Essential Sales Techniques

Course Overview:

This event is aimed at those people who are involved in sales and selling either face to face or via the telephone.  The aim of the course is to enable the delegate to develop the knowledge, skills and abilities necessary to convert customer needs and wants into positive selling opportunities.

Course Objectives:

At the end of the session the delegate will be able to: -

• Assess the markets for the products and services they have to offer
• Establish a list of features and benefits for the products and services on offer
• Look at methods of creating a need for the products or services
• Use verbal and non verbal communication in an appropriate context
• Using the telephone as a useful tool in the selling process
• Identify methods to approach the decision maker in the selling process.
• Recognise and handle objections
• Demonstrate the essential skills for negotiation
• Use different techniques to gather referrals.

Course Content:

• Assessing you markets
• Assessing your customers
• Communication
• Features and benefits
• Creating a need
• Fulfilling the needs
• Passing the ‘gatekeeper’
• Dealing with rejection
• The agreement box
• Principled negotiation to a win-win outcome
• Closing the sale
• Looking for referrals

Duration: One Day