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.

Maximum Number of Delegates

Eight

In-House Delivery Option Available

Yes

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

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

£464.13 (£395 + VAT) per Delegate.

Discounts are available if 2 or more delegates from the same organisation attend the same course.

Please read 'How much does each course cost' on our FAQ's page for details.

I did not expect much, since I am not a sales person and never aspired to become one and thought I thought the course would be very boring, I was therefore very positively surprised how interesting it was and the role play was even fun. I would happily recommend this course to anyone!

Sales Support Executive - UK Software Supplier

I have been on many sales courses over a number of years and all promise to make a difference. I can honestly say, this is the first course that lived up to it's promise. A must for everyone who is involved in any form of sales.

National Sales Manager - UK Service Provider

I thought the course was very useful and would definitely look into future ones. The fact it was only myself and my colleague was really good as we were able to focus on our own needs for selling. Thank you!!

Sales Executive - UK Networks Provider