Core Sales Skills - Level 1

Who should attend?

• Sales Executives and Sales Representatives
• Sales Team members
• Sales Account Managers
• Employees working as sales support staff and/or sales admin
• Customer Services Staff moving into a sales role

Learning Objectives

• To develop the key toolkit of skills of successful sales people
• To learn the sales process and improve their sales performance results
• To present your products/service having a key understanding of features and benefits and how to relate that to client needs
• To explore buyer motivation and discover how psychology affects winning or losing a sale
• To tailor your selling style to meet any situation and becoming more customer focused
• To overcome objections through good problem solving and winning sceptical buyers on your side
• To improve your communication and influence

Course Content

Selling – An Art or a Science

• Through interactive learning delegates will explore the factors that make excellent sales people
• How to raise personal standards in order to encourage profitability
• Do you use a ‘hunter’ or a ‘farmer’ selling style?
• The background of selling and defining your role as part of the organisation’s mission
• How to use persuasion without crossing boundaries

Effective Planning and Prioritising

• Account analysis, planning and time management
• How to plan your territory more productively
• Prioritising prospects well to ensure more consistent sales conversion ratio
• Meeting and diary management and increasing opportunities for new business
• Strategies for hitting and surpassing your targets
• Researching into client, the global, market and customer spheres
• Identify key trends in the marketplace

Making Lasting Impressions

• Tuning in to your client’s mindset and building trust
• Generate influence through matching body language and increased personal credibiility
• Apply the ‘Aristotle Principle of Persuasion’
• Becoming a positive reference top your client and building more loyalty and sales compared to your competitors
• Becoming a better communicator using positive unconditional regard (Rogers and Carnegie)
• Personal psychometric profiling

Overcoming Objections

• How to deal with client objections and still get the sale
• 7 steps to maintain calm in adverse selling situations
• How to use objections as a basis to develop the sale into a mutual beneficial outcome
• Maintaining professionalism during the sales process to create a long term focus while gaining short and mid-term wins
• Dealing with client excuses of not buying and delaying strategies

Winning the business

• 10 closing styles to suit your personality and clients buying style
• Overcoming any fear or asking for the business
• Dealing with delayed sales proposals
• Practical exercises to practice getting the sale with confidence
• Creating a clear vision for yourself using positive psychology