Sales Essentials - Introduction

Prerequisites:

Course Description:

The role of selling has become more important in today's competitive environment. This two-day course gives the essential skills needed to become a successful salesperson. It is suitable for people new to selling or those in need of a refresher. It is the foundation course that underpins the 'Sales Academy Programme'.

This course includes the following modules:

Positive Attitude

• This module looks at developing a positive attitude, a pre-requisite for the modern salesperson:
• - looks at the attributes that contribute to a positive attitude
• - allows the sales person to focus on his/her attitude

Product Knowledge

• Being able to understand the organisation's product and service portfolio is essential so that the sales person can speak with a degree of competence. This module:
• - looks at primary and possible secondary applications
• - links product performance to possible customers needs
• - compares product functionality with the competitors

Sales Call Structure: Pre-call Planning

• This module looks at the essential part of any call planning and preparation. It discusses how to:
• - profile the customer organisation and individuals
• - set clear call objectives and outcomes
• - looks at personal preparation

Sales Call Structure: Face to Face

• This module looks at the main body of the sales call and the use of interpersonal skills:
• - focuses on the importance of rapport building
• - concentrates on questioning techniques to establish needs
• - addresses the importance of active listening
• - looks at how to present product/service benefits
• - covers the aspect of obtaining agreement
• - considers the pros and cons of buying signals
• - deals with objections/reservations
• - covers how to close the sale effectively

Sales Call Structure: Post Call Analysis

• The sale starts here! This module looks at how to turn the sale into action:
• - how to keep promises and commitments
• - methods for involving the appropriate people
• - personal sales audit ?¢‚Äöá®?¨what did i learn from this call?