Selling Skills

Course Aim

To enable the delegates to have a clear understanding of the basics of face-to-face selling and customer relationship skills. This will assist them in becoming a successful salesperson.

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 sales process
• Understand the customers buying process
• Construct effective questions to use in a sales interview and actively listen to the customer's responses
• Explain how effective communication can assist them when conducting a sales interview and when building long term relationships with different types of customers
• Describe how to match product solutions to customers' individual needs
• Demonstrate how avoid and overcome customer objections in order to gain commitment to the next step
• Detail how to close a sale effectively

Course Content

Course content includes:

• Identification of potential customers
• Pre-call planning and preparation
• Appointment planning
• Effective communication skills (including questioning, listening, impact of words, tone e.t.c.)
• The sales process/The buying process
• How and why people buy
• Building rapport
• Establishing customer needs, including needs analysis checklist
• Presenting the solution to match customer needs
• Customer behavioural types
• Objection handling
• Closing the sale with confidence