Open Course
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Successful Selling is a highly practical sales training course, which uses varied sales training techniques to give participants the skills and knowledge they need in the workplace. Interactive learning, group exercises, personal action planning and a host of great tips, all equip participants to make a real difference to sales performance.
Successful Selling covers:
1
Achieving sales success
- What will you gain?
- The sales process
- Sales success
- Where are you now?
2
Preparing to sell
- Understanding your buyers
- Who is buying?
- Buyer motivations
- The buyer decision making and evaluation process
- Preferred buying styles
- Acquiring product knowledge
- Structuring your sales pitch
- Making your pitch
3
Using effective sales techniques
- Six steps to sales success
- Getting off to a great start
- Asking productive questions
- Making the buyer feel comfortable
- Identifying constraints and 'must haves'
- Listening and learning
- Showing confidence
- Selling the benefits
- Overcoming objections
- Closing the sale
- Negotiating and discounting
- Link, cross and up-selling
- Using effective sales techniques: top 10 tips
4
Selling on the telephone and via email
- Preparing to receive sales calls
- Converting enquiries into sales
- Cold calling
- Initiating sales calls
- Sales emails
5
Creating profitable relationships
- Earning your reputation
- Building your brand
- Your website
- Data harvesting
- Capitalising on customer data
- Key account management
6
Planning to increase sales
- Preparing a sales plan
- Setting SMART objectives
- Developing your sales plan
- Lead times
- Planning to succeed
7
Improving your performance
- 20 ways to improve your performance
- Developing an action plan
