Sales Fundamentals

How you’ll benefit

• Improve your sales performance by adopting clear processes and systems
• Boost your phone & email results with tried-and-tested methods
• Effective questioning & presentation skills to adjust to your prospects’ needs
• Objection handling methods to quickly move past hurdles to sale
• Best practice closing to improve your sales conversion rates

This two-day course has been designed to provide you with a solid grounding in the fundamentals of effective sales.

The intensive course will cover all critical areas of the sales process. From first contact and engaging your prospect, through to objection handling and closing deals.

A clear roadmap is outlined to becoming a highly effective sales professional.

You’ll leave the session with a strong understanding of how both the sales and buying processes work. Together with the chance to confront your sales fears, and the confidence and techniques to persuade, influence and win new business.

DAY ONE

Introduction to Sales

• Psychology of sales: Understanding the psychology behind selling
• Defining your role: Articulating the role of a sales person

Sales Strategy

• Sales objectives: Setting clear objectives to drive your personal performance
• Strategy framework: Proven sales strategy frameworks to deliver success
• Strategy implementation: How to activate your strategy on a day-to-day basis

What does Sales Excellence Look Like?

• Sales excellence: Clear articulation of what sales excellence looks like; a roadmap to get there
• Adopting good habits: A clear checklist of regular habits to adopt and maintain
• Eliminating bad habits: Full outline of the worst sales habits to look out for and avoid
• Confront your sales fears: How to confidently overcome your personal barriers

Understanding the Sales Process

• How buying decisions are made: Key elements that inform the buying process
• Essential stages: Planning your activity around the essential stages of the sales process
• Maintaining control: Tried-and-testing techniques to maintain control of the sales process
• Time management: Best practice methods for driving most results from your time investment

Understanding your Prospect's Needs & Wants

• Needs identification: Tried-and-tested methods to professionally uncover customer needs
• Matching solutions: How to uncover your prospect’s real needs and match them to your sale

Questioning, Listening & Presenting

• Smart questions: How to open doors with subtle, intelligent and commercially-minded questions
• Linking to needs and wants: How to base your questioning on your prospect’s needs and wants
• Questions to avoid: Checklist of low impact, low value questions to avoid
• Response qualification: How to drill down on a prospects’ responses and qualify effectively
• Building rapport: Natural and authentic ways to develop relationships quickly

DAY TWO

Business Development over the Phone

• Prospect lists: Advice on compiling an effective prospect list
• Gatekeepers: Practical techniques to circumnavigate gatekeepers
• Call count: Best practice advice on how to maintain a high call count
• Appointment booking: Clear process for booking well qualified sales meetings
• Expectation alignment: How to align your expectations with your prospect’s
• Voicemails: Best practice to get decision makers calling you back

Writing to Sell

• Sales emails: How to write effective sales emails that drive results
• Drafting a presentation: Tried-and-tested rules for writing a high impact presentation
• Value proposition: Creating your own value proposition
• Positioning statements: How to differentiate yourself from the competition

How to Make Effective Sales Presentations

• Preparation: Checklist to follow prior to a sales call or meeting
• First impressions: Authentic methods for making a positive first impression
• Meeting etiquette: Best practice and basic principles for ensuring a smooth sales meeting
• Remaining flexible: Adapting your approach to visual, auditory and kinesthetic buyer types
• Features and benefits: Understanding the differences; when and how to use them

Objection Handling

• Anticipation: Methods to anticipate likely objections
• Managing objections: Clear process to follow for dealing with objections

How to get to the Close

• Closing techniques: Full outline of different techniques at your disposal
• Alternative methods: Breakdown of various other options that may suit your business

Sales Performance Tracking

• Personal tracking: How to track and measure your own performance
• Areas for improvement: Identifying the strengths and weaknesses of your activity
• Metrics: Understanding the best metrics to track to drive continual personal improvement

Case Studies

• Best-in-class: Leading UK case studies, demonstrating success across full variety of industry sectors

Hands-on Exercises

• Active learning: Specially designed class exercises to get you quickly and confidently up-to-speed

Business Consultancy

        Tailored discussion: Live consultancy to tackle challenges related specifically to your brand or client

This course provides a basic grounding for people who are new to sales or have limited experience to-date. This course content is also well suited for those wanting a refresher to bring their selling skills up-to-date.

no pre requisites