Course Aim

To enable the new starters in their sales careers to have a clear understanding of the basics of face-to-face selling and customer relationship skills.

Whilst the course is aimed at new starters, it is equally valid for more experienced sales people as a refresher.

Course Objectives

By the end of this course the delegates will be able to:

• Explain and demonstrate the sales process
• Understand the customers buying process
• Use effective questionsin a sales interview and actively listen to the customer's responses
• Understand how effective communication can assistduring a sales interview and when building long term custometr relationships
• Be ableto effectively match product or servicesolutions to customers'specific needs
• Demonstrate how avoid and overcome customer objections in order to gain commitment to the next step
• Detail how to close a sale effectively

Course Content

Course content includes:

• Identification of potential customers
• Pre-call planning and preparation
• Appointment planning
• Effective communication skills (including questioning, listening, impact of words, tone e.t.c.)
• The sales process/The buying process
• How and why people buy
• Rapport building
• Establishing customer needs
• Presenting the solution to match customer needs
• Customer behavioural types
• Handling and overcoming objections
• Confidence in closing

This course fee is £249.00 + vat for course date and venue information please contact us