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Practical Sales Skills 1 Day Workshop in Bromley

Practical Sales Skills 1 Day Workshop in Stoke-on-Trent

Practical Sales Skills 1 Day Workshop in Hinckley

Practical Sales Skills 1 Day Workshop in Crewe

Practical Sales Skills 1 Day Workshop in Nottingham

When staff are new to sales it can seem daunting, especially when they have targets to meet. If the staff you need to promote your products and services get it wrong then it can knock their confidence and negatively impact how your customers see you as an organisation. This programme provides staff with the basic skills they need to sell. This course will help participants: Profile customers Research and identify potential new customers Use the consultative sales process Build effective rapport with customers Identify customer needs through effective questioning and listening Position products and services effectively Close the sale or gain commitment to further action Manage their customer portfolio to maximise sales 1 Introduction Aims and objectives of the training Personal introductions and objectives Self-assessment of existing sales skills Overview of content 2 Knowing your customers Who are your customers, and what do they want from you? What are your strengths, compared to your competitors? Who are your new potential customers? How do you communicate with new customers? What do you need to know about your customers before you start to sell? Making the initial approach Planning your pipeline - keeping the customers coming 3 The four-step sales process Overview of the consultative sales process Key benefits of using the consultative sales process Focusing on behaviours not targets The behaviours of a good salesperson Common pitfalls and mistakes Personal strengths and weaknesses 4 Building rapport First impressions - Mehrabian theory of communication Short cuts to building rapport Looking out for clues as to how the customer is thinking Looping back to keep the conversation flowing Acknowledging past communication Dealing with emotions such as anger Setting the agenda to keep control Getting past gatekeepers 5 Questioning and listening How to ask open questions to uncover information Left brain questions When closed question can be useful What stops us listening? The four levels of listening How to develop your listening skills 6 Presenting products and services to customers When to present Using benefits not features Making it personal Using reciprocity The tendency towards the middle Using consistency 7 Gaining commitment Testing the water Dealing with objections using ACLEO Asking for the business Getting referrals Ending with a personalised close Following-up 8 Managing your customer pipeline Spotting opportunities for cross-sales Managing your portfolio Maximising sales proactively Review meetings Customer satisfaction measures and surveys Mystery shopping 9 Putting it all together Skills practice Personal learning summary and action plans

The Innovator's Mindset What makes a person an innovator? The key differentiator is their mindset. Practicing certain skills can improve your innovative possibilities. Innovators build on their area of expertise; they are prepared. They often have a deep understanding of a field - but this does not confine their thinking - it provides a strong foundation to build, experiment, and learn. They start with a 'blank slate', observing, curious, questioning, digging deeper, broadening horizons, seeking diverse intersections, seeing the possibilities. Extreme paradigm shifts occur when diverse intersections occur serendipitously, resulting in discovery and value creation. The future is unpredictable; however, we can be prepared for a future unlike today by having an innovator's mindset. This and other IIL Learning in Minutes presentations qualify for PDUs. Some titles, such as Agile-related topics may qualify for other continuing education credits such as SEUs, or CEUs. Each professional development activity yields one PDU for one hour spent engaged in the activity. Some limitations apply and can be found in the Ways to Earn PDUs section that discusses PDU activities and associated policies. Fractions of PDUs may also be reported. The smallest increment of a PDU that can be reported is 0.25. This means that if you spent 15 minutes participating in a qualifying PDU activity, you may report 0.25 PDU. If you spend 30 minutes in a qualifying PDU activity, you may report 0.50 PDU.

The Innovator's Mindset What makes a person an innovator? The key differentiator is their mindset. Practicing certain skills can improve your innovative possibilities. Innovators build on their area of expertise; they are prepared. They often have a deep understanding of a field - but this does not confine their thinking - it provides a strong foundation to build, experiment, and learn. They start with a 'blank slate', observing, curious, questioning, digging deeper, broadening horizons, seeking diverse intersections, seeing the possibilities. Extreme paradigm shifts occur when diverse intersections occur serendipitously, resulting in discovery and value creation. The future is unpredictable; however, we can be prepared for a future unlike today by having an innovator's mindset. This and other IIL Learning in Minutes presentations qualify for PDUs. Some titles, such as Agile-related topics may qualify for other continuing education credits such as SEUs, or CEUs. Each professional development activity yields one PDU for one hour spent engaged in the activity. Some limitations apply and can be found in the Ways to Earn PDUs section that discusses PDU activities and associated policies. Fractions of PDUs may also be reported. The smallest increment of a PDU that can be reported is 0.25. This means that if you spent 15 minutes participating in a qualifying PDU activity, you may report 0.25 PDU. If you spend 30 minutes in a qualifying PDU activity, you may report 0.50 PDU.

Practical Sales Skills 1 Day Workshop in Burton Upon Trent

Practical Sales Skills 1 Day Workshop in Sunderland