Selling Skills
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 just ‘the gift of the gab.’
Professional salespeople need a structured approach to help them
to be successful - fast. Experienced salespeople also benefit from
a refresher.
Overview
Competition is a key factor. The level of skills
required to be a success twenty years ago, will not result in
significant sales today. We need the highest level of skills to
ensure success.
The cost of employing salespeople is high. This includes indirect
costs and staff. Without the highest level of skills this
investment produces a poor return.
Selling is, on the whole, an unsupervised profession. At key
points with customers usually the salesperson is by
himself/herself. This means bad habits develop without the
salesperson being aware. Skills need to be refreshed.
This course provides the essential selling skills needed in
today’s highly competitive arena.
Who Should Attend
New salespeople and those who have not had training in
over three years.
Duration
2 Days
Selling Skills - Course Objectives
Participants will learn:
the key elements required to be successful in selling. They will
also learn a proven and easy to remember structure
to profile the customer’s organisation and people prior to the
meeting - what are the potential issues, needs, etc?
the key factors of preparation including setting call objectives,
checking materials and dealing with nerves. They will also learn
how to turn waiting in reception areas into a valuable use of time
how to ensure the meeting is started properly and how to avoid
common errors.
how to design questions to obtain the data and decision criteria
in a conversational and professional manner
how to use active listening skills during the enquiry stage to
ensure they obtain the maximum amount of information in key areas,
and gently control the flow of the conversation
how to match needs with aspects of their solutions, in a manner
that maintains interest, relevance and moves towards agreement.
They will also learn how to develop their personal style and avoid
common errors
how to move professionally to agreement and handle any questions,
reservations or objections in a low-key professional manner
how to deal with the ‘post-meeting’ aspects of ‘Review’ and
‘Enforce’ to increase their success.
Selling Skills -
Course Outline
Success Characteristics
Key personal characteristics that affect selling success
The structure of a successful sales meeting
Profiling
‘Tuning in’
The organisation
The person
Preparation
Call objectives
Pre-checklist
Nerves
Reception area
Rapport
Opening the meeting
Relaxing the other person
Establishing appropriate credentials
Arousing interest
Setting the agenda
Checking time constraints
Common pitfalls
Enquiry
Question design
Question style
Uncovering needs
Understanding the decision process
Active Listening Skills
Benefits of active listening
Active listening skills
Using active listening techniques to encourage full disclosure
Active listening as gentle control of the meeting
Presenting The Solution
The ‘need-feature-advantage-benefit-confirm’ sequence
Identify appropriate benefits common pitfalls
Handling buying signals
Ten ways to polish the presentation
The presentation flow
Getting Agreement
How to select the most effective method of closing
Enhancements to ‘closing’
How to ensure professional, non-aggressive closing
Handling objections
The L.A.I.D.-back® approach
Review And Enforce
Key questions for ourselves
Preparing for future meetings
Follow-up on agreements
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