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sales essentials



related programmes: telephone sales skills | creating sales performance

Sales Essentials

Sales Training from RighttrackThis 2 day practical programme explores the skills utilised by successful sales people and is ideal for those new to sales and for those sales professionals who have received little or no formal training.

Programme Content

This programme can also be customised to your company so get in touch and we will provide you with a specific programme just for you.

The Role, Planning and Preparation

  • What makes people want to buy from you - developing the right attitude and appearance
  • Planning each sales encounter - setting cascading objectives

Initial Contact

  • Getting to the decision maker
  • Dealing with gatekeepers
  • Creating rapport being empathic
  • The WIIFM principle

Identifying the Individual Needs and Concerns of Each Customer

  • Asking the right questions
  • Using projective listening
  • Conveying a positive image over the telephone
  • Using and reading body language in face to face situations
  • Summarising and reflecting customer needs and concerns

Presenting Features and Benefits

  • Understanding the features and benefits of your service
  • Using USPs to stand out from the competition
  • Presentation skills
  • Recognising and responding buying signals

Closing the Sale

  • Selecting the appropriate closing technique
  • Closing with confidence
  • Reinforcing the customer's decision
  • Maintaining the relationship

Objections & Obstacles

  • Handling objections in a positive way
  • Being assertive