Course Description

The aim of this course is to enable delegates to forget the aggressive, hard sell approach, and to develop the communication skills required to achieve repeated success with face-to-face selling.

Target Student

Sales professionals, who would like to develop a more influential and approach to selling.

Pre-requisties

None.

Performance Based Objectives

By the end of this course each delegate will be able to:

• Explain the differences between marketing, selling and negotiation
• Understand the psychology of why people buy
• Use a systematic approach for contacting and selling to customers
• Set meaningful business and personal objectives for every sales call
• Make worthwhile appointments on the phone
• Design an agenda for meeting a potential customer for the first time
• Use simple, but effective, communication skills to build rapport, establish what their customer really wants and gain commitment to take action
• Recognise and respond to buying signals
• Identify and sell the benefits, not the features of their products
• Close a sale successfully