The art of selling

The aim
To ensure staff who deal with customers learn the key skills, techniques and behaviours of selling.


About the programme
The best thing about dealing with a good sales person is you don't feel like you're being sold to. As far as you're concerned you're just receiving good service.
This programme is designed to equip your staff with all the skills and techniques they need to approach sales opportunities with confidence. It looks at a variety of scenarios which all sales staff can relate to, such as the department store, the DIY store, the bank, the shoe shop and many more. Using humorous, and highly memorable, right- and wrong-way scenarios, the four key stages of selling, in both retail and financial situations, are illustrated.

Suitable for all levels of staff who deal with customers, the lessons demonstrated are immediately actionable and accessible, from winning the customer's confidence, to discovering their needs, from knowing your product, through to closing the sale.

Included in the programme is specific extra content for both retail and financial sales. These cover everything from handling complaints to dealing with difficult customers. Each small, dramatic clip allows flexibility in facilitating a training course.


The key outcomes
-Perfects selling skills and techniques to guarantee customers the very best service
-Increases confidence and effectiveness in all sales staff


Programme information:
DVD (28 mins)
DVD extras (10 mins)
Course leader's guide with full resource training programme
Group training workbook
Self-study workbook
PowerPoint presentation slides
All materials is customisable and provided on disc


Information:
Video Arts 2007 production featuring James Fleet, Kim Wall, Mina Anwar and Beverley Hills.

Learning-chapters

• An introduction to the key stages to selling
• 1. An autopilot service
• 2. The human touch
• 3. The wrong approach
• 4. The relaxed approach
• Ignoring the customer
• Listen and check
• Know your product
• Feature overload
• Keep looking for opportunities
• Failing to offer other choices
• Offering services from other departments
• Putting objections in perspective
• Closing clues
• Harnessing the power of silence
• Summary

Extra content

• Confidence
• Universal skill
• Handling rejection
• Complaints
• The offensive customer