Sales - An Introduction

Sales - An Introduction - Overview

Sales has been a popular career choice over the years for well known reasons. And for those that do “make it” in sales, the rewards can be great. And quite a few could have achieved greater things if they had only learned some of the basics at the beginning of their careers. This 1 day introduction to sales course will cover the elements so essential if you are to make it your career.

The 1 day course will be suitable for those who are entering sales for the first time and who need some professional guidance and for those who perhaps need a reminder of the key criteria for success. The course will deal with sales both on a face to face basis and via telephone.

Sales - An Introduction - Timetable

09:30 – 10:00 Coffee and objectives

10:00 – 11:00 What is sales all about/ buying v selling process/what makes a great salesperson/ KASH / How to demonstrate and build rapport/ empathy/ trust

11:00 – 11:15 Coffee break

11:15 – 12.00 Who are your customers/ differences/target markets/ prospecting/ referrals

12.00 – 13:00 Communication skills/ making a great first impression

13:00 – 13:45 pm LUNCH

13:45 – 14:00 Decision maker motivations

14:00 – 14:30 Possible barriers /getting past the gatekeeper/ handling objections/ resilience

14:30 – 15:00 Opening statements/ elevator pitch. Delegates to develop and practise

15:00 – 15:15 Tea break

15.15 – 15:30 Trial closes and closing strategies practise

15:30 – 16:30 Practise telephone calls / role play F2F as appropriate

16:30 – 16:45 Summary/ action planning

Sales - An Introduction - Benefits

• Understand the importance of planning and setting SMART objectives
• Deal with different types of customer to give a great experience
• Identify your target markets
• Demonstrate rapport, empathy and trust
• Display professional communication skills
• List Prospecting methods
• Appreciate buying process v Selling process
• Know what makes people buy
• Identify decision maker motivations
• Make a great first impression
• Differentiate between Face �to-Face and telephone sales