The Effective Sales Techniques course is a must for anyone who wants to drive an increase in sales. While most people have some idea how to sell, this course will guide the delivery of specific effective selling behaviours and language. Effective Sales Techniques demystifies the process of selling and teaches powerful communication skills that can be applied to every type of sales interview. Once you attend this course you will be able to immediately apply the skills on the job creating an immediate return on your training investment. You will develop your own powerful selling template crafted in your own words. Learning how to overcome and even avoid objections altogether is a corner stone of this course. You will finally understand why most sales people are terrified of asking for the business and will learn how to close easily and effortlessly. You will be amazed at the sheer delight your customers experience when you apply these powerful skills.

This two-day course program will revolutionise your sales performance.

Content

The program is a new one-day Selling Fundamentals program that covers the following topics;

• Quick Introductions
• Expectations.
• Understanding Customers.
• An overview of the principles of what is a customer.
• An exploration of what drives customers to buy.
• Rapport Building – How to build rapport.
• Why is building and maintaining rapport so important to successful selling?
• How do you build rapport, a practical exercise Linking rapport back to the resource state.
• The Relationship Selling Model – an overview of the basic content and model structure.
• Initial contact.
• Identifying needs.
• Sales Presentation.
• Questions & concerns
• Commitment to action.
• Follow through.
• Introducing the key elements of the model and builds a generic understanding of the principles of selling.
• Personal Preparation & Initial Contact – Mapping out a strategy for personal preparation and building the language patterns of the greeting and initial contact.
• Identifying Needs – establishing the conditions necessary to ask questions without offence and crafting questions to uncover appropriate sales information. The sales funnel.
• Identifying Needs experiential exercises.
• Sales Presentation – Select the appropriate elements for the sales presentation.
• Building the language patterns.
• Sales Presentation experiential exercises.
• Questions & Concerns – Learning how to deal with customer concerns and questions.
• Building the appropriate language patterns.
• Commitment to Action – Learning how to ask for the sale or some other form of commitment to action. Crafting the language patterns.
• Follow through doing what you say you will do and what that means for you.
• Mapping out a personal strategy highlighting personal danger areas.
• Pulling It All Together.
• Wrap up and Final Q & A.

Delivery

Delivery of the course is as a highly interactive workshop for up to 25 people. It is a combination of experiential exercises, discussions, individual and group exercises.

Suitable for

Personal interest, adult learners, professional development learners, supervisors and team leaders.