Sales Essentials - 2 Days

• 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

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2 days

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