Introduction to Selling

A fast track introduction to the world of selling

2 Days - Non Residential

This sales training course will build a good foundation for those new to selling or for those who have not received sales training. It is for anyone who requires the knowledge and skills to work as a competent, professional salesperson. How to sell without resorting to high pressure techniques is the essence of professional selling as taught on this course. The principles of effective selling are explained and related to each delegate’s business. Delegates on our sales training course will be shown how to apply the principles in face-to-face situations with customers.

This is a very intensive, participative sales training in which delegates will be given individual exercises and guidance.

You will get from this course:

• 1. A comprehensive understanding of the principles of effective selling
• 2. A solid foundation of sales skills that will build your competence as a professional sales person
• 3. Tips and ideas that you can immediately apply to become more effective in your sales role
• 4. Individual expert guidance to help you develop good selling skills habits and adopt best practice
• 5. A Course Certificate
• 6. A CD of up to date self-development and reference materials to reinforce your learning
• 7. On going support via e-train, Spearhead’s scheduled e-communications of additional tips and advice to sustain your motivation and support your personal development when you are back at work
• 8. Access to the Spearhead telephone Help-line so you can get individual post-course support from your tutor when you want it

“It was very helpful – very clear especially as I’m new to it”

No other introductory level sales training course gives you more…

Delegate spaces available on the following course dates:

Fee includes course materials, use of video and other training equipment as required. Lunch and light refreshments are also included. Prepared key topic notes for delegates' future reference are provided. The number of delegates attending each course is limited in order to ensure individual participation.

If overnight accommodation is required we often have special arrangements with local hotels.

 

Programme Contents

• Defining the Role of the Salesperson
• The Consultative Sales Process
• Why People Will Buy From You
• - Motivating Customers to Buy
• - Identifying Potential Benefits to Customers
• Persuasive Communication
• Making it Hard for the Competition
• Developing Your Own Sales Plan
• The Process of Customer Selection
• -Targeting the Right Customers
• The Importance of New Business
• Preparing to Make a Sale
• First Impressions
• - Selling Yourself
• - The Sale Before the Sale
• Making Appointments
• The Importance of Call Objectives
• Structuring Customer Meetings
• Opening the Sale
• Establishing Customer Needs
• - Questioning Techniques
  
• - Using the Spearhead WIN-CLIENT Questioning Model
• - Building a Sales Case
• - Creating Value for Money
• Presenting Your Sales Case
• Answering Customer’s Objections
• - The Different Kinds of Objections and Strategies for Dealing With Them.
• - Price Handling Techniques
• Closing the Sale and Securing the Business
• Your Personal Plan for the Future
• - What Each Delegate Needs to Work at to ensure His/Her Success

Description of Course

This course replaces our "Basics of Selling" training course.

The course starts off by examining the role of the sales person followed by identifying the qualities that make sales people successful. Delegates will then be taken through the steps of the sales process with exercises at each key stage so that each delegate can apply the material to their own business. Feedback and tutor review will be given to develop best practice in each situation. Therefore, both the theory and the practical application are covered during this interactive course. Delegates are encouraged to develop their individual post course action plan to identify the key actions that they plan to implement in their job role.

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