Length: 2 days

If you want to succeed in spite of dwindling resources and a distracted market, this intensive introduction to the art of selling is a must.

Like most people, you'll come to this seminar with very little knowledge of selling, except perhaps what you've experienced as a customer. After just two days of hands-on practice, you'll gain the skills, confidence and professionalism to sell your product or service successfully. Fundamental Selling Techniques for the New or Prospective Salesperson is a roadmap that takes you step-by-step through the entire sales process. It covers every critical phase of selling and gives you enhanced skills in listening and prospecting, which you need to succeed as a professional salesperson today.

Who should attend:

Salespeople with almost no selling experience--as well as potential candidates for sales positions, those who want to refresh their sales skills, customer service representatives and technical or support staff who interact with customers.

How You Will Benefit:

·         Differentiate between the old mentality of selling and today's more effective relationship-oriented approach

·         Assess your selling strengths and weaknesses

·         Overcome barriers to listening in a sales situation

·         Determine the best-qualified prospects and avoid time wasters

·         Make successful prospecting calls, by phone or in person

·         Understand your customer's situation and identify selling opportunities

·         Learn how to make a dynamic and memorable sales presentation

·         Feel comfortable and confident in front of new customers

·         Handle objections smoothly and keep the sale moving forward

·         Use the latest closing techniques to gain customer commitment

·         Manage time and prioritise effectively

What You Will Cover:

·         The complete sales process

·         The benefits of active listening while on a sales call

·         Prospecting and cold calling

·         Professionalism and attitude

·         Determining individual customer needs

·         The successful sales presentation

·         Presenting solutions vs. presenting products or services

·         Handling objections using a tested model

·         Trial and final closes

Extended/Detailed Seminar Outline

Learning Objectives

·         Differentiate between the Old Mentality of Selling and Today’s More Effective Relationship-Oriented Approach

·         Assess Your Selling Strengths and Weaknesses

·         Overcome Barriers to Listening in a Sales Situation

·         Determine the Best-Qualified Prospects and Avoid Time Wasters

·         Make Successful Prospecting Calls, by Phone or in Person

·         Understand Your Customer’s Situation and Identify Selling Opportunities

·         Learn How to Make a Dynamic and Memorable Sales Presentation

·         Feel Comfortable and Confident in Front of New Customers

·         Handle Objections Smoothly and Keep the Sale Moving Forward

·         Use the Latest Closing Techniques to Gain Customer Commitment

·         Manage Time and Prioritise Effectively

Listening

·         Define Listening and Identify Its Elements

·         Identify the Barriers to Effective Listening.

Demonstrate Your Ability to Be Proficient at the Listening Skill While Conversing with Customer and/or Co-workers  

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Prospecting and Cold Calling

·         Locate Potential Customers Using the Top Methods for Prospecting

·         Qualify Prospects in Order to Determine Your Best Selling Opportunities

·         Make Prospecting Calls and Cold Calls to Potential Customers

The Sales Process

·         Outline and Describe the Steps of the Sales Process

·         Identify How This Process Fits in with Your Product or Service

·         Plan a Sales Call or Customer Visit Based on the Objectives of Each Step

Greeting and Headlines

·         Feel Comfortable and Confident in Front of New Customers

·         Establish Credibility and Trust with New or Prospective Customers

·         Develop a Friendly Atmosphere by Reducing Initial Call Tension

Discovery

·         Discuss the Value of Customer Interviews in Order to Sell on a Consultative Level

·         Create a List of Industry-Specific Probing Questions to Use in the Field

·         Probe to Understand the Customer’s Situation and Identify Their Specific Needs

Presentation

·         List the Key Elements of a Dynamic and Memorable Presentation

·         Prepare a Presentation for Your Products and/or Services

·         Present Solutions to Customers That Meet Their Requirements in Order to Close Sales

Handling Objections

·         Recite the Three Methods for Overcoming Customer Objections

·         Prepare Your Industry-Specific List of Objections and Rebuttals

·         Demonstrate the Three Techniques for Overcoming Objections

Closing

·         Explain the Difference between Trial Closing and the Final Close

·         List the Various Commitments That Can Be Obtained from a Customer

·         Use the Latest Closing Techniques to Gain Commitments from Customers