Selling a Service Training

Master the challenge of selling a service2 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 course is for the salesperson selling a service. The programme presents the skills and techniques required by a successful salesperson selling services in a competitive business environment. There are numerous unique challenges that must be taken into consideration when selling a service.

The programme is highly participative, the course tutor drawing on the experiences of the delegates. The key points are reinforced with syndicate and practical exercises to ensure that they are seen in the context of each delegate's own business.The course is intensive and requires dedicated hard work by all delegates.

Programme Contents

The Successful Service Salesperson
Effective Communication
Product v's Service Sales Person
Using the Benefit Concept - Intangible Benefits
Customer Selection
Beating the Competition
- Competitor Comparisions
Planning the Stages of Sale Pre-Approach Work
Making Appointments
Selling to Multiple Decision Makers
Creating the Right Impression
The Specific issues of Selling a Service
Customer Needs for Buying a Service
Opening Up the Sale
Criteria for Purchasing
Identifying Customer Needs
Making an Effective Presentation
Dealing With Difficult Questions
Handling Price Objections
Reacting to Buying Signals
Gaining Commitment
Effective Closing
Maximising Sales Time
The Qualities for Success
Delegates Post Course Action Plan
Practical Exercises with Tutor Feedback