Essential Selling Skills

This course is a two day event that will cover all of the core skills of selling. If you want to review or enhance your sales skills or start a career in sales this course covers it all.

Overview

The course is designed to provide you with the essential techniques and strategies to understand the sales process, how to ask the right questions to uncover need, build great rapport, and techniques to overcome objections; so that you will close more sales and exceed your targets.

If you need to generate your own leads that’s covered as well.

Both consultative and value based questioning techniques are to uncover need.

The course is ideal for people that are new to sales or for experienced salespeople.

The referrals, and testimonial methods along with the cross selling and up selling techniques when implemented will pay for your investment many times over.

Who Will Benefit From The Course?

• Field sales people
• Business to business sales people
• Sales people who have had no formal training on the subject before
• Sales people who need a refresher and need to get "back to basics" and refocus their time and effort
• New sales people
• Client relationship managers
• Account managers
• Business development managers
• Commercial managers

Delegates Will Learn

• What it takes to be successful in sales
• Developing the right attitude
• The mindset of a successful salesperson
• Why people buy
• Features and Benefits
• Obtaining testimonials and at least six referrals from every sale
• The sales process
• Qualification, Building trust and rapport, questioning and listening skills
• Uncovering the major buying motive
• How to get into the value of your products or services from the customers/clients point of view
• Effective use of tie downs and trial closes
• Being aware of buying signals
• Presenting solutions
• Objection handling and creating a script book
• Up-selling, Cross selling to increase the size of each order
• Closing the sale

At the end of the course there will be an agreed action plan.

Up to nine months E-mail support will also be provided.

The course can be held in house and customised to your business, or you can attend an open course held at our training facilities. Call 01623 720022 to request further information. Click here to make an enquiry