Beyond The Basics Of Sales
Beyond The Basics Of Sales
COURSE OUTLINE
Full details of modules and topics covered in this one-day course
FREE E-LEARNING REVISION
Note: Free e-learning revision is available with this course: 12 months of access for each delegate on scheduled public (open) classes.
DURATION
This is a one-day training course structured into 10 modules
COURSE AIMS
This hands-on one-day sales training course has been designed to give delegates a solid understanding of good selling practices and to enhance their ability to be effective. Introducing popular concepts, delegates are taken through simple but essential selling techniques, in a structured and proven way that will enable them to make instant changes to their working practices and achieve sustained improvements in their performance.
TARGET AUDIENCE
The course is intended for anyone involved in a process where sales opportunities exist. The concepts apply to both telephone and face-to-face environments, and while the course has been developed with salespeople in mind, it can also be applied to other people, such as Customer Service or Support staff, who often have the chance to turn situations into sales opportunities.
MODULE 1: Introduction and Course Overview
MODULE 2: The Right Approach to Sales
Learning outcomes:
Analyse the right and wrong way of approaching customer sales calls from the use of a telephone.
Topics covered:
Case Study: Danny's First Day in Sales
MODULE 3: Questioning Skills for Sales
Learning outcomes:
Learn how to control the process of conversation. Develop the tools for effective understanding and get the information you want first time.
Topics covered:
What Information Do We Need?
Types of Questions
Closed Questions
Open Questions
Leading (Assumptive) Questions
Summary Questions
Probing (Excavating) Questions
Reflective (Mirroring) Questions
Exercise: Questioning Practice
Powerful Words for Questions
Types of Question to Avoid
The Funnel Technique
The Inverted Funnel Technique
MODULE 4: Listening Skills for Sales
Learning outcomes:
Why do we listen badly? Rate your ability to listen and learn the processes for active listening and discover how to understand others.
Topics covered:
Benefits of Good Listening
Why We Listen Badly!
Exercise: How Do You Rate Your Listening Ability?
Active Listening
Listeners Control Conversations!
MODULE 5: Maximising Productivity in a Sales Role
Learning outcomes:
Discover the difference between an Influencer and a decision maker and get to the heart of the sale by talking to the right person.
Topics covered:
Deflective Tactics -- Time Wasters
Six Habits of Successful Sales People
Talking to the Right People
MODULE 6: Attention - Getting your Customer's Attention
Learning outcomes:
Learn how to ask the right questions and build on introductions. This module explains those precious first steps.
Topics covered:
The 4 Ws
Exercise: Questions Using the 4 Ws
MODULE 7: Interest - Creating Interest in your Customer
Learning outcomes:
Understand the expectations of your customers their wants and needs, and then identify the signals. This module will give you the tools to understand situation and problem questions.
Topics covered:
Customer Expectations, Wants, and Needs
Buying Signals
Keeping Price in Its Place
MODULE 8: Desire - Motivating Customers to Buy
Learning outcomes:
Learn how to sell the right benefits and show your expertise. From handling objections to selling advantages, this module will support those critical points that can make or break the process.
Topics covered:
Understanding the Customer
Features, Advantages and Benefits (FABs)
Selling the Right Benefits
MODULE 9: Action - ABC: Always Be Closing
Learning outcomes:
"Always be closing" (ABC) is the key to any productive conversation with a customer. Discover the 6 types of closing techniques, the frames and the pitfalls of that crucial last step.
Topics covered:
Asking for the Business
Effective Closing Techniques
Types of Close
Framing the Close
Pitfalls When Closing the Sale
Trial Closing
Aiming For Repeat Business
Maximising Profit