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Successful Selling Techniques

in Hemsley Fraser (England)

Classes Course

Price:

£899 + VAT

Duration:

2 Days

Start:

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Requirements:

During the course there will be a number of opportunities to practise new techniques you have learnt. ... see more

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Course details

Type Course Duration 2 Days
Method / place Contact course provider Classes
Suitability Suitable for those with little formal sales training or who are looking to refresh and extend their current sales approach. This course will bring each delegate's sales skills up-to-date.
Requirements
During the course there will be a number of opportunities to practise new techniques you have learnt. In order to make this practice more relevant, it would be helpful i...
Price £899 + VAT
Get direct information on how to enrol, venues and availability...

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Course programme

Successful Selling Techniques
Requirements:
During the course there will be a number of opportunities to practise new techniques you have learnt. In order to make this practice more relevant, it would be helpful if you could bring with you any appropriate (and portable) sales tools that you use when meeting with customers - i.e. brochures, sales presenters, laptop presentations, samples.
Preparing for Sales Success

  • Positive thinking - planning to succeed

  • Knowing your product/services - preparing to meet all objectives
Managing the Sales Process - Successfully Meeting the Client's Needs

  • Understanding why customers buy - needs and added value not wants and features

  • Opening the sales intervie- - and building rapport

  • First impressions - why should they buy from you?

  • Gaining and retaining the full attention of the customer

  • Probing and identifying real needs

  • Matching customer needs and wants to products and services available

  • Recognising buyer signals
Techniques for Professional Selling

  • The sales relationship cycle - building the relationship with your client

  • Offer analysis - putting together the different elements of the offer for maximum benefit

  • Understanding the 'sales' process

  • Reading and using non-verbal communications effectively

  • Decision making and the key influencers
Negotiating with Confidence

  • The key issues in planning and preparation

  • Avoiding price becoming the only issue

  • Tactics to strengthen your position

  • Concessions - ho- to get something in return

  • Responding to tactics used against you

  • Using fall back positions to your advantage
Successfully Closing the Sale

  • Recognising and seizing opportunities

  • Adapting your sales style to the needs of the customer

  • Anticipating objections

  • Getting to the real reason for objections - and overcoming them

  • Handling objections using APAC

  • Creating a long- term relationship - establishing customer service
Personal Development

  • Preparing a personal action plan
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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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