Professional Sales

By the end of this course, each participant will be able to:

• Explore your belief system and what stops you from getting sales
• Improve your opening of the meeting to create interest, trust and build rapport with the customer
• Take a fresh look at developing questions, probing techniques and listening skills to be able to offer the customer the best total solution
• Develop interpersonal skills by creating a conversation with the customer to identify needs
• Improve the way you handle objections and develop the skills to overcome them
• Understand verbal and non verbal behaviours over the phone and face to face
• View giving the best total solution from the customer prospective
• Improve your closing techniques to clinch the sale
• Develop the skill to up sell and look for further opportunities
• Respond to customer questions and concerns in a positive manner
• Improve the follow up calls to create more sales
• Leave the customer with best last impressions of your company

They will also learn how to structure a sales process from making an appointment to the face to face meeting. These objectives include:

• Research – Pre meeting planning
• Opening - Establish and build rapport with the customer
• Signposting - How to proceed the conversation to the next stage
• Probing - Identifying customer needs – using the appropriate questions and listening skills
• Matching - Matching products to the needs of the customer
• Confirm - Overcoming objectives – handling objections
• Bridging - Summarising the key points before moving to the close
• Closing - Closing the sale exploring different types of closes
• Exit with excellence - How to end the meeting on a positive note and deal with final queries
• Follow up - Making follow up calls