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SUCCESSFUL SELLING SKILLS PROGRAM

The Successful Selling Skills Program is for Sales personnel with 0-3 years experience who have had limited exposure to sales training.

After attending the program the sales team will have broadened their knowledge and added to their skills base:

  • Identify ways of building and developing relationships confidently and effectively face to face and on the telephone
  • Develop a sales toolkit to use in different situations
  • Handle customer objections effectively and use the objections to advance the selling opportunity
  • Close the sale with confidence

Program Outline




The maximum delegate number for the program is 10.

Duration: Three consecutive days

Delivery language: English

Day One

The Company (Vision, Mission vs. Sales Department goals)

Situation analysis

The professional sales person

Communication

The art of listening

Questioning Personal action plan
Day Two

Rapport

Behaviour styles

Telephone Skills

Lead generation

Objective setting

Call planning and preparation

Solution selling

Personal action plan
Day Three

The Four stages of the sales call - Opening

The Four stages of the sales call – Investigating

The Four stages of the sales call – demonstrating capability

The Four stages of the sales call – Closing/ Obtaining commitment

Dealing with objections

Record keeping

Consolidation

Personal action plan
 
 
 
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