Essential Selling Skills

This programme is primarily run as a bespoke in-house provision. So if you have 4 or more participants, we can either schedule this programme at your premises or, alternatively, arrange a suitable venue for you to attend. Please call 0844 800 3295 or e-mail us at contact@businesscoachingfoundation.com to discuss your options.


Introduction

Sales is an experience; whether it's face to face, over the phone or via a website. That's why we've created a highly interactive experiential sales course for you to sink your teeth into. You'll find our course to be practical, commercially effective and will deliver tangible improvements by linking the learning to your specific job roles and situations.

If you enjoy lots of slides, all theory and no application then please do not book this course BUT if you want to learn by doing, be engaged and apply the theory then read on.

The experience will take you into how to sell in a consultative, influential way whilst avoiding buyers' remorse.

Who's it for?
Suitable for sales professionals who need to use a consultative sales approach to identify and respond to customer's needs. Additionally, this workshop is suited to business professionals who act in an advisory capacity and whose role requires developing positive relationships with their customers.

What will I learn?
By the end of the course, participants will be able to:

  • Appreciate the need for preparation before a sales appointment
  • Effectively identify and meet the needs of the customer by using advanced questioning techniques
  • Identify verbal and non-verbal buying signals
  • Construct professional answers to questions and possible objections
  • Present your products and/or services with the buyer in mind
  • Identify and use a selling style appropriate to capture and maintain the buyer's attention, enthusiasm and interest
  • Recognise and overcome major objection types
  • Apply effective confirmation techniques with the buyer in mind


Pre-course activity
As part of the investment you're making by signing up to this course, we're inviting you to complete our Paradigm FiT In psychometric. Paradigm is based on 100 years of psychological research. The Paradigm assessment reports were developed, tested, refined and validated over an extensive period. This will provide, what we believe, to be the most practical and purpose built psychometric report available in the market today.

What will it cover?
The Essential Selling Skills course is made up of the following modules:

Module One - Understanding the Customer
  • The importance of good customer care
  • Selling vs. selling attitude
  • The reasons people buy
  • Adopting a positive approach

Module Two - Self Awareness
  • Understanding your selling style
  • Adapting your selling style to your customer
  • Understanding your customers buying style

Module Three - Effective Communication and Rapport Building
  • Why does communication need to be effective?
  • Actively listening to your customers needs
  • Right question at the right time
  • The impact of positive and emotive language

Module Four - Taking a Consultative Approach
  • Different styles of selling
  • Taking a consultative approach to selling
  • Preparation techniques
  • Buyer behaviour and motivation
  • A selling approach to match the buyers mind

Module Five - Presenting the Solution
  • Selling the benefits
  • Sales tool kit
  • Unique sales points
  • Advanced questioning techniques

Module Six - Gaining Commitment
  • Recognising and acting upon buying signals
  • Dealing with customers concerns
  • No means no?
  • How to cope in stressful situations

Module Seven - Confirming the Sale
  • Confirming or closing?
  • Effective confirming techniques
  • Going the extra mile