Consultative Selling Skills - Part A. The Fundamentals of Professional Selling

Description
This programme provides delegates with a thorough grounding in the skills and techniques required to become a professional sales executive. It consists of 2 in-house days with a period of approximately 4 weeks field implementation between the two days.

Program
Course objectives/ content/key benefits:
On completion, delegates will be able to:
· Prepare effectively for all customer contact situations
· Use the telephone effectively to make appointments
· Open, lead and control the face to face discussion
· Qualify leads effectively
· Establish the customer's requirements and purchasing criteria
· Handle all common objections and focus the customer on value, not price
· Gain commitment and advance the sale at all stages
· Manage their time and territory to optimum effect
· Understand the importance of generating their own new business
· Implement a strategy for maintaining high standards of performance
· Make definitive and time-bound action plans they can implement immediately in their work
· Receive ongoing mentoring and advice at no extra charge
Who the course is aimed at:
· New starters recently recruited into the sales profession
· More experienced sales executives with no formal training qualifications
· Technical, application and support staff with regular customer contact
· Internal staff with direct customer contact
Course tutor:
Steve Cole
Training method:
· Highly interactive with a strong emphasis on practical outcomes
· Role play scenarios.
Course outcome/qualification:
Delegates will have learned and practised the fundamentals skills required of a professional sales executive
Pre-requisite knowledge/qualification:
None