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 customers
Effective Time Management
Managing your sales territory
Mapping your territory and planning your route

Sales presentation skills

Plan your approach
Canned Presentation versus Off The Cuff
Selling the benefits

Establishing customer needs

Planning your questions
Practice active listening

Presenting the solution

How to put the story across in customer language
Demonstrations

Answering customer objections

Having the answers ready to handle the inevitable objections

Closing the sale

Natural closing
Different closing techniques

After the sale

Delivering the promise
Building on your relationships to ensure repeat business

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