To enable delegates to understand the basics of face-to-face selling and building customer relationships.
The course will help them to become personally more successful in their sales role. The program is suitable
for people who are relatively new to selling, as well as more experienced people who wish to refresh their skills.
By the end of this course the delegates will be able to:
Explain and demonstrate the Selling and Buying Processes
Plan and prepare for meetings
Construct questions in a sales context and listen effectively to the customer's responses
Explain how effective communication can assist them when conducting a sales interview and when
building long term relationships with customers
Match product solutions to customers individual needs
Identify different buyer types
Demonstrate how to gain customer commitment to the next step
Detail how to close a sale effectively, or gain commitment to future action
Content Course content includes:
The buying and selling processes
Pre-call planning and preparation
Structuring the sales call. The Sales Process
Communication skills
Questioning Skills
Effective listening
How and why people buy
Customer Behavioral Types
Presenting features,advantages and benefits
Objection handling
Closing the sale with confidence
