Selling as an activity is the act of convincing a prospect that your product or service is the correct one to satisfy their needs at the right price. To be successful at selling, you need to learn to use the tools of the selling trade as effectively and as often as possible. Learn that: Selling is not selling; it is providing. And the key to providing is knowing in advance what to provide.
Read, Write & Understand English
English
Course is facilitated by a competent subject matter trainer, who utilises a combination of the following techniques to ensure that the session is practical and experiential: Discussion; Role Play; Exercises & Case Studies; Videos/DVD’s; Games, Slide Shows & Written Questions.
Sales professionals / Business Development Teams / Marketing Staff / Call Centre Staff / Anyone involved in negotiating deals or agreements
1 Day
Module 1 | Eight Reasons why Top Sales People are Successful The Principles of Professionalism Responsibility – It begins with You Having the Right Attitude The Six Cylinders of Successful Selling (Business Knowledge/ Industry Knowledge / Company Knowledge / Product Knowledge / Selling Knowledge / Attitude) Know your Competitors Customer Relationship Management (CRM) Confidence – Five Ways to develop Greater Confidence Protocol for Professional Sales People Dress Code: Your Image is Your Message Common Myths about Selling |
Module 2 | Understand the Importance of Communication Verbal & Non-verbal (Body Language) Communication Multicultural Communication Stereotyping Listening – The forgotten Skills in Communication Listening and Responding Internal / External Clients Practical Ways to Improve Client Communication The Process of Selling / Selling Cycle In Sales : Code of Ethics Space Zones |
Module 3 | Basic Rules of Good Customer Relations Customer Etiquette What is Good Service? The Core of Customer Service Effective Time Management The Importance of Goal Setting (SMART goals) |
Module 4 | The Essence of Prospecting Sources of New Business The Four Pillars of Prospecting Sales Correspondence Quotations The Telephone Call Five Forbidden Phrases Key Words and Phrases to Use Customer Needs - Qualification Techniques Examples of Good Open-Ended Questions Telephone Etiquette Guidelines Presentation Skills Tips |
Module 5 | The difference: Customers and Consumers Understand Features / Advantages / Benefits The Psychological Aspects of Selling Identify Buying Motives Identify Customer Needs / Wants The Customer Buying Decision Making-Process External Factors that Influence the Decision Making Process Positive & Negative Buying Signals Common Objections and What to Say Buyer’s Tricks – Avoid falling for them General Guidelines for Handling Objections Tips on Closing a Sale Coping with Complaints |
Module 6 | What is Negotiation? Importance of Attitude in Negotiation The Negotiation Process (6 Steps) The Win/Win Approach The Give/Get Principle Planning and Preparing for Negotiation Critical Mistakes Managing Conflict During Negotiation |