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Course Content

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Professional selling is a dynamic, exciting, and exacting profession with rewards and opportunities to match the risks involved. It requires that salespeople develop a contingency approach to customer interactions. This means that rather than there being one ''best'' way to sell, salespeople must analyse each selling situation in order to plan the strategies that will work best.

Aims and Objectives

 

Recognise the reasons behind buying and selling

Explore the difference between sales and marketing and

the sales person’s role

Recognise how customers think and feel and to empathise with them

Recognise the need for thorough preparation and planning prior to meetings with

customers

Cover the methods of gaining orders and customer commitment to purchase

Recognise the factors that make a successful sales person

 

 

To identify why people dislike being sold to and show how to avoid falling into the

wrong approach

Cover the methods used to discover new business, work out and discuss the level of

creative activity required to provide enough prospects to convert new business

Gain the delegates’ agreement and understanding for the need to qualify their

prospects in selling

Understand the correct use of the telephone to gain appointments

Use of effective questioning skills

Understand the difference between features and benefits and the significance of

benefits in the selling process

Learn how to handle objections to buying

 

Learning Outcomes

 

Recognise how modern sales has developed and can be used in their own working

environment to improve margins and profits

Apply a basic sales process to their own sales situation.

Recognise the need to understand the decision making process.

Qualify, approach and assess new business prospects.

Know how they match up to the personal attributes necessary to be successful in selling.

Approach all those they deal with in a more confident manner

 

 

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