Professional selling skills

Effective Selling - Key to Business Success

Who Should Attend And Why

Those who wish to increase their effectiveness when selling. Delegates will gain a valuable insight and hands-on skills through practical techniques with proven results.

By The End Of The Workshop Participants Will Be Able To:

Understand the Process and Psychology of the Sales Cycle

Adapt their own style to be able to maximise their Sales Effectiveness

Maintain control and project a professional image of the company, the product and the service

Gain customer acceptance and be able to open up a productive dialogue

Fully understand customer needs and wants and be able to work with these to develop the sale

Read the buyer's motives and know how best to present the solution

Recognise buying signals and know how and when to close

Workshop Overview

Selling Something or Helping Them Buy
first impressions and how to influence them
buying motives
discover what the customer really wants

Preparation
self preparation
impact of your style and appearance on others
know your product
developing a strategy for sales success

Prospecting
discover the three key questions to increased sales and profit
learn how to use the window of opportunity
how to gain 'hot' referrals

Self-organisation
effective use of every selling day and hour
getting past 'blocks', and making appointments

The Meeting - Stage One
discover and practice instant rapport-building techniques
getting your customers to open their minds
the critical skills of listening, probing and questioning
identifying and prioritising customer needs and buying motives
using buying motives and other 'hot buttons'
establishing levels of authority

The Meeting - Stage Two
objection handling, complaints into opportunities, defend price and build value
how to capitalise on buying signals, recognition and resulting action
discover and practice how to ask for the sale
closing the sale - including the cost close

After Sales Service
seeing sales through to successful conclusion