Sales Call & enquiry
Booking this course
If you would like to talk to us about running
a Selling Skills course, please contact us:
Tel: + 44 (0)1789 734343 or email us at
admin@proskill.co.uk |
Professional Selling is not manipulation or bullying. Special
skills are required. This module introduces the skills, situations
and key points in a competitive sales process.
(Note: This course complements and introduces the following
courses:
Overview
Today’s competitive environment requires more than
good interpersonal skills. Good salespeople are made, not born.
They may have the inherent interpersonal skills and the
‘will-to-win’ but that must be matched by effective structures,
processes and techniques.
Salespeople are human. They develop good habits and bad habits.
The good habits need reinforcement. The bad habits need to be
realised and dealt with.
The salesforce is arguably the most ‘expensive’ part of the
workforce and yet is predominantly unsupervised at the point that
matter most – with the customers. Skills need to be constantly
refreshed and developed. As the future of the organisation often
lies in the sales, new salespeople must become effective quickly.
Investing in the skills of the salesforce has greater return than
investment in other areas of skills.
This intensive and practical course is the first in a course
giving the key skills required. By using a course, skills are
continually built.
Who Should Attend
All new and experienced salespeople.
Duration
1.5 Days
Selling Skills (Sales Call and Enquiry) - Course Objectives
Participants will learn:
learn the key success factors in selling
learn a proven approach to a sales call
learn to ‘tune in’ to customers/prospects to increase their
success
learn the key elements of preparation and the dramatic effect
preparation can have on success
learn the key elements in opening the meeting to ensure success
learn to recognise the importance of questioning in advanced
selling
receive a refresher on questioning skills - these skills will be
taken to a more advanced level
learn to design questions for important situations and their
current accounts
learn a powerful sequence to change priorities and cause action
develop sequences to suit their personal style and current
situations
learn valuable questioning techniques to improve their control of
a meeting
Selling Skills (Sales Call and Enquiry) -
Course Outline
The Professional Salesperson
Success characteristics
The difference between selling and manipulation
Changes in selling - the new ‘Triangles of Effort’
Sales Call Structure
Profiling For Greater Success
Profiling the organisation
Profiling the individuals concerned
Preparing For The Sales Call
Pre-call checklist
Setting the call objective
Handling nerves
Making the most of the reception area
Opening The Meeting
Relaxing the other person
Establishing credentials
Arousing curiosity/interest
Selling the agenda
The Role Of Questioning
Reducing reservations and objections
Demonstrating interest
Finding latent needs
Tailoring the presentation
Questioning Structure
Types of question and their use
Designing questions to uncover needs and improving the quality of
responses
Avoiding the pitfalls
Delicate questions
Protecting other persons ego
The G.E.T. Sequence™
How to ‘introduce needs’
Questions that convert ‘needs’ into ‘actions’
How to change ‘need’ priorities
Question Control Skills
The ‘Triple A’ sequence of handling questions
How to control digressions and the conversation flow
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