Successful Sales

Introduction to Successful Sales

Duration:

2 days

Overview

Selling products, ideas, concepts or services is paramount to the success of any organisation. In increasingly competitive markets, it may no longer be enough to have a good product. Success will come from making the market aware. The role of salespeople is therefore fundamental. This programme is designed to help the professional salesperson develop relationships and therefore maximize opportunities with their clients.

• Understand selling behaviour and how you can use this to build partnering relationships with clients
• Communicate with clients and use active listening techniques to build rapport and to instill confidence in your client
• Structure any sales contact so that you maintain control and give yourself the best opportunity to close the deal
• Use the right questioning techniques and then present your product in an impactive way
• Recognise and overcome objections without damaging the relationship
• Use key negotiation principles to ensure a win-win outcome.

Who is it for?

Anyone new to a sales role, in any discipline, who wants to achieve results.

• The qualities of a successful salesperson - what works and what doesn't

• The difference between "push" and "pull" behaviours in the sales process

• Developing relationships by adopting the right sales behaviour. The 80/20 rule

• Understanding communication - how to use verbal, visual and vocal communication within the sales process

• Developing rapport through the use of communication techniques

• Active listening

• Gaining interest from the client when making the "cold call"

• Using questions - the difference between "open" and "closed" techniques and when these should be used

• The sales structure - a methodical approach to the process, which mantains control and retrieves all the information you need to complete the sale

• Creating the agenda for the sales meeting

• Questioning techniques that will help develop the problems and solutions in the client's mind

• Effective summarising as a confidence-building tool

The course is supported throughout with practice sessions and role plays.