Introduction to Selling - 1 Day

Introduction

The first part of this programme explores different customer types and motivations to buy. Successful sales people work to recognise customer buying characteristics and understand that buying motives vary. Responding to each customer according to their needs and concerns helps build rapport and confidence. After all, people buy from those they like and trust.

• Why people buy in general and why they buy your products or merchandise in particular (motivations to buy)
• What makes people want to buy from you – developing the right attitude and appearance
• Planning sales encounters

Initial Contact

The first 10-20 seconds of the sales encounter can influence the entire remainder of the meeting. In this session delegates explore what works, and what doesn’t, and new approaches and ideas that they feel comfortable with.

Communication Skills in Sales

It also teaches the demanding skills of questioning and listening and gives delegates time to practice and use new methods of finding out what customers are thinking and feeling.

• Meeting and greeting; what do you first say to a customer
• Asking the right questions
• Using projective listening
• Identifying and influencing the decision maker and decision influencer
• Creating rapport and being empathic
• Summarising and reflecting customer needs and concerns

Presenting Features and Benefits

During this part of the programme delegates learn how to identify and use features and benefits that apply to the purchase and which match the buyers’ motivations.

Moreover, recognising subtle but important buying signals will help bring the sale to a conclusion.

• Understanding and using features and benefits
• Recognising buying signals

Closing the Sale

Helping the customer to finalise their decision is often unnecessary. But when it is, knowledge of appropriate closing techniques is essential. This session provides the tools to close any sale that is ready to be closed!

• Selecting the appropriate closing technique
• Closing with confidence
• Maintaining the relationship

Objections & Obstacles

And finally how do we respond to an objection – if it is indeed an objection and not simply a buying signal. This session introduces the 3-step technique that is universally useful in all areas of selling.

• Handling obstacles and objections – three step technique

Summary and Conclusion

And finally delegates plan which elements of the course they will commit to use starting on their very next selling day.

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1 day

Folder, workbook, handouts, pen and certificate of attendance

To suit you

Up to 12

Righttrack programmes are energetic, exciting and highly participative, which create an impact and motivate participants to learn and embrace change

We utilise a blend of learning methods: practice sessions, group workshops, scenario-driven learning, assignments, self managed learning, shared group learning, accelerated learning and structured group learning