
Sales Essentials - 2 Days
This 2-day programme is suitable for those new to sales or who have not previously had sales training. On completion, delegates will fully understand the sale process and will have practiced skills in key areas.
This programme uses a consultation sales style, which proves successful in both B-2-B and consumer sales.
- Outline
- Programme Options
- Download PDF
Below is the outline for this programme:
- The Role, Planning and Preparation
- Understanding the sales process in your business, how customers make a buying decision and knowing where you are in the process
- Identifying role of the customer – decision maker or decision influencer?
- What makes people want to buy from you – developing the right attitude and appearance
- Planning each sales encounter - setting cascading objectives
- Initial Contact
- Identifying and influencing decision makers and decision influencers
- Creating rapport being empathic
- The WIIFM (what’s in it for me) principle
- Identifying the Individual Needs and Concerns of each Customer
- Asking the right questions
- Using projective listening
- Conveying a positive image over the telephone
- Summarising and reflecting customer needs and concerns
- Presenting Features and Benefits
- Understanding the features and benefits of your product or service
- Using USPs to stand out from the competition
- Presentation skills
- Recognising and responding to 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 and difficult situations in a positive way
- Negotiation Skills
- Understanding and using effective behaviours in sales and procurement situations
- Practice Sessions will be used using our Phone Coach training system at stages throughout the programme
- Identifying further sales skills development – creating a personal plan
- Delegates reflect on their learning and plan where further practice or improvement is required
This is an in-company programme with the following options. (Hover your mouse over the dotted items to find out more.)
Available Packages:
Duration:
Materials:
Support:
Dates & Location:
Delegates:
Style:
Learning Methods:
Ready-to-GoAn 'off-the-shelf' training programme delivered by one of our training specialists at a location of your choice | CustomisedWe tailor our ready-to-go programme to meet your needs, including your case studies, your examples and your company specific information. Company branded programmes also available | BespokeWe research, design and deliver the programme specifically for your needs
Not sure which? Use our handy Package Comparison table
2 days
Folder, workbook, handouts, pen and certificate of attendance
ResearchPre-programme research visit or telephone discussion | AdministrationPrinting and packaging of delegate materials and liaison with your chosen venue for programme arrangements. Additional administration options available | EvaluationPost-programme evaluation and a consultant's report providing feedback on the programme | Righttrack MembershipLifetime on-line post-programme support via our dedicated delegate website and access to the training consultant who will answer any questions relating to the programme
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
Alternative Sales Training Programmes
Our sales training programmes are below:
| Closing Skills | 1 Day | Details |
| Creating Sales - Masterclass | 2 Days | Details |
| Distribution Strategy & Key Account Management | Bespoke | Details |
| How to Win Tenders | 3 Days | Details |
| Introduction to Selling | 1 Day | Details |
| Managing Sales | Modular | Details |
| Negotiation Skills | 2 Days | Details |
| Sales Management | Modular | Details |
| Sales Management - Masterclass | 2 Days | Details |
| Sales Strategy | Bespoke | Details |
| Selling High Value in Retail | Bespoke | Details |
| Successful Tendering | 1 Day | Details |
| Telephone Sales Skills | 2 Days | Details |
| Alternatively, take a look at our redhotactive events | Bespoke | Details |
Sales Consultancy
As well as an extensive range of sales training programmes, we also provide sales consultancy. Find out more about our sales consultancy service.

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