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.
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Day One - Planning and Preparation:
The Secret of Successful Sales Professionals
- Analyse your personal strengths in relation to selling in a competitive market
- Plan your personal development and self-evaluation process
- How to plan and set your personal targets, campaigns and calls
- How to plan and manage your sales 'territory' to win more business
- How to create a personal marketing plan
- Learning skills of prioritising and organising your selling time
Day Two - The Psychology of Selling
- What motivates people to buy? Desires, Wants and Needs
- Recognising and understanding behaviours
- Transactional Analysis: the essential elements of human behaviour
- Adopting the right style and approach to build rapport with customers for face-to-face selling situations
Day Three - The Successful Sales Process: Understanding your Customer
- The sales cycle - step by step successful selling
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- Using advanced questioning techniques that uncover the buyer's needs
- Understanding the difference between a buyer's needs and their special concerns
- Using active listening skills to increase understanding of the customer's situation
- Summarising and signposting skills that keep the sale on track and the sales person in control
Day Four - The Successful Sales Process: Presenting your Product or Service with Impact
- Presenting the solution that meets your client's needs and special concerns
- Understanding and using features and benefits to win the sale
- The step by step process to closing the sale
- Being prepared to handle obstacles and objections skillfully and effectively
Day Five - Motivation & Action Planning
- Summary of the sales process
- What I have learned so far
- Practical scenarios applying the skills and techniques
- How to maintain personal motivation and positivity when the going gets tough
- Planning to implement the key elements of the programme
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This advanced 5-day selling skills programme boosts the performance of new and experienced sales professionals who are involved in proactive selling to individuals, groups and businesses. 