How to sell with confidence, enthusiasm and determination
Based on competent and professional sales skills, delegates are taught how to sell in a face-to-face situation.
The importance of developing a sales plan and how to marry your benefits to your customers needs will be explained.
Delegates will understand why people buy and why they don’t whilst developing the essential skills and techniques used by successful sales people. Moreover, we will analyse the importance of gaining initial credibility with the customer to help build trust and rapport by the use of effective questioning and listening techniques. Finally, delegates will learn how to best define the features of their products and match the benefits to their customers’ needs.
Course Outline:
Part 1: Preparing the Way
- What is selling?
- The psychology of the sale
- What makes the client say yes?
- Getting through to the decision maker
- Preparation and planning
- Talk about techniques that will help you to conduct a successful business
- Role-play & scenarios
- The importance of asking open questions
- Using your communication & interpersonal skills
- Listen to what the customer is actually saying
- Avoid making dangerous assumptions
- Selling versus negotiation – what is the difference?
Part 2: Doing the Deal
- Overcoming customer objections
- Analysing strengths & weaknesses – our side and theirs
- Win-win negotiations
- A five step, proven process to successful negotiation
- Providing ‘benefits’ to the customer
- Setting achievable objectives
- Closing the deal
Who Should Attend?
New, prospective and existing salespeople with little or no formal training who need the best possible understanding of selling face-to-face . After completing the course, delegates will be able to sell with confidence, enthusiasm and determination.
