An Introduction to Sales
This course is suitable for anyone who is either new to sales or for individuals who feel they would benefit from a formal understanding of the theory behind successful selling and gain an understanding of the sales process.
Learning Objectives
By the end of the course delegates will:
- Understand the importance of putting the client first
- Be able to identity and demonstrate the different steps of the sales process
- Understand how to develop a positive sales attitude
- Be able to identify and demonstrate appropriate questioning and listening techniques
- Understand the importance of establishing a need and gaining a knowledge of clients key buying motivators
- Be able to identify the difference between features and benefits and demonstrate their effective use.
- Understand the principles behind successful closing
- Understand the difference between factual and emotional objections and be able to demonstrate techniques for successful objection handling.
Course Contents
- The psychology behind successful selling
- How to develop and maintain a positive sales attitude
- The sales process
- The importance of questioning
- What information should be gathered
- Questioning techniques
- Listening versus hearing
- Developing strong listening skills
- Using language effectively
- Techniques for building rapport
- The importance of summarising
- Selecting relevant features and developing them into strong individual benefits
- Keeping the client engaged throughout the sales process
- Getting the client’s buy-in when presenting your product or service
- Objection handling
- Closing techniques
Role-plays and practical exercises throughout
An Introduction to Negotiation
This course is suitable for anyone who has to negotiate on a regular basis either with external or internal clients and would like to gain an understanding of both the theory behind achieving successful outcomes and the different steps involved in successful negotiation.
Learning Objectives
By the end of the workshop delegates will be able to:
- Identify and demonstrate a good structure for negotiation
- Demonstrate a systematic approach to planning and preparing for negotiation
- Identify the difference between haggling and bargaining
- Demonstrate how to pitch your opening proposal
- Identify the variables available with which to bargain
- Identify and demonstrate constructive behaviour when negotiating
- Identify and demonstrate techniques to stay in control
Course Contents
- The difference between haggling and negotiation
- Key approaches to negotiation – compromise, bargaining, coercion, emotion, logical reasoning
- The different stages of negotiation – Using a structure
- Preparation – creating a strategy
- Setting objectives and targets –preparing your opening proposal
- Using variables and concessions
- Communication in negotiation
- Handling difficulties and objections
- Maintaining control
- Closing
Role-plays and practical exercises throughout
Sales Presentation Skills
This course is suitable for sales people with some experience who regularlyhave to sell on a face to face basis or who are moving from a telephone sales role to afield sales role and would like to further develop their sales skills when attending client meetings.
Learning Objectives
By the end of the workshop delegates will be able to
- Demonstrate strong and effective questioning techniques
- Demonstrate appropriate and creative solutions to client objectives
- Design a structured presentation
- Effectively deliver a presentation
- Demonstrate their ability to ‘sell’ their proposals
- Close and agree future actions
Course Contents
- The importance of preparation – Understanding your client and identifying their real objectives
- Building long term client relationships
- Structuring the meeting
- Taking questioning skills to the next level
- Developing sales opportunities and being creative
- Structuring your presentation – Having a logical sequence, a start, middle and end
- Using sales tools effectively
- Presenting yourself
- The do’s and don’ts of effective delivery
- Selling your proposals.
Role-plays and practical exercises throughout
Successful Appointment Making
This course is suitable for external sales staff wishing to improve their own confidence and ability in sales appointment setting. Internal staff that are responsible for sales lead appointment setting by telephone for external sales staff.
Learning Objectives
- By the end of the workshop delegates will be able to:
- Use a structure as well as a personal style
- Demonstrate how to handle early 'general sales resistance'
- Understand how to develop sales opportunities
- Establish a client need
- Use relevant features and benefits to ‘sell’ the appointment
- Generate properly qualified appointments
Course Contents
- The importance of ‘selling’ the appointment not just asking
- Developing a positive attitude
- Developing a good telephone style
- Dealing with secretaries, PAs and receptionists
- Creating impact in the first 15 seconds
- Knowing what questions to ask
- Establishing a need
- Agreeing a requirement
- Handling negative responses while remaining positive
- Handling the question of price effectively
- ‘Selling’ the appointment using relevant features and benefits
- Setting the appointment and managing the details.
Role-plays and practical exercises throughout
Interviewing Techniques for Sales Managers
This course is suitable for any manager who has to recruit sales people and wants to ensure that they uncover the real person and avoid being sold to.
Learning Objectives
By the end of the workshop delegates will be able to:
- Implement a strategy to get the right fit
- Identify and set objectives for the interview process
- Structure an effective interview
- Build initial rapport with the interviewee
- Demonstrate a strong questioning technique
- Control the interview
- Use role-plays and exercises effectively
- Objectively evaluate candidates
Course Contents
- What makes interviews effective, and what makes them ineffective
- Being clear on what you are looking for - the relevant factors - knowledge, behaviours, skills & values
- Planning the interview and having clear objectives
- Creating the right environment
- Opening the Interview
- Controlling the Interview
- Reading body language during the interview
- Selecting the right style of interview
- Selection and use of role-plays and exercises
- Identifying what to ask and why
- Questioning techniques
- Looking for the hidden messages
- Remaining objective and skills focused
- Handling candidate questions
- Closing the interview
Role-plays and practical exercises throughout
