Course Structure In company Training Course Can be tailored to suit your needs and number of days can be as required Average daily training rate @ £1850 plus VAT (£2173.75) per training group Please contact Tom Owen on 0845 658 0654 for more details   If you are looking for individual training please click here or call Maxine or Patricia on 0845 658 0654 EFFECTIVE SELLING TECHNIQUES Delivering profitable sales whilst maintaining high levels of customer service is a balance that professional salespeople have to achieve in the increasingly challenging and competitive marketplace. This programme provides the essential framework, new skills and effective business tools to enable participants to focus their efforts and deliver results.

Who should attend?

Essential for all sales people who are either new to their roles or about to move into sales positions, or sales-engineers and pre-sales who have not undertaken any formal sales training in the past.


Objectives

By the end of the course participants will be able to:

• explain the sales cycle and its critical factors of success
• proactively manage their sales activities for both existing and potential customers
• discover the customer’s true business needs
• deliver motivational needs-based sales solutions with impact
• overcome objections and use them to develop the sales opportunity
• plan for and execute closing the sale with confidence

Programme Content

Professional selling

• skills and accountabilities of the salesperson
• definition of professional selling
• territory planning

Preparation

• 4 steps method for interview preparation
• sales support tools, how to use them
• using the internet to "get to know" your market and your customers
• objective setting and monitoring
• making the first move
• initiating contact by email and telephone

Short sales presentation

• identifying the objective; preparation
• the elevator pitch
• attention grabbing techniques

Sales interview

• managing and leading the interview
• building rapport and credibility
• behavioural awareness
• questioning and listening skills
• delivering motivational sales solutions
• planning for/handling objections successfully
• the golden rule of gaining commitment

After sales management

• from sales relationship to true partnership
• organisation and time management
• protecting your customers from your competitors