Course Details
Course Outline
5 days course
What is Selling?
- Understanding the sales process
- Sales pipeline
- Appraisal skills
- The Sales Cycle and how to build rapport
- Understanding and dealing with different types of customer
- Recognising Customer ‘Key Drivers
- ’Individual selling styles
- Dealing with difficult negotiations and situations
- Non-verbal communication skills: body language, relative positioning
Communication skills
- Differentiating yourself from the competition whilst maintaining integrity
- Objective setting
- Verbal communication skills: intelligent questioning, listening and challenging. ‘Pushing’ and ‘Pulling’
- Understanding margin, mark-up, gross profit and net profit
- Knowing when and where to discount. Gaining advantage from discounting
‘Pushing’ and ‘Pulling’
- Understanding margin, mark-up, gross profit and net profit
- Knowing when and where to discount. Gaining advantage from discounting.
- Handling Objections
- Closing the Sale
- Telephone Sales: Techniques for generating a positive initial customer perception on the telephone
- Turning telephone enquiries into sales
Appraisal skills and Sales appointments and meetings
- Structuring the sale
- Effective sales presentation techniques
- Advancing the sale – measuring progress in the sale
- Questioning, listening and giving feedback
- Practicing the key skills in conducting an appraisal
- Each participant takes the role of appraisee, appraiser and observer using a checklist
Performance appraisal documentation and follow up
- Reviewing internal performance appraisal documentation
- Providing follow up to the appraisal and frequency
- Preparing for the performance appraisal meeting
