Sales training

Sales Techniques training

Confidence in selling comes from understanding the product, the customer and the ‘sales process’. This sales training course is designed to provide the salesperson with a ‘map’ to steer him or her through the selling process.

This sales training course develops the questioning, listening and objection handling skills needed to ensure that the customer remains the focus of attention. Finally this sales training course will show the salesperson how to represent the product in terms that meet the customer’s buying criteria.

Sales Techniques Training Course Objectives:-

By the end of this sales training course, delegates will be able to:

Identify the key stages in the sales process and take the appropriate action to move forward or backward as required

Qualify a customer and an opportunity

Match the product to the need in terms that meet the customer’s technical and personal buying criteria

Use effective questioning techniques to assess buyer needs, while building customer commitment towards buying

Handle objections with confidence

Map the buying organization in terms of the buying process, and the key players and motivators in the buying cycle

Apply sound territory development and sales campaign management principles.

Sales Techniques Training Course Content

Setting the scene

Course and individual objectives
The developing role of the sales person
Planning in selling - the ‘Patch’, the campaign, the call.
The buying cycle vs. the sales cycle
Initial sales calls (Role plays)

The sales process

Key steps in selling
Qualification
Understanding the customer
Assessing the customer need
Questioning techniques
Listening Skills

‘Perception is reality

Matching the customer need
Features, Advantages and Benefits
Why the buyer buys
The presentation of the product

Prove it!

How the solution will work for the customer
Evidence and support
Objection handling
Role plays

‘Tis better to have closed and lost than never to have closed’

Closing the sale
Recovery strategies
Back at the office

The complex sale

The basics of organisation to organisation selling
Decision making and winning

Sales, Marketing and Customer Relationship Training
Account & Client Management Attracting New Clients Training Customer Experience for Managers Customer Relationship Management Customer Service Excellence Training Search Engine Optimisation Training	Successful Client Relationships Direct Email Marketing Training Internet Marketing Training Marketing Introduction Training NLP for Sales	Sales Training Sales Training Advanced Sales and Marketing Training Sales Management Training Telephone Sales Training

Sales, Marketing and Customer Relationship Training UK
Account & Client Management Training Attracting New Clients Training Customer Experience for Managers Customer Relationship Management Training Customer Service Excellence	Successful Client Relationships Training Direct Email Marketing Training Internet Marketing Training Marketing Introduction Training NLP for Sales Sales Training	Sales Training Advanced Sales and Marketing Training Sales Management Training Search Engine Optimisation Training Telephone Sales Training

Sales Techniques training

Confidence in selling comes from understanding the product, the customer and the ‘sales process’. This sales training course is designed to provide the salesperson with a ‘map’ to steer him or her through the selling process.

Sales Techniques Training Course Objectives:-

Sales Techniques Training Course Content

Sales Techniques Course Prerequisites:-

Sales Techniques Training Recommended Reading:-

Sales, Marketing and Customer Relationship Training

Sales, Marketing and Customer Relationship Training UK


Effective Sales Techniques training - 2 days - private courses from £1650 + vat