COURSE OVERVIEW

Professional selling is not about gift of the gab or sleazy patter. Selling is an essential business skill that anyone can learn. This programme covers the essential skills that will improve the performance of any salesperson. Increasingly more people in organisations who do not regard themselves as salespeople are becoming involved in the sales effort; it seems everyone is expected to be a sales ambassador for their company. This course will also help people in this position feel more confident and comfortable.

Who should attend?

Anyone wanting to improve their sales performance on the phone or face to face; Experienced salespeople looking to refresh their skills; New salespeople looking for a strong foundation on which to build; Anyone involved in the sales process.

CONTENT

• Professional selling versus the alternatives
• How people and organisations buy
• The role of emotion/logic in buying decisions
• Building rapport and trust
• Matching sales process to buying process - sales structure
• Creating a good and credible first impression
• Questioning skills to uncover and develop customer needs and wants
• Influencing with integrity
• Selling benefits
• Gaining commitment
• Dealing with obstacles

Our courses are practical, lively and participative. There will be a minimum of 6 delegates but no more then 12 on any course so individual attention is assured. Participants will receive a full workbook covering all areas covered to use as reference for the future.