Course Objectives

• To provide each delegate with a carefully structured plan for effectively selling their products and services in fiercely competitive market conditions
• To look at the key stages of a sale, and clearly identify areas where each delegate needs improvement
• To provide delegates with many practical tools that will lead to improved personal performance in their day-to-day work in sales
• To help delegates gain a new momentum for their sales development
• To improve the ability of each delegate to look at various problems in sales with a completely fresh perspective
• To provide each delegate with a range of helpful and practical suggestions to enable them to improve their overall sales performance
• A clear understanding of all the stages of the ‘business-to-business’ sales process
• A more confident and competent approach to the whole sales process
• Knowledge of how call cycles and ratios are key to sales success
• A clearer understanding of pricing and margins
• A 100% ‘customer centric’ approach of how to sell
• A dramatic new momentum for your sales development
• The ability to put various problems of selling into fresh perspective
• Many helpful and practical ideas and suggestions to assist you in your day-to-day work
• An interchange of new thoughts and ideas, with other delegates and the Tutor

Course outline

• An Introduction to Sales
• The Link between Customer Service and Customer Loyalty
• Why Companies Lose Customers?
• The Magic Secret of Sales
• The Role of the Professional Salesperson
• Persuading People to Buy
• Your Responsibilities to Your Company and Your Customer
• How Good Are You At Understanding Sales Terminology?
• Sales Vs Marketing Vs Negotiation – What Is The Difference?
• The Marketing Mix
• The Ten P’s Of Marketing
• Sales Success – The Management of ‘The Marketing Mix’
• The Seven Key Steps of a Business-To-Business Sale
• The Salesperson’s Five Deadly Errors
• The Four Key Areas of Knowledge Needed To Sell Effectively
• The Qualities Required In a Professional Salesperson
• How to Sell Professionally
• Understanding the Psychology of Selling
• Why Do People Buy Anything?
• What We Sell and What Our Customers Buy
• The Benefit Concept
• Identifying Customer Needs
• The Key Questioning Techniques for Effective Selling
• Customer Segmentation
• Tangible And Intangible Reasons Why People Buy
• Effective Communication In Selling
• Learning How To Influence People
• Understanding The Key Aspects Of Communication
• The Five ‘C’s Of Good Communication
• The Five Qualities Of An Effective Communicator
• Etiquette For Client Meetings
• The Importance Of Body Language In Selling
• Asking The Right Questions
• Good and Poor Listeners
• Effective Time Management
• Time Management Quiz
• The Definition Of A Good Time Manager
• Identifying Personal and Environmental Time-Wasters
• Ten Rules To Help You Manage Your Time Effectively
• SMART(ER) Objectives
• Planning And Organizing For Sales Success
• Time And Territory Management
• Understanding The Importance Of Key Ratios In Selling
• Sales Plans And Forecasting
• Planning To Achieve Targets – A Case Study
• Finding Customers / Prospecting
• How to Qualify your Prospects
• How to Make the Right Appointments
• The Telephone Appointment Plan
• Making a Professional Approach – Each And Every Time!
• Writing for Appointments
• Presenting Your Sales Case
• The Use of Visual Aids in Your Presentation
• Preparing And Writing Proposals – What to Include In A Professional Proposal
• Objections – Obstacles or Opportunities?
• How to Handle Objections
• How to Overcome Price Objections
• Most Frequently Asked Questions
• Closing the Sale – Different Closing Techniques
• After Sales Service – Building Long-Term Customer Relationships
• Staying Close To Your Customers

Who Should Attend?

• Salesperson with some experience in sales
• Anyone wishing to move into sales
• Someone who has been newly appointed to a sales position