Sales Skills Training Course

Turning foot traffic into sales is a challenge for any organisation. People are constantly on the lookout for bargains and with many organisations offering similar products and services, there is plenty of competition out there. Where products and prices are similar, there is one main differentiator – the person selling.

This workshop looks at the skills and approaches required to get sales, ensuring the customer buys the person selling and in turn what they are selling.

By the end of the session, attendees will:

• Understand the importance of the sales person
• Be able to set clear sales objectives
• Understand how to establish customer needs and wants in order to match the product or service
• Understand the decision making process
• Develop effective communication skills
• Know how to avoid/overcome objections
• Be able to effectively close the sale

Course Content

• Skills and behaviours of an effective sales person
• Difference between needs and wants
• Questioning to understand needs
• Positioning and matching products and services
• How people make decisions to buy
• Avoiding/Overcoming Objections

Course Benefits

• Increase sales levels
• Secure more appointments
• Use effective questioning techniques
• Close more sales

Who should Attend

Newly appointed sales people and those with some experience who are in need of a fresh approach.

Session Breakdown

The Sales Process

• Looking at the sales process from start to finish
• Why people buy?

Developing Sales Skills

• Approaching and building relationships with customers
• Effective communication skills and building rapport
• Identifying customers needs through conversation

The Sale

• Structuring the sale
• Matching products to needs
• Describing Features, Advantages and Benefits
• Overcoming resistance
• Closing the sale

Skills Practice

• An opportunity to practice the skills.