Introduction to Selling

Introduction to Selling

Programme Contents

• The Vital Role of the Salesperson
• The Consultative Sales Process
• Why People Will Buy From You
  - Motivating Customers to Buy
  - Identifying Potential Benefits to Customers
• Persuasive Communication
• Making it Hard for the Competition
• Developing Your Own Sales Plan
• The Process of Customer Selection
  -Targeting the Right Customers
• The Importance of New Business
• Preparing to Make a Sale
• First Impressions
  - Selling Yourself
  - The Sale Before the Sale
• Making Appointments
• The Importance of Call Objectives
• Structuring Customer Meetings
• Opening the Sale
• Establishing Customer Needs
  - Using the Spearhead WIN-CLIENT Questioning Model
  - Building a Sales Case
  - Creating Value for Money
• Presenting Your Sales Case
• Answering Customer's Objections
  - The Different Kinds of Objections and Strategies for Dealing With Them.
  - Price Handling Techniques
• Closing the Sale and Securing the Business
• Your Personal Plan for the Future
  - What Each Delegate Needs to Work at to ensure His/Her Success