| INCREASING SALES |
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| Course Aim |
| Sales training 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 successful salespeople. |
| 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 delegates will be able to: |
| • Explain and demonstrate the sales process |
| • Understand the customer's 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 customer types |
| • 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 |
| 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 etc) |
| • 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 |
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| 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. |
