Spearhead Training > Sales > Essential Sales Skills
Essential Sales Skills
Improve your skills and close more orders
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 with the aim of improving their sales skills. It is also the ideal follow-on course to “Introduction to Selling” programme.
The sales course presents the skills and techniques required by a successful salesperson in a competitive business environment. The programme is highly participative: the course tutor drawing on the experiences and opinions 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.
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 experience and therefore builds on their experience gained to date. Therefore the style of the course is through participative discussion, syndicate and individual exercises.
The course starts off 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 in order for each delegate to reflect and apply the material to their own business. This will also include feedback and tutor review in order to develop best practice for each delegate. Delegates will have plenty of opportunity to question the tutor in order to ensure that 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 their techniques and skills required for high sales performance.
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3 Days - Residential
Additional Course Information
Delegate spaces available on the following course dates:
Date:
17th September » 19th September, 2008
Venue:
Walton Hall, Wellesbourne, Warwickshire
Brochure Price:
£1495.00
Online Price:
£1,495.00 (Places Available)
Date:
12th November » 14th November, 2008
Venue:
Walton Hall, Wellesbourne, Warwickshire
Brochure Price:
£1495.00
Online Price:
£1,495.00 (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.
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.
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- Consultative Professional Selling Advise - Part 1
- Consultative Professional Selling Advice - Part 2
- Laws of Sales Management and Motivation - Part 1
- Laws of Sales Management and Motivation - Part 2
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Nov 2006
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