Enrolled: 1 student
Duration: 60 Hours
Lectures: 44
Level: Advanced

Why Attend:

This sales course will develop the participants’ skills, behaviour and confidence to sell over the telephone and face-to-face.

The training also aims to provide participants with an understanding of core sales principles, as well as basic selling skills to convert sales enquiries into business.

By the end of this one-day basic sales training course, the participants will:

  • Understand what makes a great sales person.
  • Follow a customer-focused sales process to guide their sales conversations and match the buying cycle.
  • Create a great first impression and opening to a sales conversation.
  • Identify needs and opportunities through effective questioning and listening.
  • Introduce services and products using features and benefits.
  • Gain commitment from customers when closing the customer conversation.
  • Our basic sales training is ideal for anyone new to a sales role, or who has a little experience but no formal training and would like to understand more about the sales process and develop their selling skills.
  • The course will be tailored to your marketplace and industry sectors and we will use your own examples of customers, clients and targets for discussion and role-play practise.

What makes a good sales person?

1
Exercise – a typical sales person
2
What is selling?
3
Behaviours, skills and mindset of a good sales person
4
Facilitator presentation, small group activity, plenary discussion, individual reflection

How people buy

1
The buying process
2
Principles of great customer-focused selling
3
The sales model
4
Applying to your business and role
5
Facilitator input, discussion, partner work

Opening a sales conversation

1
Outbound and inbound sales calls
2
Face-to-face meetings
3
First impressions
4
The impact of verbal and non-verbal behaviour
5
Practise

Building rapport

1
Importance of rapport and relationships
2
How we build rapport in a sales context
3
Levels of rapport
4
Small group work, facilitator input

Fact finding and uncovering needs

1
Listening skills; face-to-face and on the telephone
2
Active listening
3
Questioning skills
4
Open and closed questions
5
Summarising
6
Small group exercises, facilitator input, discussion
7
Developing questions related to typical buyers and the organisation’s products and services
8
Small group work

Proposing a solution

1
Defining features, advantages and benefits
2
Understanding the features, advantages and benefits of your products and services
3
Presentation, group exercise, practical activities in pairs

Closing the call and gaining commitment

1
What is closing?
2
Barriers to closing
3
Checking skills
4
Buying signals
5
Asking for the business/next steps
6
Facilitator input, partner work

Practice sessions

1
Practising a ‘real’ sales scenario in triads
2
Feedback
3
Group review of learning

Follow through

1
Importance of organisational skills and follow-up
2
Follow-up actions
3
Monitoring next steps
4
Buyer’s remorse
5
Facilitation and group discussion

Learning review and feedback

1
Review workshop and personal objectives

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