Overview

This two-day workshop covers how to apply dynamic sales skills within structured processes
You will learn develop a more systematic sales approach that can enhance your performance

Topics include applying questioning techniques in real-life scenarios

After this course you will be able to:

  • Develop questioning models that engage customers to buy by choice.
  • Adapt your sales style to match the customers buying style.
  • Understand the buying process.
  • Guide the customer through the conversation to identify key needs.
  • Make effective cold calls that produce appointments.
  • Develop appropriate tactics to match the type of sale.
  • Practice and review your sales techniques.
  • Gain and retain the customer’s attention.
  • Increase the customer’s perceived value of your product or service.
  • Keep a healthy mindset in a tough market.

Who should attend?

Suitable for those with a basic understanding of sales or who are looking to refresh and extend their current sales approach. This course will bring each delegate’s sales skills up-to-date.

Learning outcomes

  • Develop questioning models that engage customers to buy by choice.
  • Adapt your sales style to match the customers buying style.
  • Understand the buying process.
  • Guide the customer through the conversation to identify key needs.
  • Make effective cold calls that produce appointments.
  • Develop appropriate tactics to match the type of sale.
  • Practice and review your sales techniques.
  • Gain and retain the customer’s attention.
  • Increase the customer’s perceived value of your product or service.
  • Keep a healthy mindset in a tough market.

Outline

Module 1: Preparing for Sales Success

  • Positive thinking – planning to succeed
  • Knowing your product/services – preparing to meet all objectives

Module 2: Managing the Sales Process – Successfully Meeting the Client’s Needs

  • Understanding why customers buy – needs and added value, not wants and features
  • Opening the sales interview – and building rapport
  • First impressions – why should they buy from you?

Module 3: Gaining and retaining the full attention of the customer

  • Probing and identifying real needs
  • Matching customer needs and wants to products and services available
  • Recognising buyer signals

Module 4: Techniques for Professional Selling

  • Building the relationship with your client
  • Offer analysis – putting together the different elements of the offer for maximum benefit
  • Understanding the sales process

Module 5: Reading and using non-verbal communications effectively

  • Decision making and the key influencers
  • Practical exercise using PhoneCoach simulation system

Module 6: Successfully Closing the Sale

  • Recognising and seizing opportunities
  • Adapting your sales style to the needs of the customer

Module 7: Anticipating objections

  • Getting to the real reason for objections – and overcoming them
  • Handling objections using APAC
  • Creating a long-term relationship – establishing customer service

Module 8: Personal Development

  • Preparing a personal action plan

 

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