So you want to be a success at selling?

The aim
To give all sales staff a solid grounding in core sales skills.


About the programme
This classic series is ideal for new sales recruits or as a refresher for experienced members of the sales team. Four separate programmes cover all facets of making a successful sale:
Part 1: the preparation,shows why it is imperative for salespeople to get to know their customers and to understand how their products or services can benefit their client.
How to explain the benefits, meet objections, and spot the buying signals is covered inpart 2: the presentation. Sales staff learn how to stay cool and dispassionate even when a customer criticises them or their products.
Part 3: difficult customers, deals with the duckers, ditherers and dictators that often stand in the way of progress. How to use people's anxieties, laziness or vanity are some of the suggested techniques to help get things moving.
Finally, it's time to close the deal inpart 4: closing the sale. This is an area where even skilled salespeople fear rejection - and so delay closing. They will find out how to conclude a deal efficiently and effectively.
This invaluable programme utilises proven techniques to underpin messages and sets out all the key sales fundamentals.


The key outcomes
-Gain a greater understanding of customers and their needs
-Learn to overcome obstacles and criticism when doing a deal
-Control and speed up the transaction by learning to handle difficult customers
-Close a deal efficiently and effectively every time


Programme includes:
DVD part 1 (26 mins)
DVD part 2 (25 mins)
DVD part 3 (25 mins)
DVD part 4 (29 mins)
Course leaders guide


Information:
A Video Arts production featuring John Cleese, Geoffrey Palmer, Nigel Hawthorne, Diana Quick and Andrew Sachs. Release dates: 1981,1981,1983,1984

Learning-chapters
Part 1

• An introduction to selling
• Research the customer
• Research the customer's position
• Research the company
• Research the product
• Research your company
• Research the relationship
• Set objectives
• Prepare alternatives
• Other customers for the product
• Other product for the customers
• Ask questions
• Ask open questions
• Keep control
• Summary

Part 2

• Recap of part 1
• Don't explain the features
• Explain the features
• The need to meet objections
• Attitude to objections
• Objections can mean interest
• Make objections specific
• Give compensating factors
• The need to close
• Look for buying signals
• Keep your mouth shut
• Putting the skills into action
• Summary

Part 3

• An introduction to objection handling
• The desperate ducker
• Side step
• Use their anxieties
• The disorganised ditherer
• Be a nurse maid
• Restate their criticism as a positive
• Use their laziness
• The domineering dictator
• Get them to reveal their prejudices
• Relate your product to their needs
• Use their vanity
• Summary

Part 4

• Be salesman not a collecting agent
• Widen your horizons
• Think of all the positive
• Think bigger - summary
• Try for an early close
• Build an agreement staircase
• Use silence
• Ask for the order - summary
• Prepare closes
• Work out recovery lines
• Keep the door open
• Keep trying - summary
• Summary