- Prospect
and Identify Key Decision Makers
- How
to successfully obtain Appointments by Telephone
- Plan
and Prepare a Sales Presentation
- Deliver
a Successful Sales Presentation
- How
to recognise different Buyer Types and adapt your style and manage accordingly
- Ask
Questions to establish needs and buying criteria
- Sell
the Benefits of your products or services
- Handle
objections and core negotiation principles
- Close
the sale - closing and commitment techniques which achieve result
- Use
the Principles of Territory Management
Course
Overview There
are no prizes in selling for coming in as runner-up. Winning is the key ambition.
This sales training course aims to give all delegates the tools to win and to
stay ahead of other sales people in their market place by increasing sales performance.
The first
aim of the Principles and Practices of Selling course is to clear away the myths
of selling and show delegates how a structured approach to each call can bring
success more often. It covers each stage of the selling process in a logical sequence
moving through each sales technique at a pace to suit the audience. The course
does not just talk about the generalities of selling; the course director is skilled
in helping each delegate devise words and phrases to suit their business within
the Communication Skills session, helping delegates to improve their questioning
and listening skills. A
key approach to this course is to develop a sense of ownership. Each sales person
should feel that their territory is their own company and that everything that
goes on in that territory is their responsibility. The course could also be entitled
"Persuasive Selling Skills". At every stage, delegates will see how to achieve
each objective more quickly and more often. "The
team feedback on the sales theory and role-play training from Marcus Bohn has
been excellent - our most experienced sales person commented it was the best training
he has ever had. Keep up the good work!" Joe
Grace, Director, Sterling Sales Recruitment Ltd
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