Introduction To Successful Selling

Who is it for
A foundation course for those new to sales or who have experience but no formal training in selling.

What is it about
· Full understanding of what excellence in sales looks like
· Expert guidance to increase sales levels
· Planning methods so that you approach every sales opportunity fully prepared
· More appointments secured by telephone using a structured approach
· The chance to practice your new skills and get feedback to develop them further
· Perceptive questioning skills to uncover requirements
· An improved close ratio by matching customersÂ' needs to product benefits
· Face to face selling techniques
· Persuasion strategies to increase flexibility in prospects
· A blended learning experience that allows your learning to continue at work
· Option of gaining a ISMM Level 3 qualification, based on a written assessment to be submitted after the course (approx. 2000 words)
NEW: a free pre-course pyschometric test evaluating key emotional and social behaviour preferences, along with a personalised report to highlight unrealised strengths and potential areas for development


What will i get out of it
A natural sales ability together with stacks of enthusiasm is useless unless channelled in the right direction. This course teaches new sales people tried and tested techniques providing solid sales strategies for different situations. It also delivers support and guidance for current salespeople who are looking for more structure and immediately useful tools and techniques.


Course overview
· Understand the range of skills a successful salesperson needs
· Planning and objective setting to make the most of the limited time you have to sell within
· SWOT and PESTLE planning tools
· Differentiating yourself and your proposal from the competition
· Questioning techniques to uncover opportunities:
- Open and closed questioning
- Background and difficulty questions
- Consequence and improvement questions
· Creating flexibility in your prospect
· Using features and benefits to demonstrate capability Â- applying this to you own product/service
· Gaining commitment and closing the deal
· Techniques to handle and overcome objections, practiced in a role-play
· Selling face to face
- Understand the importance of body language, pitch, pace and projection
· A method for structuring your proposal
- The fundamentals of negotiation
- Plan, negotiate, consolidate
· Build a personal action plan to put skills into practice at work


Stage 2 Â- MP3 Learning bites
1 Successful selling skills
2 Negotiation skills for sales people
3 Building relationships


Stage 3 Â- e-learning
After attending the course a modular e-learning programme will be delivered to your inbox. These interactive, bitesized follow-ups can be completed in your own time, cementing the learning from the course with further practical exercises designed to help you practice your essential new sales skills.