:: Selling Skills

With so much choice available for customers in virtually every market, no business can afford to wait for customers simply to come and buy. At the same time, many people working in a customer interfacing role have little understanding of the sales process and less inclination to use it. This course will offer delegates simple techniques that anyone can use to be more effective in selling.

Learning Objectives:

By the end of the course, by means of discussion, handouts and practical exercises, delegates will:

• understand which qualities make an effective salesperson.
• learn the sales process.
• understand the importance of and different types of questions.
• be able to identify features, benefits and when to use them.

Course Content:

• What makes a good salesperson - exercises and discussion to encourage a positive and confident attitude towards selling.
• The Sales Process - exercises and discussion of the process - establish rapport, identify need, meet need, overcome objections, close.
• Questions - exercises to improve questioning techniques.
• Features and Benefits - discussion and exercises to understand and improve use of features and benefits.
• Practice - fun exercises to practise techniques learned.