Sales Course

Course programme

Aim

The course will support learners in understanding up to date sales techniques, to be able apply skills that can be put into practice back at the workplace.

Outcome

Learners will have gained a higher level of knowledge and understanding of effective sales skills. The training will allow learners to implement the steps of the sale and create sales opportunities with existing and new customers. They will gain insights into the different buyer types and know the best way to sell to them. Learners will increase confidence to overcome objections and close the sale.

Impact

Following training and action planning, learners will gain a greater level of confidence that will impact on sales results, increased self-esteem, hitting targets, customer retention, and revenue growth.

Content 

1. Developing the right Habits & Results We are creatures of habit. Success in sales requires the right habits to be developed. Knowing what to do (Knowledge) how to do it (Skills) having the drive to do it (Attitude)
2. Psychology of Sales & Marketing Understanding the importance of creating demand for products and services through effective marketing using the 4Ps model and how this translates to creating interest and action by the consumer using AIDA.
3. Developing the Right Mindset Our thinking affects our attitude which impacts our behaviour. How we behave determines what we actually do and this determines the results we achieve. Mindset is the key to high performance.
4. PERFORM – 7 Steps to Selling Success Developing a structured approach to sales meetings: Planning & preparation, Evaluation, Review needs, Find solutions, Overcome objections, Re-confirm the benefits, Move to agreement.
5. Selling Skills & Techniques – Listening & Questioning, Presenting, Handling Objections, Buying Signals , Cross Selling and Up Selling , Negotiation, Closing the Sale
6. Communication & Influence Effective communication and understanding influencing styles allows the individual to flex their approach and build rapport.
7. Selling on Value Learning to communicate the true value of your solution helps to differentiate from the competition.
8. Sharpening your Axe – Analysing Performance Raising self-awareness to analyse your performance is key to continuous improvement. Simple techniques are used to ensure ongoing personal development.