Sales Training Courses

Sales Training Skills

Your business is primarily a sales organisation, because without sales, you have nothing!

Your business spends huge sums of money on marketing, which may be wasted by clumsy sales technique. This one mistake costs countless money making opportunities.

The purpose of this sales training is to increase your knowledge of sales in order to maintain and build upon the existing level of customers and to increase the value of sales. 

The Sales Training Skills Course Covers

Introductions

Eight reasons why people buy:

1. They want your product
2. They need your product
3. They believe you can provide want they need at the quality they want
4. They believe your price offers value for money
5. They have the money to buy
6. They like you
7. They trust your organisation
8. They have the authority and courage to make a buying decision

Sales as opposed to Marketing
Marketing- Making the customer aware of your product and service
Sales- Inducing the customer to buy your product and service

A Sales conversation is not a haphazard event: it should have a definite structure

As sales professional you have two goals

1. To do all the things that people want to see and hear that will induce them to buy
2. To refrain from doing ANY of the things that will put them off buying from you now.

Five step sales process

1. Introductions - Gaining rapport and 'qualifying your prospect'
2. Investigation - Asking sales questions to identify exactly what the prospect wants.
3. Product solution - Selecting and presenting your best answer that will fit his needs
4. Commitment (close the sale) -  Ask the person the closing question
5. Add on's and referrals - Find out his other needs for additional services and then gain a referral lead

Sales communication skills and confidence

The proper use of questions

Common mistakes to avoid

1. Poor use of humour- acting the clown
2. Dress codes- too smart or too scruffy
3. Promptness- be on time or early
4. Complaining about your problems- don’t complain about the state of the market
5. Wasting precious time- showing any signs of being disorganised

Notes on body language

1. Posture- how you sit- stand
2. Appearance- how should you dress?
3. Handshakes- what is the quality of your handshake?
4. Gestures- what gestures are forbidden?
5. Eye contact- how much eye contact and for how long?
6. Orientation- what angle should you be at, relative to the customer?
7. Proximity- how near or how far away?
8.  Scent- do you smell of perfume or cigarettes?

Notes on voice tones

1. Volume- how loud?
2. Pitch- how high or low?
3. Pace- how fast?
4. Accent- where are you from?
5.  Variable or monotone- boring or interesting?

Positive Attitude

1. Your attitude towards your prospect can make or break the sale
2. Nobody likes a to buy from a grump
3. How to create and sustain a positive mental attitude

Summary action plans

The training method follows this general pattern:

1. The trainer gives a clear explanation of the point in question.
2. The trainer then demonstrates the principle and gives specific examples.
3. Then, the delegates practice by doing an exercise with each other.
4. The delegates practice by doing exercise with the trainer.
5. All points are supported with full written notes to take away.
6. Delegates are asked to write down an associated action, for each point made.
7. (At the end of the day, we have about twenty such actions, from which the delegates choose six which are the most personally meaningful).

Price for open training course

The Sales training course costs only £250 +VAT per delegate per day. For this price we provide:

• Full days training
• Tea, coffee and cakes
• Lunch
• Full course notes
• Written action plan
• Certificate
• Access to the Post Course Portal

Plus 3 months free telephone coaching

To answer any on-going questions, you will also receive email and telephone support from your trainer after you have attended the course.

Whilst you are implementing what you have learned we will be there to help you if you need us for advice, guidance and coaching.

Price for in house training course

Please call us on 01452 856091 to discuss your requirements for the in house training course.

If you want to know more about any Management Training courses or their suitability for you or a colleague call us on +44 (0) 1452 856091.

Interested? let us know how we can help.

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