Course Details: Fundamentals of Selling

Overview
Course duration: 2 days.

This enjoyable two-day workshop provides a sound foundation to the skills and qualities needed to turn opportunities into results. Individuals' needs and objectives are met through sharing experiences and stimulating interactive sessions.

This workshop will provide the basic skills and knowledge required to kick-start a successful career in sales. Interactive practice sessions will enable the development of skills in a safe environment. Elements of sales psychology will help you to understand why your customers react and how to deal with them, enabling you to build more rewarding relationships. Delegates will learn from an experienced facilitator with a successful sales background and take away a handy A5 manual of the course.

Is it right for me?
Suitable for new, prospective and existing sales people with little or no formal training who need the best possible understanding of the sales process. On return to the workplace, delegates will be able to sell with confidence, enthusiasm and determination. This course is not for experienced sales people.

What will I learn?
By the end of this course you will be able to:

Develop a powerful sales structure that will improve your sales results.
Understand how sales psychology affects you and the buyer.
Develop the key skills of successful sales people.
Complete a self assessment of future development needs.
Match your sales style to the buyers style.
Guide your customers through the sales process overcoming objections through problem solving techniques.
Present your products that solve the customer problems.
Identify the most suitable communications to match your customer types.
Build a sales kit of tools and models that work.
Create your personal development plan to take back to the work place.
Pre-course Activity
Thought-provoking pre-workshop activity that focuses on you, your product and your organisation.

What will it cover?
What is Selling?

What makes people buy?
The skills and qualities of the successful salesperson
Conducting a personal audit of your strengths and weaknesses
Personal motivation
The Market, Your Product and You

Knowing your products and services - their strengths, weaknesses and unique features
Distinguishing between your product's features and benefits
Know the market you're selling to
Designing your personal sales plan
Plan for a Successful Sales Meeting

Classifying your prospects and planning your activities
Establish your call objectives
Identifying the decision maker
Developing the right mind set
Face-to-face or telephone meetings
The Successful Sales Meeting or Calls

Using a powerful sales process to guide the meeting
Creating a buzz by linking the benefits to the customer's needs
The importance of personal presentation
Assessing the customer's style and behaviour
Building your confidence to communicate with people at all levels
Adapting your body language and approach for maximum impact
Motivating the Customer to Listen

Making the appointment - do's and don'ts that work
Appointments by telephone
Talking to the right person
Using questioning and listening techniques to establish real needs
Preparing sales strategies and adapting your approach accordingly
Handle Objections Using APAC and Secure the Sale

Identifying the real objection
Overcoming the most common objections with a variety of techniques
Recognising an objection as a buying signal
Step-by-step commitment building
Asking for the order - when and how
Allowing the customer to make the decision - when to speak and when to stay silent
Identifying the opportunity for future sales and referrals
Personal Development and Life Skills

Working on your weaknesses and building on your strengths
Committing to change on return to the workplace