Developing Effective Sales Techniques

Overview

Master the essential selling techniques that will enable you to build effective relationships with your clients and successfully reach your objectives.

Who should attend

New and experienced sales people with little or no formal training or those looking to refresh and enhance their current sales approach. Individuals whose prime function is not sales but who are in contact (face-to-face or telephone) with customers.

Course objectives

By the end of this course you will be able to:

> Plan and structure your sales approach to gain and retain business

> Deliver consultative and needs-based sales solutions to win more deals

> Understand when to use a relevant selling technique within the sales process

> Manage objections and move towards a successful close

Course content

Introduction to Selling Techniques

> Understanding the differences between buyers' and sellers' roles

> Identifying the key selling tools and techniques for face-to-face

and telephone situations

> Defining the main success factors in selling

> Defining the objectives, the market and the targets

Prepare a Strategy for Success

> Identifying and setting your objectives

> Understanding the sales cycle:

- its key success factors and the behaviour of buyers and sellers

> What makes a successful sales person

Control the Sales Process

> Making successful appointments: getting in contact with the client

> Identifying and meeting the client's needs

> Matching customers- needs to products

> Unveiling hidden agendas

> Recognising buyers' signals: questioning and listening skills

> Setting and monitoring key indicators to assess results

Close the Sale Successfully

> Recognising and seizing business opportunities

> Securing your position and keeping your margins

> Using appropriate closing techniques