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Sales Skills That Deliver Results

in Hemsley Fraser (England)

Classes Course

Price:

£1,299 + VAT

Duration:

3 Days

Start:

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Requirements:

Thought provoking pre-workshop activity that focuses on you, your product and your organisation.

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Course details

Type Course Duration 3 Days
Method / place Contact course provider Classes
Suitability Suitable for new, prospective and existing sales people with little or no formal training who need the best possible understanding of the sales process. On return to the workplace delegates will be able to sell with confidence, enthusiasm and determination. This course is not for experienced sales people.
Requirements
Thought provoking pre-workshop activity that focuses on you, your product and your organisation.
Price £1,299 + VAT
Get direct information on how to enrol, venues and availability...

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Course programme

Sales Skills That Deliver Results
What is Selling?

  • What makes people buy?

  • The skills and qualities of the successful salesperson

  • Conducting a personal audit of your strengths and weaknesses

  • Personal motivation
The Company, Your Department and You

  • Knowing your company - history and ethos

  • Knowing your products and services - their strengths, weaknesses and unique features

  • Targets - the part they play in achieving company objectives

  • Designing your personal sales plan
Plan for a Successful Sales Meeting

  • Classifying your prospects and planning your activities

  • Using the sales cycle to review your objectives and targets

  • Identifying the decision maker

  • Making the appointment - do's and don'ts that work

  • Appointments by telephone

  • Talking to the right person

  • Preparing sales strategies and adapting your approach accordingly
Build Rapport with Your Customer

  • The importance of personal presentation

  • Assessing the customer's style and behaviour

  • Building your confidence to communicate with people at all levels

  • Adapting your body language and approach for maximum impact
The Successful Sales Meeting

  • Using a powerful sales process to guide the meeting

  • Using questioning and listening techniques to establish real needs

  • Distinguishing between your product's features and benefits

  • Creating a buzz by linking the benefits to the customer's needs

  • Personalising your presentation

  • Presenting your package using persuading and influencing skills
Handle Objections Using APAC and Secure the Sale

  • Identifying the 'real' objection

  • Overcoming the most common objections with a variety of techniques

  • Recognising an objection as a buying signal

  • Step-by-step commitment building

  • Asking for the order - when and how

  • Allowing the customer to make the decision - when to speak and when to stay silent

  • Identifying the opportunity for future sales and referrals
Personal Development and Life Skills

  • Working on your weaknesses and building on your strengths

  • Committing to change on return to the workplace
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On Hemsley Fraser

Provider description
Hemsley Fraser is a global innovator and leader in learning and people development. We have the confidence to guarantee the success of our work and help organisations and people to succeed and improve through our innovative and robust learning solutions.

With a strong UK, European and North American presence and a global network of over 400 professionals, we bring a comprehensive range of people and organisational development capabilities to clients.

In an increasingly competitive environment where your people are often the key differentiator, you need to think beyond the norm and continually raise the level of talent and skills in the organisation. Hemsley Fraser provides learning and development solutions that help clients to become higher-performing organisations.

We develop learning solutions which:

* Help Airbus to build planes more efficiently at the forefront of technological innovation and the customer experience.
* Enable Norwich Union Life to deliver higher levels of customer satisfaction.
* Ensure that MBDA has an organisation wide learning programme, delivered with measurable effectiveness and efficiency and which directly supports its strategy as a global player in its market.
* Creates a large scale management capability to enable Royal Bank of Scotland Group to deliver operational and customer excellence, as one of the largest banking groups in the world.
* Distinguish West Bromwich Building Society as an award winning high performer in its sector, which has been achieved through the commitment of its people.

Our ability to think beyond learning distinguishes our approach and capability to make breakthrough performance a reality.

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