Course Details

Course Title:  Essential Selling Skills

Course ID:  MS209E

Fees:  $1950

Days:  3

Introduction    

We all need sales training at almost any level.  You may have the latest product or the most competent service at the right price, but it is pointless if youe salespeople can’t convince the customer.

It is therefore essential that the sales structure and selling skills be understood and applied effectively every time. 

This course treats the sales as a process which covers all bases and, when allied with the personality and flair of the salesperson, will greatly increase the conversion rate.

Course objectives       

By the end of the course, participants will be able to:-

§          To understand and practice winning sales techniques.

§          To learn the sales process and our part in it

§          To measure Customer Transition

§          How to get the customer to “open up” and spot buying signals

§          How to turn objections into selling opportunities

§          How to close – techniques

§                  Customer care - How to expand the business after the sale

Prerequisite            

None

Who should attend?

All staff in sales and/or customer facing positions.

Course outline       

Day One

§          Sales Skills – self assessment – What are our own Strengths and Weaknesses?

§          Communication Skills – self assessment – What are our own Strengths and Weaknesses?

§          Active Listening, Observing and Qualifying Leads

§          Matching Features to Benefits - Focussing

§          Buying signals and using a Trial Close

Day Two

§          Personality Profiling – us and the customer – how to spot and manage

§          Common Objections

§          Objection Handling Techniques

§          The Framework of Closing.

§          Credibility  -  Buying Signals

§          Customer satisfaction – after the sale, try to expand the business

Day Three

Presentation Skills

§          Self Image

§          The Customer really is King  - Win/Win

§          Voice/Body language – practice

§          Objections: General principles and specific examples.

§          Strategies for closing the following types: Gullible, Sceptical, Hostile, Indecisive, Bargain Hunter, Obnoxious, High D, Know it all/Mr Big, Yes Man.

§          Role Play

§          You as a sales team, against the trainer – how good are you?