Core Sales Skills

• Sales Executives
• Sales Team members
• Sales Managers and Account Managers
• Employees working as Sales support staff and/or sales admin

Course objectives

• To learn the sales process and improve their sales performance results
• To present your products/service having a key understanding of features and benefits and how to relate that to client needs
• To explore buyer motivation and discover how psychology affects winning or losing a sale
• To develop the key toolkit of skills of successful sales people
• To tailor your selling style to meet any situation and becoming more customer focused
• To overcome objections through good problem solving and winning skeptical buyers on your side
• To improve your communication and influence. Sell more effectively to different types of buyers

Course content

Selling – An Art or a Science

• Through interactive learning delegates will explore the factors that make excellent sales people
• How to raise personal standards in order to encourage profitability
• Do you use a hunter or a farmer selling style?
• The background of selling and defining your role as part of the organisation’s mission
• How to use persuasion without crossing boundaries

Planning and Prioritising

• How to plan your territory more productively
• Prioritising prospects well to ensure more consistent sales conversion ratio
• Time management and account planning
• Meeting and diary management and increasing opportunities for new business
• Strategies for hitting and surpassing your targets
• Researching into client, the global, market and customer spheres

Making Lasting Impressions

• Becoming a better communicator using positive unconditional regard (Rogers and Carnegie)
• Using psychometric profiling to understand your strength, aptitudes and areas to develop
• Connecting to your client’s mindset and building trust
• Generate influence through matching body language and increased credibility
• Becoming a positive reference to your client and building more loyalty and sales compared to your competitors

Overcoming Objections

• How to deal with client objections and still get the sale
• 5 steps to maintain calm in adverse selling situations
• How to use objections as a basis to develop the sale into a mutual beneficial outcome
• Maintaining professionalism during the sales process to create a long term focus while gaining short and mid-term wins
• Dealing with client excuses of not buying and delaying strategies

Winning the business

• 10 closing styles to suit your personality and clients buying style
• Overcoming any fear or asking for the business
• Practical exercises to practice getting the sale with confidence
• Success strategy building an action plan to make increased sales post course
• Creating a clear vision for yourself using positive psychology