An Introduction to Sales Skills
Course Description
This course is aimed at those who are new to sales or who need a refresher in the basic skills of effective selling. Participants will develop a personal sales plan that ties in with their KRAs. Using SMART principles and the Pareto (80:20) principle, participants will learn how to manage their time and territory to maintain ongoing contact with current customers and yet still have the necessary time to continue prospecting and delivering new business. The course deals with how to make appointments and making every call count, effective presentations, negotiation skills, objection handling and how to close the sale.
1 day
Contact us for pricing
Prerequisites
No specific pre-requisites.Where do you get customers?
Where is your market?Put a contact plan in place
Know your numbers
Prospecting and business development
Know your target market?Have a plan for making calls and appointments
Time & territory management and journey planning
Categorising customersEffective Time Management
Managing your sales territory
Mapping your territory and planning your route
Sales presentation skills
Plan your approachCanned Presentation versus Off The Cuff
Selling the benefits
Establishing customer needs
Planning your questionsPractice active listening
Presenting the solution
How to put the story across in customer languageDemonstrations
Answering customer objections
Having the answers ready to handle the inevitable objectionsClosing the sale
Natural closingDifferent closing techniques
After the sale
Delivering the promiseBuilding on your relationships to ensure repeat business
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