Introduction to Sales

This workshop will enable individuals to leave with a clear understanding of the basics of face-to-face selling and customer relationship skills. Participantss are given a full understanding of both the selling and buying processes, and the importance of being well organised with clear sales objectives. Over the period of the course, there is ample opportunity to work through the sales process, practising the skills at each stage, so that their selling skills are developed and reinforced.

Who should attend:

Those new to selling, although it is a good refresher for more experienced people who wish to refresh their basic skills.

By the end of the course participants will be able to:

Explain and demonstrate the sales process
Understand the customer’s buying process
Construct effective questions to use in a sales interview and actively listen to the customer’s responses
Adapt their preferred communication style to build long term relationships with different customer types
Match product solutions to customers’ individual needs
Demonstrate how avoid and overcome customer objections in order to gain commitment to the next step
Close a sale effectively.

Specific course content:

Identification of potential customers
Pre-call planning and preparation
Appointment planning
Effective communication skills (including questioning, listening, impact of words, tone etc)
Personality profiling
The sales process / The buying process
How and why people buy
Building rapport
Establishing customer needs, including needs analysis checklist
Presenting the solution to match customer needs
Objection handling
Closing the sale with confidence.