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Sales Training
Selling and Sales Techniques
We have developed our unique sales improvement programme over many years to effectively demonstrate to delegates’ proven, factual sales strategies, processes and techniques that get results. Some of modules we use have been proven to increase sales by 27%. We really do break down the sales process into easy to learn stages so that delegates not only learn but gain an increased confidence in their knowledge of sales and their own selling ability. This increase results in higher revenues, more new customers, better up-selling rates, a motivated sales force and increased profit.
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Although there is no one way to sell, there is a structure that most successful sales follow. We call this structure The Sales Process and it’s by breaking this process down and demonstrating techniques within each step that has made our courses so successful for our clients. The course is specifically tailored to your company, your products, your market place, whether it’s a field or internally based sales operation and the ability of your sales people.
Below are the modules that make up the programme in Selling and Sales Techniques.
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Introduction > Group introduction > Course objectives and agenda > Icebreaker
First Things First > Attitude and belief > Sales myths > Goal setting
A Model of the Sales Process > 5 stages of a sale > An overview of 9 distinct elements within a sales presentation
Understanding Buyer Behaviour > Why do people buy > The buying process > Why people don’t buy
Questioning Techniques > The use of questions > Open, probing and closed questions > Using questions to identify & elicit needs > Investigating a sophisticated questioning technique we’ve developed called GRAB > Identifying useful questions > The importance of listening > Practice session
Meeting the Clients Needs > Understanding FABs, USPs & UPBs > Identifying your benefits and USPs > Presenting your product or service > Practice session
Handling Objections > What is an objection? > How to minimise and handle objections > Different techniques to overcome objections > Identifying your most common objections and your relevant benefit and response > Practice session
Getting Commitment > When to close > Investigating the customers intention to purchase > Identifying buying signals > Trial closes > Different types of closes > Practice session |
The above course can be delivered in a number of ways. You could choose to have it delivered over two consecutive days or bite size sessions over a number of weeks, you may choose to pick and mix some of the modules you feel your team need most help with. Whatever you decide, we promise to create and deliver a bespoke programme that will be one of the most effective, practical and engaging courses you can provide to your sales staff.
The entire course is delivered in a fun, highly interactive environment; all delegates are encouraged to take part in group discussions, role plays and one to ones with the trainer. All delegates receive a comprehensive programme workbook, spot prizes and a certificate of achievement on completion. To discuss your sales training needs, any of the modules above or for any questions on our sales training please contact us.
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