Description

Some people naturally possess an ability to sell and others over time develop their own style. We have created a highly practical course to give you the confidence and ability to sell over the phone or face to face. We focus the exercises, theory and discussion on your own job role and experiences to ensure you can return to the workplace to deliver tangible results.

This 2-day course is designed for individuals who are new to selling, those in a sales role but have not received any formal training, or professionals who would like to brush up and enhance their current selling skills and learn some new techniques.

Course Syllabus

The syllabus of the Essential Selling Skills course is comprised of seven modules, covering the following:

Module One

Understanding the Customer

The importance of good customer care

Selling vs. selling attitude

The reasons people buy

Adopting a positive approach

Module Two

Self-Awareness

Understanding your selling style

Adapting your selling style to your customer

Understanding your customers buying style

Module Three

Effective Communication and Rapport Building

Why does communication need to be effective?

Actively listening to your customers' needs

Right question at the right time

The impact of positive and emotive language

Module Four

Taking a Consultative Approach

Different styles of selling

Taking a consultative approach to selling

Preparation techniques

Buyer behaviour and motivation

A selling approach to match the buyers mind

Module Five

Presenting the Solution

Selling the benefits

Sales tool kit

Unique sales points

Advanced questioning techniques

Module Six

Gaining Commitment

Recognising and acting upon buying signals

Dealing with customers concerns

No means no?

How to cope in stressful situations

Module Seven

Confirming the Sale

Confirming or closing?

Effective confirming techniques

Going the extra mile

Benefits

For you as an individual

This course will increase your confidence and ability to sell, having provided you with tools and techniques to achieve maximum results. Delegates always leave with fresh ideas, energy and motivation to succeed.

For an employer

The attitude of the delegates and the results they deliver will speak for themselves. All techniques are easy to apply back into the workplace for an immediate impact.

What will I learn?

By the end of the course, participants will be able to:

Appreciate the need for preparation before a sales appointment

Effectively identify and meet needs with advanced questioning techniques

Identify verbal and non-verbal buying signals

Construct professional answers to questions and possible objections

Present your products and/or services with the buyer in mind

Identify and use a selling style appropriate to capture the buyer's attention

Recognise and overcome major objection types

How to apply effective confirmation techniques with the buyer in mind

Real Play Option

We offer an innovative solution to engage the learners and bring real negotiation and closing scenarios to life. We use actors who improvise scenarios which have been specified by the group.

The group is split the group into 2 sub-groups, one with the actor, the other with the trainer.

Each group has a brief and has to instruct their trainer/actor on how to approach the scenario supplied.

The actor and trainer perform the role play(s) as instructed by their respective teams; however during the action they can be paused for further recommendations or direction.

The outcome is the responsibility of the team(s) - not the performers.

Scheduled Courses

This course is not one that is currently scheduled as an open course, and is only available on an in-house basis. For more information please contact us.

Course Images

Essential Selling Skills

By Dickson Training Ltd

Booking options

Highlights

Description

About The Provider

Tags

Reviews