Foundations for Sales Success

Rationale:

Businesses, who 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.

As with any career path, the ongoing development of essential skills is of prime importance to the professional salesperson. Staying in touch with the fundamentals that produce the required performance levels is a key part of being successful in a competitive environment..

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 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.

Salespeople who have been in sales for a while and now need to gain a deeper understanding of all the key elements relating to successful selling can also benefit from this course.

What Is the Duration?
In-house: We tailor to your needs whether it be a 2 hour presentation, half or full day training or a long term program – it’s your choice.

Open-schedule: One day (When listed on our open-schedule calendar)

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 and how to sell well
_New Model of 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
_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 and 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 and Questioning Skills
_Non-verbal Communication
_Communicating to Customer Behavioural Styles
_Personality Assessment
_Effective Questioning and Listening Skills
_Becoming Second Person Sensitive
_Paraphrasing and Reflecting
_Qualifying the Total Package
_Strategic Sales Plan

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