• A five-part structure for taking control of the contact
• Questioning techniques – open and closed questions
• Understanding needs and how to facilitate the conversation so the client is ready to buy
• Selling your product and service – use of features and benefits
• Handling and overcoming objections
• Gaining commitment from your client
• Presentation skills