Essential Selling Skills

ESSENTIAL SELLING SKILLS

COURSE OUTLINE

Full details of modules and topics covered in this one-day course

DURATION

This is a one-day training course structured into 12 modules

COURSE AIMS

This intensive, hands-on one-day sales training course has been designed to provide a thorough introduction to the basic concepts of sales, and some basic skills to make salespeople more productive, and more aware of the processes thet are following.

TARGET AUDIENCE

The course is intended for people who are either starting in sales, who have a role with a selling element (especially in Customer Service or Support) or who want a structured refresher to recharge their existing skills and experience.

MODULE 1:  Introduction and Course Overview
 
MODULE 2:  Why Do We Contact Our Customers?

Learning outcomes:

Understand the benefits of contact from the company's perspective, the customer's perspective and the benefits to you.

Topics covered:

• How Your Company Benefits From Customer Contact
• How Your Customer Benefits From Contact With You
• How You Benefit From Customer Contact

MODULE 3:  Starting Out in Sales

 Learning outcomes:

 A great introduction to sales with a discussion centred on this unique study of two different styles.

Topics covered:

• Case Study: Jackie the Sales Newcomer

MODULE 4:  The Sales Process

Learning outcomes:

Overcome the myth and discover the most common reasons that hold salespeople back from opportunity.

Topics covered:

• Defining the Fear Factor
• The Myth of the Fear Factor
• Overcoming the Fear Factor

MODULE 6:  Attributes of a Good Sales Person

Learning outcomes:

Realise the opportunity that skills development provides by reviewing the key attributes that define the successful sales professional.

Topics covered:

• Core Attributes You Need to Succeed

MODULE 7:  The AIDA Sales Model

Learning outcomes:

Understand the four key components in closing every sales opportunity: attention, interest, desire and action.

Topics covered:

• Outline of the AIDA Model
• Attention - Getting Your Customer
• Interest - Creating Interest in Your Customer
• Desire - Motivating Customers to Buy
• Action - Closing the Sale

MODULE 8:  Core Selling Skills

Learning outcomes:

Know the essential skills that can develop exceptional communication practises into clearly defined methods using listening, questioning and organisational procedures.

Topics covered:

• Communication Skills in Sales
• Questioning Skills
• Listening Skills
• Getting Organised for Sales

MODULE 9:  Handling Objections

Learning outcomes:

Learn how an objection can become an opportunity to develop sales from the customer's point of view through listening and asking the right questions.

Topics covered:

• Types of Objection
• Good and Bad Practice when Dealing with Objections
• Objection Handling with the LAAC Process

MODULE 10:  People Buy From People

Learning outcomes:

Know and understand the real secrets behind what encourages people to buy. From the twelve rules of likeability to understanding the skills of influence.

Topics covered:

• The Rules of Likeability
• The Importance of Empathy
• Preparing to Influence Others

MODULE 11:  Making Action Plans

Learning outcomes:

Start your successful journey into sales by using a template to enable a step by step approach.

Topics covered:

• Your Plan for Sales Success

NEXT CLASS DATES

Dec 9, 2019 - Leeds West One - £249
Dec 10, 2019 - Bristol Easton BS5 - £249B
Dec 16, 2019 - Birmingham Queensway - £249
Dec 17, 2019 - Tower Bridge - £249
Jan 13, 2020 - Manchester Piccadilly - £249
Jan 21, 2020 - London Victoria - £229