- improve your skills and close more orders
A 3-day open course
Perfect for the salesperson who has some sales experience but either has no previous training or would like a refresher to improve their skills. It is also the ideal follow-on to Introduction to Selling.
Presenting the skills and techniques required by a successful salesperson working in a competitive business environment, it is highly participative and the tutor builds on the experiences of the delegates. Key points are reinforced with syndicate and practical exercises to ensure that they are seen in the context of each delegate’s own business.
It is an intensive three days and requires dedicated hard work by all delegates. Delegate numbers are restricted to ensure full participation and individual tutor attention.
The challenges of selling in a competitive environment and in tough market conditions are addressed during the three days. Delegates are encouraged to develop their individual action plan identifying the key actions that they will implement in their job role. The course takes into consideration the delegates' knowledge and current experience of selling and builds on this.
Who will benefit from attending?
Essential sales skills is designed for the sales person who may not have attended a formal training course and wants to benchmark their methods against the techniques used by successful sales people. It is also suitable for those who require a refresher to brush up their skills and ensure they are using best practice.
What you will get by attending:
- A structured review of modern professional selling methods against which you can benchmark your performance
- Practice of the skills and techniques required for high sales performance
- An ordered plan for effectively selling your products or services in fiercely competitive market conditions
- Many of the problems of selling put into fresh perspective so you can overcome them
- Expert coaching and an interchange of ideas that will lead to improved personal performance
- To provide each delegate with an ordered plan for effectively selling their products or services in fiercely competitive market conditions.
- To provide each delegate with a fund of practical ideas that will lead to improved personal performance.
The Professional Role of the Salesperson
- The Actions of Successful Sales People
Consultative Professional Selling
- Sales Communication Skills
Using the Benefit Concept Effectively
Developing New Business Opportunities
Beating the Competition
Your Own Sequence for a Planned Sale
- Essential Preparation
- Qualifying the Customer Making Appointments
Selling to Multiple Decision Makers
Creating the Right Impression
Opening Up the Sale
Identifying the Customer’s Criteria for Purchasing
Building Customer Needs
- Questioning Skills
Making Effective Sales Presentations
Dealing With Difficult Questions
Handling Price Objections
Reacting to Buying Signals
Managing Sales Time Effectively
The Qualities for Success
Delegates’ Next Action
Practical Exercises with Tutor Feedback
Testimonials for Essential Sales Skills
"Very upbeat and participating format." GF, Faerch Plast Ltd
"Excellent delivery. warm, friendly, clear and concise." LW, Henry Shaw + Sons Ltd
"Tutor put everyone at ease and was a wealth of good knowledge." GC, Prat & Whitney Canada
"Lots of examples used which made understanding and applying the material to my circumstances easier." TC, Hasbro UK
Essential Sales Skills is an ideal way to improve performance by developing sales knowledge and skills. it is three days in duration in order to enable effective coverage of all key parts of the selling process. The tools that have been developed for this course have designed to be readily used in the work place thereby providing delegates with a full tool kit that they can use to maximise their performance. Delegates will have the chance to consider how they can structure their approach with customers relevant to their own situation. There is a focus on practical outcomes to ensure a high level of transfer from the classroom into the workplace.
It starts by examining the role that a successful salesperson plays followed by identifying the qualities that achieve high performance. The programme takes delegates through the steps of the selling process. The key stages being planning, prospecting, making appointments, the structure customer meetings, consultative selling and questioning skills, presentation & demonstration techniques, sales proposals, objections handling and closing.
There are exercises at each stage so each delegate can reflect and apply the material to their own business. Feedback and tutor review are included to develop best practice for each delegate. Both the theory and the practical application are covered during the intensive three days but delegates will have plenty of opportunity to ensure that they fully understand the material covered.
In summary delegates will have the opportunity to hone the techniques and skills required for high performance.
What is included in the fee?
All materials, lunch and refreshments are provided on this programme.
Start: 10 am Finish 5 pm
Recommended Follow-on Training
- Advanced Sales Skills - master the challenge of high level selling.
- Sales Negotiation Skills – minimise concessions and conclude good deals in tough competitive markets
- Account Management – building business partnerships
If you are not satisfied that you have benefited by attending our Essential Sales Skills course, then we will refund your course fee.