Sales Skills One

Rationale:

Businesses, which up hold the philosophy that everyone is a salesperson in their organisation, invariably have the leading edge over their competitors. The ability to effectively communicate the benefits of products and services is an essential ingredient to the success of any organisation within today’s competitive market. People who do not see themselves as salespeople but invariably end up in a sales situation or people who are moving into a sales role for the first time will always benefit from formal sales skills training.

This course is designed to establish an understanding of the sales process and key functions of a professional salesperson. Participants will be given a foundation of skills and knowledge that will enable them to develop disciplines essential to being successful in professional selling.

Who Will Benefit?
Anyone who is in a position that requires the occasional involvement in sales or is moving into a sales role for the first time. This course is also a very good back to basic program for salespeople who would like to tune up on their basic skills.

What are the Key Learning Outcomes?
This course provides participants with a foundation of information and skills that will impact their performance irrespective of their current level of experience. This course covers competencies inline with the new model of relationship/consultative selling and is designed to provide participants with practical and well proven communication skills. Participants will learn how to be more confident and professional when dealing with customers/clients.

What is the Duration?
In-house: One or Two Day

course contents

Module One:
Understanding the Sales Process
This module establishes an understanding of the sales process as well as the profile and traits of an effective salesperson. Participants will also gain an understanding of the new model of selling that provides a strong foundation for relationship selling.
_What is Selling?
_Profile & Traits of a Professional _Salesperson
_Overview of the Sales Process
_How to Sell Well
_New Model of Selling (Relationship Selling)

Module Two:
Preparation and Planning
During this module, participants will cover the essential aspects of planning and sales preparation.
_Preparation & Planning for Sales Results
_Why Planning is Important
_Setting SMART Call Objective
_Effective Time Utilisation
_Self Management
_Affirming Success
_ Maintaining Motivation

Module Three:
Prospecting for Results
The key to successful selling is the ability to effectively prospect for continuous business with existing customers or with prospective customers.
_Prospecting for New and Existing Opportunities
_Qualifying Process & Customer’s Needs
_Establishing the Gap

Module Four:
Developing Essential Communication Skills
This module covers the essential communication skills required to be effective at selling and achieving consistent results.
_Effective Listening & Questioning Skills
_Non-verbal Communication

Module Five:
Implementing the Sales Process
During this module participants will learn how to implement a sales process that will enable them to build stronger business relationships.
_Establishing Rapport & Understanding
_Identifying Needs
_Matching Features and Benefit to Established needs
_Presenting the Benefits
_Dealing with the Differences _Gaining the Commitment