Objectives
- Role of a professional salesperson
- Sales process
- Planning and setting SMART call objectives for effect and efficiency
- Use of appropriate questions and listening to understand customers’ needs
- Selling benefits, not features
- Handling objections and customer responses
- Buying signals and closing the sale
Duration & Attendees
1 DAY
WHO SHOULD ATTEND?
This course involves a lot of role plays, using everyday items as well as a final video role play using your products.
Duration: 2 days.
Further training: After six to eight months, delegates should be ready to attend our Advanced Sales Skills workshop to further develop individuals' or teams skills and improve sales.
Classroom
Agenda
AGENDA – DAY 1
- The sales process
- Understanding communication selling styles
- Questioning techniques
- Workshop preparing questions for your use
- Features and benefits exercise
- Introduction to customer responses and handling objections/responses
- Knowing when the customer is ready to buy
- Closing the Sale
- Video role play (if time allows)
PERSONAL ACTION PLAN
