"Essential Selling Skills"

A 2-day workshop where you will learn how to...

Become a more effective sales person by receiving a thorough grounding in all of the main essential skills of selling and how to overcome objections

Overview

This course is designed to provide you with the essential techniques and strategies to understand the sales process and how to overcome objections so that you will close more sales and exceed your targets.

Who Will Benefit From The Course?

• Field sales people
• Business to business sales people
• Sales people who have had no formal training on the subject before
• Sales people who need a refresher and need to get "back to basics" and refocus their time and effort
• New sales people
• Client relationship managers
• Account managers
• Business development managers
• Commercial managers

What Will You Gain From the Course?

• Learn the difference between an average sales person and a superstar sales person
• Learn how to identify the specific needs of your client and how to match these with what you are selling/offering
• Learn how to prepare for sales presentations and calls
• Learn how to overcome objections and excuses in a positive and influential manner
• Learn how to build up credibility and "likeability" from your prospect
• Learn how to elicit your prospects needs and desires and how to read these
• Enhance your questioning and listening skills
• Learn how to use body language and non-verbal communication to your advantage - how to influence your client without them knowing!
• Learn how to understand the motivations of your prospects
• Learn techniques of how to get to that "YES" and close the sale
• How to get your point across without the waffle
• Learn how to build effortless rapport with your prospects
• Learn how to make that positive first impression
• Learn how to generate business over the telephone

 

Course Agenda

Day 1

Introduction & Objectives

How To Be A Superstar Sales Person

We start by looking at the differences between average sales people and those that are at the very top of their profession. What makes them so special? What makes an outstanding sales person? Learn the mistakes to avoid as well!

Understanding The Sales Process

Learn the different stages of the sales cycle. How is a sale made? What will influence a decision? How buying decisions are processed in our prospect's brain! What you need to do in order to influence their decision.

Lunch

Learning How To Understand Your Prospects Needs

Learn how to step into the clients shoes and see the situation from their position. Learn how to adapt your approach based upon what they want.

Learn how to position yourself, your company and your product in light of what they want and how they want it.

The Techniques and Communication Skills of Superstar Sales People

Learn how to ask the right questions at the right time. Learn different selling techniques and models. Consultative and collaborative selling models.

Learn how to listen attentively and use the information that the prospect gives you to your advantage. Learn how to read body language and buying signals. Learn how to build effortless rapport with your prospect.

 

Close

Day 2

Recap And The Day Ahead

How To Overcome Objections and Excuses

Learn how to overcome the negative responses that you receive from your prospect and how to turn these around into positive situations. Learn how to overcome price objections, learn how to overcome stalling.

How To Get To The Close and Ask For The Business

So many people feel uncomfortable asking for the business but this need not be the case. During this session you will cover some strategies on how to

identify buying signals, know when is the right time to close and how to close down more prospects than you ever have before.

Lunch

How To Make Effective Sales Presentations and Sales Calls

Learn how to plan out and structure sales presentations, sales calls and talks. Learn how to work out what to focus on and what style to deliver the presentation in.

Business Development Over The Telephone

How to generate leads and appointments over the telephone. Cold calling techniques, essential telesales skills, opening statements, how to get through the gatekeeper. What to do if you are going down a dead end.

Actual words, sentences, terminology and phrases to use - we'll give them to you! What to do if your mind goes blank. Responding to objections & excuses

How to respond over the telephone to responses like:

•  "I haven't got the time"

•  "Call me back later"

•  "We are using someone else"

•  "We don't have the budget"

•  "I'm not interested"

•  "Just send me some information"

Close & Actions

 

 

It's Time To Contact Emerald Group International Now!