Sell! Sell! Sell!

Suitable for: Those new to selling – both tele and field sales. Acts as a good refresher to those with more experience.

Duration: 1 day (9 a.m. – 4.30 p.m.)

Style: Workshop based. Highly participative with a mixture of discussion, exercises, activities and role-play.

Objective of this workshop:
The purpose of this session is to give participants an opportunity to learn and practice sales techniques that will help them win sales and build a great relationship with clients. By the end of this workshop, delegates will have a good understanding of how to structure an effective sales call, recognize buying signals and overcome objections.

Modules included:
What is selling?
Total selling - understanding the sales process
What is Salesmanship? The Circle of Success
The psychology of the sale
The importance and benefits of research and preparation
Creating openings that count
Building rapport and establishing a real need to buy
Making a sales presentation that leaves the customer wanting more – selling value and benefits, not facts
Ways to close and gain the order
Recognising buying signals and using them to close the sale
Handling objections – changing the frame
Further sales through effective customer care

Pre-course Work
Delegates are asked to bring along the following:

Their sales objectives (if any)
Details of two leads/potential clients
Examples of objections they encounter

A short telephone coaching session with each of the individual participants will take place prior to the workshop to help identify specific needs and expectations.

Contact details

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