Introduction Sales Training

A three-day standard in-company training programme3 Days - On Request

This course is one of our standard in-company programmes and can be delivered to your people at a venue and date of your choice. If it is not exactly what you want then we can either create a tailored course based on our extensive library of standard course materials or produce a fully bespoke training course for you. A shorter version of this course with fewer skill development sessions is also available.

Course Overview:
Here is the perfect course for people new to sales. Every aspect of professional selling is covered in detail with practical exercises at every stage. Delegates are expected to show commitment and determination to pursue success during this intensive course. The course is run by expert sales people who are now sales trainers, blending tuition with practical exercises which the tutor relates to the delegates specific situation. There are additional individual exercises and group work in this very participative programme. The final part of the course is dedicated to testing, individual assessment and action plans for a flying start to a successful sales career.

Programme Contents

What is Expected of a Successful Salesperson
Your Responsibilities to the Customer & Your Company
Defining the Sales Process
Effective Communication for Salespeople
What We Sell and What Our Customers Buy
The Benefit Concept and How to Use It
Preparation and Planning
- Preparing Yourself to Look Good and Feel Good
- Keeping a Positive Mental Attitude
- That Lasting First Impression
- Planning Your Work and Working Your Plan
- Prospecting for New Business
How to Make the Right Appointments
- By Telephone and in Writing
Finding the Customers' Needs
Building Agreement and Reinforcing Needs
How to Present Your Sales Case
Dealing With Questions and Queries
How to Handle Objections
- The Different Types of Objections
- Methods of Overcoming Objections
- Dealing With Specific Price Problems
- Techniques for Presenting Price
- Price/Benefit Calculation
- Identifying Buying Signals
Closing the Sale
- The Tried and Tested Methods
- Developing Your Own Style
Selling in Competitive Markets
Building Long Term Good Customer Relations
Managing Your Territory
Setting Targets and Beating Them
Controlling and Using Time Effectively
Problem Solving and Complaint Handling
Self Improvement and Continuation Training
Individual Action Plans