Spearhead Training > In-company Sales > Selling a Service Training
Selling a Service Training
Master the challenge of selling a service
This course is for the salesperson selling a service. The programme presents the skills and techniques required by a successful salesperson selling services in a competitive business environment. There are numerous unique challenges that must be taken into consideration when selling a service.
The programme is highly participative, the course tutor drawing on the experiences and opinions of the delegates. The key points are reinforced with syndicate and practical exercises to ensure that they are seen in the context of each delegate’s own business.
The course is intensive and requires dedicated hard work by all delegates.
This training course is available as an in-company option only. We can also tailor this course or create a bespoke training course for you.
For an open course option, click below
Introduction to Selling
Essential Sales Skills
Advanced Sales Skills
Programme Contents
• The Successful Service Salesperson
• Customer Selection
• Effective Communication
• Product v’s Service Sales Person
• Using the Benefit Concept
- Intangible Benefits
• Beating the Competition
- Competitor Comparisions
• Planning the Stages of Sale Pre-Approach Work
• Making Appointments
• Selling to Multiple Decision Makers
• Creating the Right Impression
• The Specific issues of Selling a Service
• Customer Needs for Buying a Service
• Opening Up the Sale
• Criteria for Purchasing
• Identifying Customer Needs
• Making an Effective Presentation
• Dealing With Difficult Questions
• Handling Price Objections
• Reacting to Buying Signals
• Gaining Commitment
• Effective Closing
• Maximising Sales Time
• The Qualities for Success
• Delegates Post Course Action Plan
• Practical Exercises with Tutor Feedback