Sales: Going Beyond the Basics
Sales training course with CPD accredited certificate & free e-learning: move your selling skills to the next level
Activia Training
Summary
Location & dates
46 The Priory, Queensway
Birmingham
B47LR
United Kingdom
Felix Road
Bristol
Avon
BS50HE
United Kingdom
Leeds
LS11BA
United Kingdom
23-25 Friar Lane
Leicester
LE15QQ
United Kingdom
Overview
Our Sales: Going Beyond the Basics course will push your Selling Skills skills to a new level.
This hands-on one-day sales training course has been designed to give delegates a solid understanding of good selling practices and to enhance their ability to be effective. Introducing popular concepts, delegates are taken through simple but essential selling techniques, in a structured and proven way that will enable them to make instant changes to their working practices and achieve sustained improvements in their performance.
CPD
Course media
Description
Introduction and Course Overview
The Right Approach to Sales
- Case Study: Danny's First Day in Sales
Questioning Skills for Sales
- What Information Do We Need?
- Types of Questions
- Closed Questions
- Open Questions
- Leading (Assumptive) Questions
- Summary Questions
- Probing (Excavating) Questions
- Reflective (Mirroring) Questions
- Exercise: Questioning Practice
- Powerful Words for Questions
- Types of Question to Avoid
- The Funnel Technique
- The Inverted Funnel Technique
Listening Skills for Sales
- Benefits of Good Listening
- Why We Listen Badly!
- Exercise: How Do You Rate Your Listening Ability?
- Active Listening
- Listeners Control Conversations!
Maximising Productivity in a Sales Role
- Deflective Tactics -- Time Wasters
- Six Habits of Successful Sales People
- Talking to the Right People
Attention - Getting your Customer's Attention
- The 4 Ws
- Exercise: Questions Using the 4 Ws
Interest - Creating Interest in your Customer
- Customer Expectations, Wants and Needs
- Buying Signals
- Keeping Price in Its Place
Desire - Motivating Customers to Buy
- Understanding the Customer
- Features, Advantages and Benefits (FABs)
- Selling the Right Benefits
Action - ABC: Always Be Closing
- Asking for the Business
- Effective Closing Techniques
- Types of Close
- Framing the Close
- Pitfalls When Closing the Sale
- Trial Closing
- Aiming For Repeat Business
- Maximising Profit
Your Personal Action Plan
Who is this course for?
The course is intended for anyone involved in a process where sales opportunities exist. The concepts apply to both telephone and face-to-face environments, and while the course has been developed with salespeople in mind, it can also be applied to other people, such as Customer Service or Support staff, who often have the chance to turn situations into sales opportunities.
Questions and answers
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Legal information
This course is advertised on reed.co.uk by the Course Provider, whose terms and conditions apply. Purchases are made directly from the Course Provider, and as such, content and materials are supplied by the Course Provider directly. Reed is acting as agent and not reseller in relation to this course. Reed's only responsibility is to facilitate your payment for the course. It is your responsibility to review and agree to the Course Provider's terms and conditions and satisfy yourself as to the suitability of the course you intend to purchase. Reed will not have any responsibility for the content of the course and/or associated materials.