Spearhead Training > Sales > Introduction to Selling - New for 2008

Introduction to Selling - New for 2008
A fast track introduction to the world of selling

This sales training course will build a good foundation for those new to selling or for those who have not received sales training. It is for anyone who requires the knowledge and skills to work as a competent, professional salesperson. How to sell without resorting to high pressure techniques is the essence of professional selling as taught on this course. The principles of effective selling are explained and related to each delegate’s business. Delegates on our sales training course will be shown how to apply the principles in face-to-face situations with customers.

This is a very intensive, participative sales training in which delegates will be given individual exercises and guidance.

Programme Contents
The Vital Role of the Salesperson
The Consultative Sales Process
Why People Will Buy From You
- Motivating Customers to Buy
- Identifying Potential Benefits to Customers
Persuasive Communication
Making it Hard for the Competition
Developing Your Own Sales Plan
The Process of Customer Selection
-Targeting the Right Customers
The Importance of New Business
Preparing to Make a Sale
First Impressions
- Selling Yourself
- The Sale Before the Sale
Making Appointments
The Importance of Call Objectives
Structuring Customer Meetings
Opening the Sale
Establishing Customer Needs
- Using the Spearhead WIN-CLIENT Questioning Model
- Building a Sales Case
- Creating Value for Money
Presenting Your Sales Case
Answering Customer’s Objections
- The Different Kinds of Objections and Strategies for Dealing With Them.
- Price Handling Techniques
Closing the Sale and Securing the Business
Your Personal Plan for the Future
- What Each Delegate Needs to Work at to ensure His/Her Success

Description of Course

This course replaces our "Basics of Selling" training course.

The course starts off by examining the role of the sales person followed by identifying the qualities that make sales people successful. Delegates will then be taken through the steps of the sales process with exercises at each key stage in order for each delegate to apply the material to their own business. This will also include feedback and tutor review in order to develop best practice in each situation. Therefore both the theory and the practical application are covered during this interactive course. Delegates are encouraged to develop their individual post course action plan to identify the key actions that they plan to implement in their job role.

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2 Days - Non Residential
Additional Course Information

Delegate spaces available on the following course dates:

Date: 17th September » 18th September, 2008
Venue: Spearhead Regional Training Centre, Chipping Norton
Brochure Price: £975.00
Online Price: £975.00 (Places Available)

Date: 16th October » 17th October, 2008
Venue: Tower 42, London
Brochure Price: £995.00
Online Price: £995.00 (Places Available)

Date: 13th November » 14th November, 2008
Venue: Spearhead Regional Training Centre, Chipping Norton
Brochure Price: £975.00
Online Price: £975.00 (Places Available)

Date: 18th December » 19th December, 2008
Venue: Tower 42, London
Brochure Price: £995.00
Online Price: £995.00 (Places Available)

Fee includes course materials, use of video and other training equipment as required. Lunch and light refreshments are also included. Prepared key topic notes for delegates' future reference are provided. The number of delegates attending each course is limited in order to ensure individual participation.

If overnight accommodation is required we often have special arrangements with local hotels.