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Course Aim

To enable delegates to understand the basics of face-to-face selling and building customer relationships. The course will help them to become personally more successful in their sales role.

The programme is suitable for people who are relatively new to selling, as well as more experienced people who wish to refresh their basic skills.

Course Objectives

By the end of this course the delegates will be able to:

• Explain and demonstrate the Selling and Buying Processes
• Plan and prepare for meetings
• Construct questions in a sales context and listen effectively to the customer's responses
• Explain how effective communication can assist them when conducting a sales interview and when building long term relationships with customers
• Match product solutions to customers' individual needs
• Identify different buyer types
• Demonstrate how to gain customer commitment to the next step
• Detail how to close a sale effectively, or gain commitment to future action

Course content includes:

• The buying and selling processes
• Pre-call planning and preparation
• Structuring the sales call. The Sales Process
• Communication skills
• Questioning Skills
• Effective listening
• How and why people buy
• Customer Behavioural Types
• Presenting features, advantages and benefits
• Objection handling
• Closing the sale with confidence

Optional extra modules include

• Prospecting for sales leads
• Sales planning and targeting
• Territory planning

How the course works

Delegates are given a full understanding of both the selling and buying processes and the importance of being well organised, with clear sales objectives. Over the period of the course, delegates work through the sales process, practising the skills at each stage, so that their selling skills are developed and reinforced.

Video can be used if requested, and used as a learning tool so that delegates can practise using their sales skills. During the course they sell your products or services, making the role-plays realistic and practical.

To find out more contact us