Sales Training for New Sales People Training Course

the finest possible start to a sales career3 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.


Course Overview:
This 3 day course is for new sales people and is designed to develop their individual approach to the sales process. The course tutors will relate the material to the individual learning needs of the delegates to build their knowledge base, confidence and skills. There are a number of exercises designed to help delegates build their own sales plan and to verify their understanding of each key subject area.

The course represents a very worthwhile investment for a new group of salespeople and will give them direction at the start of their sales career. Delegates will leave with a clear plan as to how they can achieve their business targets.

Programme Contents

Customer Expectations of a Salesperson
Your Responsibilities to Your Company
The Steps of the Sale
Effective Sales Communication Skills
The difference between Selling and Buying
- Understanding & Using the Benefit Concept
Preparation and Planning
- Keeping a Positive Mental Attitude
- Creating the right Impression
- Selling your Self
Prospecting for New Customers
How to Make Appointments
Finding the Customers' Needs
Building Agreement and Reinforcing Needs
Presenting the Sales Case
Dealing With Questions
Handling Objections
- Techniques for Presenting Price
- Price/Benefit Calculation
- Identifying Buying Signals
Closing the Sale
- The Prerequisites
- Closing Techniques
- Developing Your Own Style
Selling in Competitive Markets
Selling a Premium Price
Building Customer Relationships
Managing Your Territory
Setting Targets and Beating Them
Prioritising Your Sales Time
Self Improvement and Continuation Training
Individual Action Plans