Selling a Service

Description
Selling a service is different from selling a product. In many ways it is harder to demonstrate a tangible benefit and to communicate the value of your offering. This 2 day programme is designed to give sales people the additional information and skills they require to be successful in this environment.

Program
Course objectives/content/key benefits:
On completion, delegates will be able to:
· Understand the buying and selling process
· Open, lead and control the face to face discussion
· Qualify leads effectively
· Communicate effectively
· Establish the customer's requirements and purchasing criteria
· Present their service and differentiate it from the competition
· Handle all common objections and focus the customer on value, not price
· Gain commitment and advance the sale at all stages
· Write effective proposals to help them win the business
· Make definitive and time-bound action plans they can implement immediately in their work
· Receive ongoing mentoring and advice at no extra charge
Who the course is aimed at:
· New starters recently recruited into the sales profession
· More experienced sales executives with no formal training qualifications
· Contracts managers
· Managers and internal staff with direct customer contact
Course tutor:
Steve Cole
Training method:
· Highly interactive with a strong emphasis on practical outcomes
· Role play scenarios.
Course outcome/qualification:
Delegates will have learned and practised the fundamentals skills required of a professional sales executive
Pre-requisite knowledge/qualification:
Delegates should come armed with an open mind and a positive attitude