Successful Selling Skills
Successful Selling Skills - Course Outline
Successful selling skills don't happen by chance. This highly interactive successful selling skills training course develops the key skills and techniques which will enable delegates to sell with confidence in face-to-face situations. The course focuses on maximising the opportunities available when in a pressured environment. To make the most of these opportunities requires a simple but effective sales process and a sharp focus on achieving a small number of key sales objectives.
Course Objectives
Build customer rapport and project a positive company image.
Use the appropriate communication skills in order to develop the customer relationship.
Read the situation and use the appropriate sales techniques.
Deal with objections through persuasion.
Negotiate positively.
Plan and lead the face-to-face meeting through to a successful conclusion.
Maintain control of the meeting and move to a close for your sale.
Course Designed For
This course is ideal for those who are relatively new to sales, or more experienced salespeople looking to use a ‘Strategic Sales’ technique for the first time.
Course Content
Helping Them Buy
Do the research - don't take up too much of their time with 'background information'
Know your product - and identify what may particularly motivate each customer
Discover what the customer really wants - or help them define this
Make sure they know all the options they have - cross selling related products where appropriate
Prepare and Build Rapport
Check your company's previous contact with the client - know the history and key contacts
Know who you are meeting - and their expectations from the meeting
Plan the meeting - how you can win over the customer
Rapport building - showing interest, making the customer relaxed
Reading the situation - what are the client's priorities and motives
Adapting your style
Meeting your customer's needs by adapting the benefits of your product
Communication that works
Different Presentation Styles to Fit the Situation
Building trust and understanding
Listening, probing and questioning
Diffusing tension
Body language
The difficult situation - solved
Active Listening
Using brochures and sales aids
Checking understanding
Clarifying the objection - is it real or a negotiation stance?
Dealing with the objection through persuasion
The buying signs - negotiating and closing the sale
The Difference Between Negotiation and Persuasion
Structuring the negotiation - keeping it moving forward
Using effective bargaining techniques
Recognising when to move to the sale
Practicing how to ask for the sale and closing
Keeping in contact - how to stay top of mind
Follow the meeting quickly with a proposal and additional information
Personal Development
Developing an action plan
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