Selling...The Essentials For Success

Selling is becoming increasingly professional, and customers are demanding more from salespeople. With customers able to gain far more information than ever before without the need for a salesperson as an information giver, the demand is for a salesperson that can add value to the customers business and create solutions that make a real difference.

Who Should Attend

This course is designed for all newly appointed field sales staff in their first six months in selling and sales staff new to a company, with no formal sales training.

Course Objectives

After attending this course, participants will have the ability to:

• Establish the buying motives of individuals and organisations
• Achieve targets through effective work patterns
• Set meaningful call objectives
• Prepare and control a sales interview
• Establish how purchasing decisions are made
• Win appointments by telephone
• Understand the potential of the Internet as a prospecting and sales tool
• Make effective use of visual aids
• Give demonstrations that gain the involvement of the customer
• Construct an effective written proposal, including cost justification
• Handle and overcome objections
• Identify when and know how to ask for commitment.

Course Programme

Customer Essentials
Understanding the customer's position
Building customer rapport
Championing the customer

Sales Process Essentials
Understanding the process of selling utilising S3
Identifying your strengths and developing your skills
Seeking and acting on feedback

New Business Essentials
Identifying and qualifying prospects
Balancing your pipeline flow
Targeting the right people

Commercial Essentials
Prioritising revenue, margin and profit
Building a compelling business case
Reaching agreement

Networking Essentials
Building an influential network
Keeping active contacts with customers and prospects
Developing your personal impact and presence

Sales Marketing Essentials
Putting your products and services in customers' language
Understanding and overcoming agreement hurdles
Using and creating marketing collateral

Information Essentials
Using your systems effectively
Presenting creative solutions positively
Using accurate records to help you sell more