Sales Training

Who this course is aimed at

This one or two day interactive course is designed for anyone whose job involves selling to customers, whether face to face or across the telephone. This course gives delegates the tools to increase sales and retention, and through excellent customer service, encourage customers to buy from us, rather than us sell to them.

Sales Training.

Course aim

Course objectives

By the end of the programme participants will have:

  1. Been introduced to the sales model AIDA, and worked through the key skills involved in the four steps to selling to customers.
  2. Examined ways to build rapport with the customer to ensure greater trust.
  3. Considered the customer’s needs as well as their wants when discussing products and services with them.
  4. Identified features advantages and benefits to the products and services on offer and know that bad selling is to bombard a customer with features
  5. Used power words and positive language to describe goods and services.
  6. Identified customer buying signals and appropriate action to be taken.
  7. Explored barriers for making a sale and practised ways of overcoming them to maximise sales opportunities.

COURSE OUTLINE

  • Good & Bad Selling
  • How Would You Feel?
    – Disappointment in not being sold to i.e. showing interest in you!
    – Personal examples
  • Why Is Selling Important?
    – It’s Your Job!
         – Personal attitude
         – Forming positive impressions
    – If you don’t someone else will
    – It’s good customer care!
  • Personal Selling Styles
    – Seeker Vs Giver
  • A.I.D.A. – 4 Steps to Selling
    – Sales process: 1. Attention 2. Interest 3. Desire 4. Action
    – Customer emotions at each stage of the process
    – How must we respond to these customer emotions
    – Putting the customer at ease, showing interest & willingness to help through:
         – Voice, Words and Body Language
  • Engaging the customer:
    – Positive language
    – Making the offer attractive: turning boring words into exciting ones
    – Features Advantages Benefits
    – Use of jargon
    – Using silence to sell
    – Rapport building skills
    – Showing empathy & understanding
    – Appropriate versus inappropriate responses
  • Needs Vs Wants
    – E.g. want to cancel contract, need an upgrade
  • Cross Selling Opportunities
  • Buying Signals
    – Recognising & acting upon them
    – Closing a sale
  • Overcoming Objections – 5 Key Steps
    – 1. Acknowledge 2. Empathise 3. Isolate 4. Resolve 5. Checkout & close
  • Managing Sales Opportunities
    – Identifying Leads – Reactively & Proactively
         – Building up processes & practices for team agreement
         – Barriers & solutions e.g. time management, teamwork, staying motivated, celebrating successes
         – Team Charter & Action Planning

WHAT TO DO NEXT

This course will be tailored to suit the needs of your people and your own in-house standards
will be included and reinforced during the training.

Please contact find out how this course can help your organisation.

Contact: Neville Beardsmore

Tel: 0121 247 5736 / 07984 030 180

E-mail: neville@cfatraining.co.uk

We look forward to hearing from you.