- 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 results
- 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. As well as general selling skills,
the course also covers Communication Skills, the
course tutor is skilled in helping each delegate
identify words and phrases suitable for their business
and industry enabling them to improve their questioning
and listening skills.
A
key approach to this sales training 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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