Selling Skills II
This is a 2 day course
1. See bottom of page for scheduled course dates.
2. If you have 4 or more delegates we can schedule a course for you, or run it in-house. contact us (0115 9849940) for details.
Who will benefit: This course is targeted at field-based salespeople who have had a minimum of 12 months 'on the road' experience and those who want to refresh their current selling skills.
Objectives: By the end of the course participants will be able to:
- Take action to make the most of their time and territory
- Effectively identify and meet the needs of the customer by using advanced questioning techniques
- Identify and use a communication style appropriate to capture and maintain the buyer's attention, enthusiasm and interest
- Construct professional answers to questions and possible objections
- Present their products and / or services with the buyer in mind
- Recognise and overcome major objection types
Module One– Territory planning and time management
- Setting objectives
- The importance of preparation
- Territory planning
- Examining the call cycle
- Buy class targeting
- Effective journey planning
- Planning your time
- The routes to making customer contact
Module Two – Relationship-building and communication
- Identifying your customers’ communication styles and behaviour
- Non-verbal communication
- Making the right impression
Module Three – Identifying customer needs
- Open and closed questions
- Advanced questioning techniques
- Effective listening skills
Module Four – Presenting the solution
- Features-Advantages-Benefits
- Unique selling points
- Presenting with the buyer in mind
- The use of sales aids
Module Five – Gaining commitment
- Recognising and acting upon buying signals
- Attitude when dealing with objections
- Objection types
- The format for handling objections
Module Six – Confirming the sale
- Confirming or closing?
- Effective confirming techniques
- To speak or not to speak?
Scheduled Dates & Locations
| Venue | Associated Training, Nottingham |
|---|---|
| Date | Tuesday September 02 (2008) |
| Days | 2 |
| Immediate Payment Price | £535.50 per person (excluding VAT) Pay in full with a credit card immediately online or by cheque within 7 days to get this special price
|
| Normal Price | £595.00 per person (excluding VAT) We send you 2 invoices by mail. Pay 50% of the total when you receive the invoices, and the remaining 50% no later than 7 days before the course commences
|
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For further details contact our sales team:
Telephone: 0115 984 9940
Fax: 0115 921 5352
sales@sterlingconsultancy.co.uk
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