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Sales success is the lifeblood of a successful business. Whether it’s devising a new marketing campaign, selling face to face, or following up a sales pipeline, they are all important in any business. It’s not just the skills of the sales team that matters. In many businesses, after sales support and other departments can all assist the business by knowing how to spot and follow through a new business opportunity. Whichever department you are in, this course will help you develop practical marketing and sales skills We provide this course either as in-company course or a public course. Course AimsBy the end of the course you will have improved your skills in :
Course StructureThis two day on-site or public course includes classroom teaching and lots of interaction. People learn by doing so there are many exercises throughout the workshop
Course ScheduleDay 1Session 1 - ProspectingAs a professional sales person needs to continually search for past, present and potential clients that are ready, willing and able to purchase a product or service that you sell. This section covers:
Session 2 - A structure for a successful sales processNo two people sell in the same way. However many studies across all industries have shown that a methodical approach to selling will give you the best results. This course introduces a clear set of steps underlying sales success. InvestigateBefore any sale you need to gather sufficient information about your market, competitors and products OpeningThe opening words can have a major impact on whether the sales process gets off the ground at all. You need to be sensitive to their approach and either recognise or stimulate their curiosity and interest. We discuss different ways to start up a dialogue with a prospect. ProbeAt this stage you need to get to know everything you can about the prospect. You should get to know as much as possible about:
We’ll help you see ways to tell the difference between time wasters and those who really want to buy. One of the biggest pitfalls in selling is talking and not listening. At this stage it is crucial that you :
The course includes lots of exercises to practise and develop your listening skills. ApplyThis is the time to show precisely how the product or service will meet the needs already identified. You’ll convert the features of the product to benefits that:
We outline ways to distinguish features and benefits and use them to best effect. A demonstration might also be right at this time. CloseIf you’ve had the chance to really understand the prospect the next stage usually follows naturally. It can involve both negotiation and the sale of add-on services. Topics include :
Session 3 - Handling objectionsObjections are very common in any selling process. We help you :
Day 2Session 4 - NegotiationThink of sales negotiating, and what usually comes to mind? Haggling? Giving in? Dropping the price to save the deal? We introduce tips and techniques to help guide you through this stage:
Session 5 - Selling Add-on servicesThis is also the ideal time to add additional products and services. Again you’re best to reflect the customer’s personality style and also highlight the real benefits of each add-on. Session 6 - Managing your sales pipelineIf you have multiple prospects active at the same time then managing your sales pipeline is crucial to your success. We discuss how computer systems can help and highlight some additional simple techniques for keeping organised. We’ll show you :
Session 7 - Large account sellingIf you handle large customers or prospects, then you may be faced with longer buying cycles and multiple apparent decision makers. We introduce some extra approaches you can take to ensure greater success in this environment. Session 8 - Looking after existing customersStudies show it a lot easier to sell more products or services to an existing customer than to go out and find new customers. We look at how to put this into practice. A satisfied customer may tell a few people about their experience. A dissatisfied customer will tell many more people. Customers who complain and find their complaint is taken seriously are even more loyal to a business than those who have never complained. We discuss the steps you can take to minimise dissatisfaction and quickly address any problems that arise. |
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