• Target your activity levels to achieve success
• Plan your territory, use recording systems and prepare for sales calls for greater effect
• Plan to generate more opportunities within existing customers
• Prospect and open more doors to create your own opportunities with more confidence
• Develop rapport skills more quickly and effectively with a range of customers
• Understand concept of the decision making unit and how to sell relevant benefits
• Look for opportunities to involve key members of the DMU in the whole process to increase their commitment
• Question prospects more confidently to help them qualify and establish their needs and wants
• Identify customers' buying (and value) criteria and present the sales offer to match these
• Know the key elements of your feature library
• Use a benefit selling approach with confidence
• Present your sales case following the DIPADA process to move through their decision process
• Sell against the competition with more confidence and professionalism
• Spot buying signals and respond to them positively and constructively
• Develop and practise a range of closing techniques so that you can use them fluently and confidently
• Deal with objections and barriers with confidence
• Identify opportunities to cross-sell or up-sell to customers
  

  Course Overview

  In a highly competitive market an effective sales strategy and really good selling skills are key to business success. In fact, they could be vital for business survival in tough times! To succeed the selling skills of the sales team need to be enhanced to ensure that they are relevant for selling in the tough times.

  For all of us, skills erode, whether playing a sport, a musical instrument or selling. Additionally, new skills and approaches can be introduced, which can provide a stimulus for the more experienced team members so that they have something new to try out. Although this workshop focuses on the behavioural and selling skills, it will also cover some of the elements of account management, it will also consider the Decision Making Unit, how to assess your contact base and how to penetrate it more effectively in order to influence more people - and get more business.

Related training courses:

• Principles & Practices of Selling
• Advanced Selling Skills
• Advanced Selling & Negotiation
• Telephone Selling Skills
• Closing The Sale
• Sales Presentation Skills
• Key Account Management
• Negotiation Skills
• Negotiating Price Increases

Further Information:

• MBA Approach to In-Company Training
• Benefits to your Business
• After Training Support
• Our Clients
• Our Trainers