Essential Sales Skills

Improve your skills and close more orders

3 Days - Residential

This sales course is for the salesperson who has some sales experience and who may have no previous sales training, or who would like a refresher to improve their sales skills. It is also the ideal follow-on course to our “Introduction to Selling” programme.

This sales course presents the skills and techniques required by a successful salesperson working in a competitive business environment. The programme is highly participative: the course tutor building on the experiences of the delegates. The key points are reinforced with syndicate and practical exercises to ensure that they are seen in the context of each delegate’s own business.

This sales course is intensive and requires dedicated hard work by all delegates. Delegate numbers are restricted to ensure participation and individual tutor attention.

You will get from this course:

1. A structured review of modern professional selling methods against which you can benchmark your performance
2. Practice of the skills and techniques required for high sales performance
3. An ordered plan for effectively selling your products or services in fiercely competitive market conditions
4. Many of the problems of selling put into fresh perspective so you can overcome them
5. Expert coaching and an interchange of ideas that will lead to improved personal performance
6. A CD of up to date self-development and reference materials to reinforce your learning
7. On going support via e-train, Spearhead’s scheduled e-communications of additional tips and advice to sustain your motivation and support your personal development when you are back at work
8. Access to the Spearhead telephone Help-line so you can get individual post-course support from your tutor when you want it

“The trainer put everyone at ease and was a wealth of good knowledge”

No other sales training skills development course gives you more…

Delegate spaces available on the following course dates:

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.

Delegates participate in evening syndicate exercises and are therefore expected to stay in the hotel during the course. The course fee does not include the delegate's overnight accommodation costs.

 

Programme Contents

• The Professional Role of the Salesperson
• - The Actions of Successful Sales People
• Rules for Effective Communication
• - Consultative Professional Selling
• Using the Benefit Concept Effectively
• Prospecting, Finding More Business
• Beating the Competition
• Your Own Sequence for a Planned Sale
• Pre-Approach Work
• - Essential Preparation
• - Qualifying the Customer Making Appointments
• Selling to Multiple Decision Makers
• Creating the Right Impression
• Opening Up the Sale
• Identifying the Customer’s Criteria for Purchasing
• Building Customer Needs
• Making Effective Sales Presentations
• Dealing With Difficult Questions
• Handling Price Objections
• Reacting to Buying Signals
• Gaining Commitment
• Effective Closing
• Call Follow-up
• Managing Sales Time Effectively
• Territory Management
• The Qualities for Success
• Delegates’ Next Action
• Practical Exercises with Tutor Feedback

Description of Course

The course takes into consideration the delegates' knowledge and current experience and builds on this. The style of the course is through participative discussion, syndicate and individual exercises.

The course starts by examining the role that a successful sales person plays followed by identifying the qualities that achieve high sales performance. The programme takes delegates through the steps of the sales process. The key stages included planning, prospecting, making appointments, the structure customer meetings, consultative selling and questioning skills, presentation & demonstration techniques, sales proposals, objections handling, closing.

There are exercises at each stage so each delegate can reflect and apply the material to their own business. The course includes feedback and tutor review to develop best practice for each delegate. Delegates will have plenty of opportunity to question the tutor to ensure that they fully understand the material covered. Both the theory and the practical application are covered during this interactive course.

The challenges of selling in a competitive environment and in tough market conditions are addressed during the three days. Delegates are encouraged to develop their individual post course action plan identifying the key actions that they plan to implement in their job role. In summary delegates will have the opportunity to hone the techniques and skills required for high sales performance.

This course is an ideal way to improve sales performance by developing sales knowledge and skills. This sales course is three days in duration in order to enable effective coverage of all key parts of the sales process. The selling tools that have been developed for this course have designed to be readily used in the work place thereby providing delegates with a full tool kit that they can use to maximise sales performance. Delegates will have the chance to consider how they can structure their approach with customers relevant to their own situation. There is a focus on practical outcomes in this course to ensure a high level of transfer from training room into the workplace.

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