Everything you need to know - in one go. A 2-day Certified course.
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Total selling skills is exactly that – a comprehensive toolkit for everyone involved in selling – at any level. Those new to selling will love the step by step format presented in a language we all understand, while sales veterans will appreciate the opportunity to re-assess their current techniques.
In just 2 days you will discover powerful selling tools and profitable applications that not only show you how to win a sale but more importantly gain a customer. Together, we explore the key aspects of successful selling - using proven techniques and practical ideas from over 35 years experience in selling at all levels and to all types of client and customer.
You will discover the 5 steps to problem solving, the key factors that motivate people to say YES, the difference between selling on the phone and face to face, the number of times a Prospect can say no before they really mean no and how to negotiate your way to success.
When we say, it’s a TOTAL selling toolkit – we mean it. There is no let up in what you will learn in just 2 days – and all at a special introductory rate. We’ve seen advertised courses that offer half of what we cover at more than double the cost.
You will learn there is no secret to overcoming objections. You will discover how to recognise a real objection and – using shared responses – how to overcome them. Many sales people – even those who may have been selling a long time – say that closing the deal is the hardest part of the whole sales process. But why should this be? After all, if you are confident you have followed all the key steps in building the initial relationship then closing the sale should be a natural progression in the selling sequence.
This workshop even shows you how to sell on the phone – avoiding the dreaded ‘cold call’ while still establishing customer rapport without the personal contact. In part two, you will discover how to get through the gatekeeper, the screener, the blocker. Call them what you will but they are there to provide a vital role. That of filtering the call.
This 2-day intensive selling course is divided into four parts
Part One: Face to Face or field selling
Part Two: Telephone or Internal selling
Part Three: Negotiating the deal
Part Four: Overcoming objections / Closing the sale.
The course – overview
• The sales person’s four deadly sins – and how to deal with them
• The psychology of selling – techniques that will change the way you currently sell
• How to identify and attract the ‘perfect Prospect’ – the value of referrals and recommendations
• The difference between ‘face to face’ selling and ‘telephone’ selling – using the phone to make appointments (what to say and – more importantly – what not to say)
• The 5 steps to problem solving – the primary route to a successful sale
• The psychological factors that motivates people to buy – demonstrating the difference between buying and selling
• The truth behind objection handling – the rule of six
• Closing techniques that guarantee results – 16+ different closes including the ‘Oliver Twist’
Course content:
Part One:
• What makes a good salesperson GREAT? Some myths about selling
• Establishing objectives – corporate and personal
• Hunting for truffles - Prospecting for gold (customers that is)
• Find out what makes people tick – remember people buy people
• Learn how to identify your best customers and Prospects
• Know how to plan the call – the sales person’s secret weapon
• Understand the key stages to selling a product or service
• Pinpoint your customer’s motivating key – what makes them say YES
• Managing your territory – both internal and external sales
• Managing your time – the adoption of SFA (Sales force automation)
• Communication skills – the product or service presentation. Building rapport and trust
• Multi – level listening. Sales storytelling
• Discover how to ask the right questions and create interest
• How to use TNT questioning technique to create an explosive response
• Evaluate the effectiveness of your product / services - USP / UPB / FAB
• Learn the ABC of selling – the key to your sales success
• How to recognise a buying signal and what to do about it
Part Two:
• Doing business by phone – the use of the phone in selling
• Key telephone skills – listening efficiency levels, painting the brightest picture and body language over the phone
• Telephone behaviour – call preparation, cue cards v scripts the verbal handshake and standards to aim for
• The selling process – opening and closing the sale, telephone selling style
Part Three:
• The 5 stages to any successful negotiation
• How to identify the necessary communication skills required to start effective negotiating.
• How to avoid the blame cycle and the revenge cycle
• An introduction to the 4 types of negotiating styles
• How to deal with others using the 4 key temperaments
• An introduction to using LIM in successful negotiating
• The difference between a nibbler and a cruncher (and others)
• An introduction to the key element ‘if – then’
• How to achieve a successful win – win outcome
Part Four:
• Dealing with difficult Prospects / customers
• Developing long term customer relations
• Handling objections
• Closing the sale
• Evaluating your sales techniques
Course format:
An interactive desk based formal tuition - without any embarrassing role play. Groups are kept deliberately small – usually no more than 12 on each course – to ensure personal tuition and guidance .In addition, every delegate is invited to complete a pre-course ‘personal priority indicator’ that enables the tutor to ensure identified ‘weak spots’ are fully covered in the course content.
Each delegate also receives a 78+ page specially produced and printed resource manual bound in a loose leaf format enabling extra material to be freely downloaded from our web site. We are also one of the few training companies that let you take home the tutor at the end of the course. You can e-mail or phone him for as long as required at no further cost.
Improve your selling skills and you improve your sales results.
Today’s top sales people are very clear about the huge benefits to be had from continually honing their skills and techniques. As do their employers. They know that a highly trained sales force produces the highest number of sales. This 2-day course is designed to do just that – we guarantee it.
The TOTAL investment to learn TOTAL SELLING SKILLS is just £295* (NO VAT) per person (with discounts for 2 or more) and INCLUDES: