Introduction to Successful Sell ing
An intensive two-day sales induction programme that will build the basis for successful sales results
Who is it for?
A foundation course for those who are new to selling or who have some experience but no formal training. The course aims to make delegates confident sales people and understand the commercial realities surrounding a sales environment.
What does it cover?
A natural persuasive ability and a bundle of enthusiasm are only effective if channelled in the right direction. This course teaches new sales people tried and tested techniques providing solid sales strategies for different situations. It also delivers support and guidance for current salespeople who are looking for more structure and immediately useful tools and techniques.
What will delegates be able to do differently?
- Understand the commercial metrics of selling
- Understand the power of human influence
- Use sales planning tools so that they approach every sales opportunity fully prepared
- Understand how to test and measure performance
- Employ perceptive questioning skills to uncover requirements
- Confidently use face to face selling techniques
- Be persuasive to increase flexibility in prospects
- Continually monitor their own performance
Programme overview
- Understand and model the range of skills a successful salesperson needs
- Planning and objective setting to make the most of the limited time you have to sell
- SWOT and PEST LE planning tools
- High level communication skills
- Differentiating yourself and your proposal from the competition
- Questioning techniques to uncover opportunities:
– Open and closed questioning
– Background and difficulty questions
– Consequence and improvement questions - Creating flexibility in your prospect
- Using features and benefits to demonstrate capability - apply this to you own product or service
- How often should you follow up?
- Gaining commitment
- Techniques to handle and overcome objections. Practiced in a role-play
- Selling face to face
– Understand the importance of body language, pitch, pace and projection
– S ticking to a process - The fundamentals of negotiation
– plan
– negotiate
– consolidating deals at conclusion - Build a personal action plan to put skills into practice at work
Duration and cost
2 days, £2,795 + VAT
Click on the following links for more details on costs and options, guarantees, discounts and our Skills Licence
Funding and bundle options
Part funding options are available on this course
Bundle with Opening new doors for just £3,895
Follow on programmes
Opening new doors
Process, questions, objections, negotiation
Negotiation skills for sales people
Networking & referrals
Using NLP in business development
Dealing with difficult people