Professional Selling is not manipulation or bullying. Special skills are required. This module introduces the skills, situations and key points in a competitive sales process.
Today’s competitive environment requires more than good interpersonal skills. Good salespeople are made, not born. They may have the inherent interpersonal skills and the ‘will-to-win’ but that must be matched by effective structures, processes and techniques.
Salespeople are human. They develop good habits and bad habits. The good habits need reinforcement. The bad habits need to be realised and dealt with.
The salesforce is arguably the most ‘expensive’ part of the workforce and yet is predominantly unsupervised at the point that matter most – with the customers. Skills need to be constantly refreshed and developed. As the future of the organisation often lies in the sales, new salespeople must become effective quickly. Investing in the skills of the salesforce has greater return than investment in other areas of skills.
Who Should Attend
All new and experienced salespeople.
Selling Skills (Sales Call) – Course Objectives
Participants will learn:
- the key success factors in selling
- a proven approach to a sales call
- to ‘tune in’ to customers/prospects to increase their success
- the key elements of preparation and the dramatic effect preparation can have on success
- the key elements in opening the meeting to ensure success
Selling Skills (Sales Call) – Course Outline
The Professional Salesperson
The difference between selling and manipulation
Changes in selling – the new ‘Triangles of Effort’
Sales Call Structure
Profiling For Greater Success
Profiling the organisation
Profiling the individuals concerned
Preparing For The Sales Call
Setting the call objective
Making the most of the reception area
Opening The Meeting
Relaxing the other person
Selling the agenda