Core Sales Skills – Level 1

Selling – An Art or a Science
Through interactive learning delegates will explore the factors that make excellent sales people
How to raise personal standards in order to encourage profitability
Do you use a ‘hunter’ or a ‘farmer’ selling style?
The background of selling and defining your role as part of the organisation’s mission
How to use persuasion without crossing boundaries

Effective Planning and Prioritising
Account analysis, planning and time management
How to plan your territory more productively
Prioritising prospects well to ensure more consistent sales conversion ratio Meeting and diary management and increasing opportunities for new business Strategies for hitting and surpassing your targets
Researching into client, the global, market and customer spheres
Identify key trends in the marketplace

Making Lasting Impressions
Tuning in to your client’s mindset and building trust
Generate influence through matching body language and increased personal credibiility
Apply the ‘Aristotle Principle of Persuasion’
Becoming a positive reference top your client and building more loyalty and sales compared to your competitors
Becoming a better communicator using positive unconditional regard (Rogers and Carnegie)
Personal psychometric profiling

Overcoming Objections
How to deal with client objections and still get the sale
7 steps to maintain calm in adverse selling situations
How to use objections as a basis to develop the sale into a mutual beneficial outcome
Maintaining professionalism during the sales process to create a long term focus while gaining short and mid-term wins
Dealing with client excuses of not buying and delaying strategies

Winning the business
10 closing styles to suit your personality and clients buying style Overcoming any fear or asking for the business
Dealing with delayed sales proposals
Practical exercises to practice getting the sale with confidence
Creating a clear vision for yourself using positive psychology