Introduction to Successful Sales

Selling is paramount to the success of any organisation. The role of sales people is therefore fundamental. This programme is designed to help the professional salesperson develop relationships and therefore maximise opportunities with their clients.

• Use selling behaviour to build partnering relationships with clients
• Develop your communication skills by active listening, rapport building, questioning and being more confident
• Structure sales contact so that you are in control and get the best opportunity to close the deal

Anyone new to a sales role, in any discipline, who wants to achieve results.

What you will learn:

• The qualities of a successful salesperson – what works and what doesn’t
• Developing relationships by adopting the right sales behaviour
• The difference between ‘push’ and ‘pull’ behaviours in the sales process
• Understanding communication – how to use verbal, visual and vocal communication within the sales process
• Active listening and developing rapport through communication techniques
• Using questions – the difference between ‘open’ and ‘closed’ techniques and when these should be used
• Effective summarising as a confidence building tool
• Gaining interest from the client when making the ‘cold call’
• Presenting your case – features and benefits for maximum impact. The six key buying motivations and how to match your features to the benefits
• Handling and overcoming objections – the classic sales objections and how to overcome them so the conversation moves forward. The fundamentals of sales negotiation – recognising the value/cost implications and how to trade currencies
• Closing the deal – a three step process to gaining the client’s commitment