Sales Skills Training Course

Sales Skills Training Course

An intensive four days sales skills training course designed for sales professionals who want to increase market share, improve conversion rates and increase customer retention.

Prospect & Lead Generation

• What can we learn from existing customers?
• Market Segmentation
• Market Research
• Planning and Business Positioning
• Increasing Brand Awareness
• Making the Internet work for you e.g. Web Statistics, Search Engine Optimisation
• How to write ‘call to action’ sales pitches?
• Making winning sales presentations
• How to measure customer satisfaction?
• Learning from Competitors
• Implementation of Customer Relationship Management (CRM)

Developing Sales Leads & Prospects

• How to prepare for a sales call
• How to manage questions, objections and difficult people
• Researching your Prospects
• How to make a cold call – increase the ratio of leads from calls
• What is the ‘best’ telephone manner?
• How to get an appointment – tips, tactics, getting past the gatekeeper etc
• Do you leave a message or voice–mail, Yes or No?
• When is the right time to call?
• Active Listening
• Knowing when to move on
• Recording data efficiently – what, how much etc
• Key Performance Indicators (KPI)s

Converting Leads into Orders

• Understanding your products or services – their benefits and features
• Understanding your client’s immediate requirements
• Telesales Skills – It’s not always what you say but how you say it
• How to empathise but still get your message across
• Developing rapport
• How to close a call on a positive note
• Active listening – using your eyes as well as your ears
• Identifying Up-Selling and Cross-Selling Opportunities
• When and how to apologise and when to acknowledge a grievance
• Turning Negative situations into ones with Positive outcomes
• Creating Customer Loyalty

Closing the Deal

• Introduction to Negotiation – The four stages of a negotiation
• Negotiation Strategy (Integrative or Distributive)
• Negotiation Tactics
• Getting into the ‘head of the buyer’
• A buyers procurement strategy – how it affects negotiation strategy
• The competitive tendering process – How it works
• How to recognise ‘buying’ signals
• How to recognise a deal is close
• How to close