Session One ‘Why the customer will buy from us’
What makes a good salesperson? Someone who can quickly develop trust by demonstrating that they understand a client’s needs. They are able to ask for commitment and close the sale and use their time efficiently.
Course Aim
This course will benefit anyone who has to pro-actively sell or those who need to make effective follow up calls. The course is applicable to people who are either new to a sales position, or for existing people wishing to refresh and update their skills.
Course objectives
At the end of Session One you will be able to:
- Understand the fundamentals around building trust
- Build rapport over the telephone
- Ask questions to uncover ‘real’ needs
- Match your products & services to your customers’ requirements
Content
- Attributes of effective selling
- The sales process
- Opening the sale with value statements to gain customers’ interest
- Building rapport over the telephone
- Tools and techniques to Investigate your client’s situation
- Match your offering to your client’s specific needs
Selling Skills for Results
Session Two ‘Closing the sale’
What makes a good salesperson? Someone who can quickly develop trust by demonstrating that they understand a client’s needs. They are able to ask for commitment and close the sale and use their time efficiently.
Course Aim
This course will benefit anyone who has to pro-actively sell or those who need to make effective follow up calls. The course is applicable to people who are either new to a sales position, or for existing people wishing to refresh and update their skills.
Course objectives
At the end of Session Two you will be able to:
- Present your ideas effectively
- Handle different types of objections that come your way
- Gain commitment at each stage of the sales process
- Advance the sale quickly
Content
- PROEP model for presenting ideas
- Handling Smokescreen objections
- SIP structure for handling ‘real’ objections
- Advancing the sale and gain further commitment
- Tips for gaining commitment
- CSA model for closing a sale
For further information please contact us:
Conrad or Suzanne Potts tel: 44 (0)7734 993260 or 44 (0)7734 993261 or click here to fill in a contact form
You can also email us direct sales@teamskills.co.uk