Sales Training

Duration 2 days

Sales Training - Strategy and Skills

Sales people often find it difficult to maintain the correct balance between prospecting, presenting, negotiating, closing and client nurturing which can lead to ‘feast or famine’ and lost opportunities.

This sales training course has been designed as a refresher for those who have been through sales training or have been in sales for some time but never had training. It will introduce key concepts and focuses on the challenges faced in daily sales situations. Participants will be reminded of what they know works but don’t do. Recently developed techniques will be introduced.

Questioning and listening strategies that support the customer, shorten the sales cycle and minimise objections are discussed.
Developing relationships over a long sales cycle will be reviewed. The team will brainstorm ways to warm-up clients in cold calling. Specific account strategies will be discussed.

This very interactive sales training course will require participants to diary individual challenges in advance of the course. These situations will be used to provide specific case studies and exercises for the delegates.

When appropriate, The Sales Activator® system will be used. Delegates will get an opportunity to learn in a fun, energy charged environment. Individuals have an opportunity to allow the team to identify their own strengths and areas for development.

Course Content

Day 1

The Strategy of Selling
The Psychology of Selling
The Role of the Buyer and seller
Steps in the Sales Cycle
Understanding Customer requirements
How Sellers Help Buyers decide
Questioning to identify applications
Supportive Listening
Planning for Success
Leads, Prospects, Clients
Cold Calling

Day 2

Selling Skills
Review of Questioning Techniques
Face-to-Face versus Telephone Selling
Features, Advantages and Benefits
Discussing Price
Negotiating for Win-Win Outcomes
Handling Objections
Closing
Building Relationships
Presenting You and Your Product As Solutions
Letters and Proposals

Assertiveness
The course was just the right length; my attention was kept throughout the course. Carolyn is a very good trainer who is interested in delegates own situation

Port of Felixstowe

Corporate Telephone Techniques
Very Knoweldgeable. Brought group out of their shell.

Prospects Training Solutions

Introduction to HR
Very interesting course. I enjoyed discussing some of the case studies and subjects. Carolyn (the trainer) was very informative.

Anglia Care Trust