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Training Course Summary:

This programme is for the sales person who may not have attended courses outside their own company before, or who needs a refresher programme. This programme presents an ordered review of the techniques and skills that lead to a fully developed professional approach to selling and the fundamentals of territory management.

Who Should Attend:

Anyone new to the sales function, or those with some experience but without formal training in selling.

Training Course Overview/Content:

Introduction & Objectives

Understanding the sales process
• Discovering what the customer really wants
• Recognise what makes customers buy

Preparation
• Your style and its impact on others
• First impressions and how to influence people
• Self preparation

Structuring and preparation
• Stages of the sale
• Identifying opportunities
• How best to present your company

Self organisation
• Making the best use of your time
• Paperwork and routines
• Effective forecasting

Making a call
• Preparation
• Structure
• Using an agenda effectively
• Making appointments

Questioning skills
• Using appropriate forms of questions
• Knowing how to influence through questioning
• Listening skills

Handling objections
• Understanding and recognising them
• Turning them to your advantage

Gaining commitment
• Recognising the buying signals
• Asking for the business

Customer relationship management
• Building rapport
• Developing ongoing opportunities
• Personal action plan

Review of Programme