7 Stages of the Sales Process from Prospecting to After Sales
Based on competent and professional sales skills, delegates are taught how to sell without resorting to high-pressure techniques. The sales process from, from prospecting to after sales service, is explained and delegates are taught the importance of developing a sales plan and how to marry your benefits to your customers needs.
Course Outline:
- What is selling – An introduction.
- Target Setting.
- Planning – The importance of the 5 P’s.
- Research and objective setting.
- Making appointments effectively.
- The seven stages of the sales process.
- Understanding buyer’s behaviour.
- Developing a range of closing techniques.
- Attitude Coaching – The key to success.
- Putting it all into practice.
Delegates will learn to:
- Understand why people buy and why they don’t.
- Develop the essential skills and techniques used by successful salespeople.
- Make appointments confidently and with greater ease.
- Gain initial credibility with the customer to help build trust and rapport.
- Use effective questioning and listening techniques to forge firm relationships and influence your customer.
- Define the features of your product and accurately match the benefits to your customers needs.
- Acquire the skills of active listening, identify real objections and handle them professionally and successfully.
- Recognise how and when to secure a sale using a variety of techniques.
- Maintain the motivation and stamina necessary to keep winning business.
Who Should Attend?
New, prospective and existing salespeople with little or no formal training who need the best possible understanding of the sales process. On return to the workplace delegates will be able to sell with confidence, enthusiasm and determination.
