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Introduction to Sales Skills

The Introduction to Sales Skills course graph

Who should attend this Introduction to Sales Skills course?

The Introduction to Sales Skills course is aimed at all new sales people, or anybody in your organisation who has direct customer contact. Remember, everybody lives by selling something. The course is ideal for sales people calling on customers or shop staff.

Workshop objectives

  • Role of a professional sales person
  • Sales process
  • Planning and setting SMART call objectives for effect and efficiency
  • Use of appropriate questions and listening to understand customers’ needs
  • Selling benefits not features
  • Handling objections and customer responses
  • Buying signals and closing the sale

Agenda

  • Introduction and objectives
  • The sales process
  • Understanding communication selling styles
  • Questioning techniques
  • Workshop preparing questions for your use
  • Features and benefits exercise
  • Introduction to customer responses and handling objections/responses
  • Knowing when the customer is ready to buy
  • Closing the Sale
  • Video role play (if time allows)
  • Personal action plan

Information

Number of delegates: 6
This course involves a lot of role plays, using everyday items as well as a final video role play using your products.

Duration: 2 days.

Further training After six to eight months, delegates should be ready to attend our Advanced Sales Skills workshop to further develop individual or team skills and improve sales.

 

What our customers said

“I’d just like to thank you for your amazing work last week, after spending four days putting my training into action, I’ve had a most successful week. What an enormous difference a few strategically placed questions to certain people make”.

Territory manager for Agricultural wholesaler

“Great person to work with, would recommend her services any day. Certainly opened my eyes to various techniques that have given me more confidence when approaching people, and the ability to turn this into sales.”

Naomi Jarman

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What our clients say...

“Karen was an invaluable source of knowledge in helping me lay the foundation for the new sales team. Her experience in territory planning, setting targets and categorising accounts was central to the successful launch of the new team.”

Veterinary Pharmaceutical Company