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Training Course Summary:

Introduction
It is important to recognise that we will meet some kind of resistance on practically every sales call that we make. Overcoming doubts and resistance is a natural part of the sales function. If this were not so we could handle all our business by mail and would have little or no need for well trained, professional sales people.

Duration: 1 day

Course Content
The key to good salesmanship.

The definition of selling.

Understanding the value of objections.

Recognising true objections.

The Technique:
Using the K.L.I.P.S. Technique.

Types of objections.

Aims & Objectives
To develop each delegates’ area of knowledge and skill to enable them to function effectively and professionally in their role.
To ensure each delegate present has the opportunity to learn these skills through group discussion, individual involvement and, where appropriate, role play in a “no risk” environment.